Ninety-Two Percent of All Agents Fail - Why?

[HomeService]

Jacques Werth is a legendary sales expert who's book "High Probability Selling" has sold millions of copies. I doubt that he cares whether nitwits on this forum are making fun of him.

Really? I thought it was a joke, or a troll. Or a troll who was joking. This was for real, huh?? I thought it was a play on words, Jack worth, not worth jack... what do I know? I'm kind of a bumpkin from Iowa, who hangs out with rowdies in Texas.

 

[tins]

what do I know? I'm kind of a bumpkin from Iowa, who hangs out with rowdies in Texas.

That sounds like a good time.
What do rowdies do for fun? Besides catch snappers.

 

[Glad2bHere]

Well, then, I'm thinking that we may have stumbled on an explanation that answers the OP's original question.

There are probably a great number of people who get lured onto the stage, handed a role, ordered into costume and directed through a script. Like being a member of a University Theatre company it can be a lot of fun and very addicting.

Most people graduate and go on to other things, but a tiny fraction of those players attempt to keep things going by moving to New York or LA and making a life out of playing one role after another.

I think I see a parallel in this discussion about the Insurance Business----or the sale of any intangibles for that matter. It would follow that seeking after constancy and reliability would only result with the best possible fit between audience and players in their mutual efforts to suspend reality in a particular fashion. That said I think it is reasonable to reframe the concept of the thread and conclude that over 90% of players do not "fail" at being insurance agents as much as they begin to find pursuit of the activity insufficiently satisfying to justify the level of demand on their person.

Just some thoughts.

Best Wishes,

 

[HomeService]

That sounds like a good time.
What do rowdies do for fun? Besides catch snappers.

well, we drink beer and play tennis and sing karaoke. mostly. Hey, I went and read the first three chapters of Jacques' book. it's free online, just 4 chapters. There is some good stuff on there. I realized I was being a bumpkin and thought I better read it. now, one question: how come we did not say we was spamming us way back when he posted this thread?? hmmm? just joking.
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Well, then, I'm thinking that we may have stumbled on an explanation that answers the OP's original question.

There are probably a great number of people who get lured onto the stage, handed a role, ordered into costume and directed through a script. Like being a member of a University Theatre company it can be a lot of fun and very addicting.

Most people graduate and go on to other things, but a tiny fraction of those players attempt to keep things going by moving to New York or LA and making a life out of playing one role after another.

I think I see a parallel in this discussion about the Insurance Business----or the sale of any intangibles for that matter. It would follow that seeking after constancy and reliability would only result with the best possible fit between audience and players in their mutual efforts to suspend reality in a particular fashion. That said I think it is reasonable to reframe the concept of the thread and conclude that over 90% of players do not "fail" at being insurance agents as much as they begin to find pursuit of the activity insufficiently satisfying to justify the level of demand on their person.

Just some thoughts.

Best Wishes,

There you go, now you see it. I have been in the debit business in my lifetime. Sometimes chasing the 20 dollar premium ain't worth the fight. I've been a courier driver, sometimes spending $30 in gas to make $30 on the delivery, is not worth it. I know you can make more than this at NYL, but you get what I'm saying.

 

[rousemark]

mmmmmm....I think I am beginning to see a pattern.

The thread was originally about why 90% of agents fail, but thats not whats really coming across. If I am reading this right apparently the fore-gone conclusion is that agents fail because they can't cut the program. What seems to be missing is that noone is identifying exactly what the "program" is.

I was told to turn-in my P200 and I did---- just like I did everything else I was told to do.

I believe I have a right to expect that the Company personnel will likewise deliver on what they say they will do but its not happening and has not happened since Day One. I am pushing back and want to know why this is happening as I think it goes a long way towards explaining that dismal success rate that started this thread.

I would now like to "push-back" on folks here and ask if anyone can answer this question without falling back on cliche's (IE."They don't work hard enough."). By my count the Company has dropped the "support ball" about 12 times in three weeks and I would like to know why.

Best Wishes,

Just curious.. how many presentations have you made during the last 3 weeks?

Quit blaming the company for no support.. Sure it would be nice if you received it but if you don't .. so what? You write well so I am fairly certain you can read.. Captive companies have tons of written instructions on how to do the job... Get them and read.. learn it own your own.. and put it into practice. Learn one product, one presentation and go out and use it.. when you get proficient at that one, then you can learn another.. When you start brining some apps in on your own, something amazing will happen.. You will start getting "support" to the point you will be wishing they would leave you alone!

You are at a crossroads early in your career. You can sit and wonder why this, that or the other and fail... or you can take it upon your self to say, "The devil with it, I don't care why" and succeed..

 

[Glad2bHere]

....and I agree, Implicitly, R-M. My plan is to forge ahead with...well.... my plan. The only reason I have been disclosing about my own situation is that I take exception to people using a broad brush to paint over 90% of the 2-3 year agents as somehow less motivated, dedicated or competent. Yes, I have seen some really poor examples of professional agents in my short stint in the Insurance Biz. I have also seen some pretty nacissistic and predatory folks as well. But there have been some pretty strong, well-informed and determined individuals as well....and certainly more than what the "over 90%" failure rate would suggest. I intend to forge ahead-- whether or not the company has my back-- and if I wind-up being kicked to the curb in a couple years at least I can know it was not because of some failing on my part. FWIW.

Best Wishes,

Bruce

 

[Kenno]

FWIW, my first 8 months or so in this business was a real downer. I have always succeeded in business, was an EVP with a major telecom company in my 30s making a ton of money. Got tired of the ratrace and decided to do something that I control and my success is dependant only on my actions. Hence, here I am in the life/disability/retirement planning business.

But when I first started it seemed like I couldn't make a sale to anyone. Felt like I didn't have the right support, the training wasn't sufficient, etc. Sound familiar? Well I stopped looking to my (not very good) sales manager in the hopes that something would change and success would flow my way.

What I did to start making money was a) stop trying to be "sales guy" and just start having discussions with people and have that discussion turn to talking about what insurance plans they have in place and oh by the way when was the last time they had a chance to review those plans? And b) understand that what you are doing is in the best interest of the person you are talking with. Everyone you know and meet will benefit from sitting down with you over a cup of coffee. I tell prospects that I will never offer them anything that they don't want or don't need.

Now, how to achieve success? One word - prospecting. You can be Zig Ziegler but if you don't know how to prospect you are dead in the water. Your number one goal at this point in your career is to set 10 appointments each and every week. If you don't have a list of people (hello p200) start with your cell phone directory and begin calling everyone. What helped me when calling on my warm market was to tell them I've started a new career and need to practice my delivery - is it ok if I practice in front of you?
They will want to help and will mostly say yes, and guess what? you'll make some sales doing so.

Stop worrying about the mechanics of the career and just start setting appointments. The best teacher in this career is real-world experience, not your sales manager.
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Also, you're going to stumble and fumble on more than a few appointments - but don't sweat it. You'll get better as time goes on. We've all been there.

 

[bill3173]

Being a good insurance sales person is not that difficult. Just put yourself in the mindset that your clients are pretty girls that you would like to date. You have to play cat and mouse a little bit, but before long, they'll be calling you and begging you to take their $$.

 

[rousemark]

begging you to take their $$.

The girls or the prospects???

 

[HomeService]

What if one of your clients is a pretty girl you are trying to date?