- 3,247
Agreed!!! I like to shoot from the hip, myself!
No Emotions - No Sale
- Thread starter HoosierLife
- Start date
Agreed!!! I like to shoot from the hip, myself!
- 582
Adults use reason and logic to make purchases. If you find an adult that buys on emotion, chances are they're busted.
sorry to have rocked your world pal.
G
Guest
Guest
The busted folks are the FE market...
I call BS on JD...
Yes, you think you don't sell on emotion, as maybe that somehow elevates this process in your mind, however, your mere conviction about what you are doing and offering evokes emotion on the part of the client. Your buyers are engaged emotionally or they would want to confer with others or think it over, etc.... but they don't, because you have engaged their emotions, plain and simple.
FE or any other product is SOLD on emotions, this has been proven over and over again. If this product wasn't sold on emotion and could logically be presented and expect someone to merely fork over a check or signed app, the product wouldn't pay the kind of money that it does. Last I checked we get compensated pretty well for an hr presentation and filling out a few forms... if the ins co had a better approach to get this accomplished we'd be making a fraction of the comm!
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- 1,930
Isn't the reason they buy final expense is because of the emotions they have in wanting to protect someone from the financial stress of their funeral. Otherwise what reason would they have. They will be dead. Why care what happens. Unless they wanted to protect a loved one. That's an emotion isn't it?
They can give you their reasons but they are based on their emotions. Seems they go hand in hand.
They can give you their reasons but they are based on their emotions. Seems they go hand in hand.
- 181
Clients buy because they love their families. I like to keep it Logical during the presentation. Test Closes can bring out some emotion, but emotion is the Silver Bullet in the Close. Someone I respected in NY used to tell me save your bullets.
If you have to break out the emotion card, it's because you haven't sold them the urgency with logic. Time to pull at the Heart Strings, and show them that they better love their family. The situation dictates what string you pull, but if you do not pull it, you are walking out without a sale.
If you have to break out the emotion card, it's because you haven't sold them the urgency with logic. Time to pull at the Heart Strings, and show them that they better love their family. The situation dictates what string you pull, but if you do not pull it, you are walking out without a sale.
- 19,669
You might be right but I don't believe that. Nor do I think that way.
I call BS on JD...
Yes, you think you don't sell on emotion, as maybe that somehow elevates this process in your mind, however, your mere conviction about what you are doing and offering evokes emotion on the part of the client. Your buyers are engaged emotionally or they would want to confer with others or think it over, etc.... but they don't, because you have engaged their emotions, plain and simple.
FE or any other product is SOLD on emotions, this has been proven over and over again. If this product wasn't sold on emotion and could logically be presented and expect someone to merely fork over a check or signed app, the product wouldn't pay the kind of money that it does. Last I checked we get compensated pretty well for an hr presentation and filling out a few forms... if the ins co had a better approach to get this accomplished we'd be making a fraction of the comm!
- Thread starter
- #18
- 7,012
That's cause you're a guy. A level headed guy. But most of our clients are women...or are definitely not level headed.
Take the prospect/suspect that says they really want life ins, but can't afford it. But you know from talking to them that they spend $150/mo for cable and have a brand new HDTV. These people aren't thinking logically. They use enough logic to rationalize their decisions so they don't look stupid to others or themselves.
But Sports is right. There was a reason they sent that card in. You have to either get them to their "hurt" or get them excited about the product before they will buy. This is happening whether we realize it or not. At least that's what I've read/been taught over the years.
- 19,669
Most of what I've read or been taught over the years doesn't apply to getting the job done.
Unless the teaching was someone that actually does sell FE.
Nor would I say that "most" of my clients are women. Might be 50-50. I haven't ever counted that but it wouldn't be far off from half female, half male.
Yes, you can make the argument to those folks that they should buy life insurance instead of premium cable and if you make it emotional then they will agree. That day.
A month or down the road they go back to the cable and drop the insurance.
My strength in this business is that I do understand the FE market. I follow agets all the time that used emotional selling. Those are easy replacements. I do usually have to lower the payment because they were oversold.
I run across very few prospects that snet in the card for emotional reason. If there was emotion involved in sending it in then by the time I get it and contact them, which is going to be 2 weeks at best, then the emotion has gone away. Those people will usually be the ones that tell me thaey don't want to meet when I call.
I would gues that Newby gets some emotional buyers because he has an office at a funeral home. He probably gets people to walk in right after having witnessed a funeral of a family member or friend that wasn't prepared.
If I had people like that I would probably tell them to wait a week or two before we meet.
Those folks to me are the ones that I have to the "think about it close" on. Not really good business. I very rarely use the think about it close anymore. If after going through my "4 questions" presentation they still need to think about it then they are suspects, not prospects.
Unless the teaching was someone that actually does sell FE.
Nor would I say that "most" of my clients are women. Might be 50-50. I haven't ever counted that but it wouldn't be far off from half female, half male.
Yes, you can make the argument to those folks that they should buy life insurance instead of premium cable and if you make it emotional then they will agree. That day.
A month or down the road they go back to the cable and drop the insurance.
My strength in this business is that I do understand the FE market. I follow agets all the time that used emotional selling. Those are easy replacements. I do usually have to lower the payment because they were oversold.
I run across very few prospects that snet in the card for emotional reason. If there was emotion involved in sending it in then by the time I get it and contact them, which is going to be 2 weeks at best, then the emotion has gone away. Those people will usually be the ones that tell me thaey don't want to meet when I call.
I would gues that Newby gets some emotional buyers because he has an office at a funeral home. He probably gets people to walk in right after having witnessed a funeral of a family member or friend that wasn't prepared.
If I had people like that I would probably tell them to wait a week or two before we meet.
Those folks to me are the ones that I have to the "think about it close" on. Not really good business. I very rarely use the think about it close anymore. If after going through my "4 questions" presentation they still need to think about it then they are suspects, not prospects.
That's cause you're a guy. A level headed guy. But most of our clients are women...or are definitely not level headed.
Take the prospect/suspect that says they really want life ins, but can't afford it. But you know from talking to them that they spend $150/mo for cable and have a brand new HDTV. These people aren't thinking logically. They use enough logic to rationalize their decisions so they don't look stupid to others or themselves.
But Sports is right. There was a reason they sent that card in. You have to either get them to their "hurt" or get them excited about the product before they will buy. This is happening whether we realize it or not. At least that's what I've read/been taught over the years.
- 26,177
I call BS on JD...
Yes, you think you don't sell on emotion, as maybe that somehow elevates this process in your mind, however, your mere conviction about what you are doing and offering evokes emotion on the part of the client. Your buyers are engaged emotionally or they would want to confer with others or think it over, etc.... but they don't, because you have engaged their emotions, plain and simple.
FE or any other product is SOLD on emotions, this has been proven over and over again. If this product wasn't sold on emotion and could logically be presented and expect someone to merely fork over a check or signed app, the product wouldn't pay the kind of money that it does. Last I checked we get compensated pretty well for an hr presentation and filling out a few forms... if the ins co had a better approach to get this accomplished we'd be making a fraction of the comm!
Admittedly, I am not a "FE market" only agent. However, I have sold policies to cover Final Expenses for decades. Emotion has played a part of their reasoning and want most of the time. I am a death benefit agent over cash value or PreNeed agent. So it is all about the beneficiary.
My experience with the "FE Market" is that they tend to be low educated, Lower income and more emotional than rational. Or I believe they would be in the PreNeed Market or self insure.
"FE" insurance is not the most efficient policy form for the majority. Aside from people with health issues. But even then a more rational person would look to a rated higher quality permanent policy first.
All in my oh so humble opinion.
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