Not Getting the Training I Need

[VaDwayne]

I am a captive agent at a brokerage company but I am NOT getting the training I need at all. I really don't know of anyone else in my town to go with so I feel I do need to stay where I'm at. I would love to hear any suggestions from seasoned agents as to where I can get online or books or further training in the senior market to become better acquainted with selling techniques as well as much better product knowledge on life/term insurance, long term care and medicare supplements and annuities. I have just been in this new field of senior insurance for 6 months. I have been in sales all my life (20 years) but not in this field. It is all new to me. I just really need the TRAINING for these products and how to sell it. Not looking to change where I am at though. I can deal with that, I just need the product knowledge. I represent alot of different carriers.

Here's my suggestion. Learn one carrier at a time. Study one per day, and in a week or so you will have tons of knowledge. Don't try to learn them all at one time because it will be to confusing.

Baby steps, crawl before you walk if you get my drift.

 

[G.Gordon]

Do you usually have trouble taking action in light of knowledge?

You've been told by you're current organization that they are not interested in your success, but you're willing to stick it out with them. What's up with that? Think about it.

Training:

Every agent I know that made it in this business has trained himself in most of the base knowledge. If a person is too lazy to open a magazine, book, gov. publication or call the marketing dept. at a carrier... why should someone else take the time to share anything with them? You'll learn more with OJT. Get into sitations that require knowledge and you'll not forget what you learn. Read. READ. Ask. ASK. Don't just say... "Train me." Ask specific questions that arise from YOUR studies.

I used to laugh in the faces of agents that I recruited or was in charge of training that refused to READ what was assigned.

Invest time in yourself and maybe your captive organization will do the same. Maybe their lack of training you is in response to what you've demonstrated, or the lack of what you've demonstrated. Just an assumption here, but something to think about.

Good luck.

 

[atlantainsguy]

You will read a lot of posts advising senior market agents to lead with Medicare, and then cross-sell Life, Critical Illness, LTC/STC, etc. If you take this advice, you might want to call Ron Iverson in MT at 406-442-4016. Ron is author of the Medicare books sold by WebCE, and president of NAMSA (National Assn. of Medicare Supplement Advisors). The program is inexpensive and will get you a lot of CE credits, in addition to solid product knowledge and sales ideas. There are also weekly newsletters full of useful Medicare information. The program also covers MA. I did this program about 5 years ago, and it was very good.

atlantainsguy

 

[Focus LTC]

I am a captive agent at a brokerage company but I am NOT getting the training I need at all. I really don't know of anyone else in my town to go with so I feel I do need to stay where I'm at. I would love to hear any suggestions from seasoned agents as to where I can get online or books or further training in the senior market to become better acquainted with selling techniques as well as much better product knowledge on life/term insurance, long term care and medicare supplements and annuities. I have just been in this new field of senior insurance for 6 months. I have been in sales all my life (20 years) but not in this field. It is all new to me. I just really need the TRAINING for these products and how to sell it. Not looking to change where I am at though. I can deal with that, I just need the product knowledge. I represent alot of different carriers.

Who is the company you represent?