Overcoming Objections in FE Sales

[VegasDB]

I'm new to the insurance industry and I've partnered up with a marketing group which we use Pioneer American Insurance for Final Expense. I've been making my dials and also wrote some policies not nearly as much as I would like to though. Most of the the senior citizens that I come across don't have computers, but for one that do, I would conduct a screen share with them so then can see who I am, such as pictures which builds a relationship and I almost always write a policy. For the most that don't have a computer, brings up a different story and that is the common objections that I come across such as send something in the mail, let me think about it and the biggest one I don't want to give my checking info over the phone so anyone working telesales have any advices? I'm also considering trying the f2f way. Thanks

 

[Frank Stastny]

I'm new to the insurance industry and I've partnered up with a marketing group which we use Pioneer American Insurance for Final Expense. I've been making my dials and also wrote some policies not nearly as much as I would like to though. Most of the the senior citizens that I come across don't have computers, but for one that do, I would conduct a screen share with them so then can see who I am, such as pictures which builds a relationship and I almost always write a policy. For the most that don't have a computer, brings up a different story and that is the common objections that I come across such as send something in the mail, let me think about it and the biggest one I don't want to give my checking info over the phone so anyone working telesales have any advices? I'm also considering trying the f2f way. Thanks

I hope you aren't an "underwear" agent.

You are going to be a lot more successful selling FE face to face. I'm sure JDEasy will post on this thread at some point in time. He as well as a few others are the ones you should pay special attention to.

 

[ActingBoss]

I hope you aren't an "underwear" agent.

You are going to be a lot more successful selling FE face to face. I'm sure JDEasy will post on this thread at some point in time. He as well as a few others are the ones you should pay special attention to.

Agreed.


Think about it critically........would YOU give some stranger your banking info over the phone?

My production is almost ALL in FE as of the moment, and you'll be banging your head against the wall tryin to do it over the phone.

I know some folks here do sell FE over the phone (at least they say they do....which I question) but its not gonna work for the vast amount of agents, you'll have to get in front of seniors.

 

[Rearden]

What do you FE guys think... 3 out of 10 seniors have computer and MAYBE computer access?

 

[VegasDB]

I hope you aren't an "underwear" agent.

You are going to be a lot more successful selling FE face to face. I'm sure JDEasy will post on this thread at some point in time. He as well as a few others are the ones you should pay special attention to.

LOL actually I sit and make dials butt naked.

But seriously as I learned that doing this business would be better doing it f2f. I'm currently looking to go that route as for one it does get me out of my cave and meet people. I am a people person and would enjoy that more, I believe. It does seem like that if I build more of relationship with my clients the better chance I have writing them a policy.

 

[jdeasy]

What do you FE guys think... 3 out of 10 seniors have computer and MAYBE computer access?

I think more seniors than that have and use computers. But, that would be a high number for the seniors that mail in FE reply cards.

I would say that my experience with that market is less than one in ten have a computer.

As for the op, face to face is the only tried and true way to sell FE as a full time FE agent. Yes, there are some that get in and out of the market with telemarketing and have some short lived success. But, the only people making long term money with that are the marketers. It is not the way to go for the FE agent that makes his living from his own business.

 

[ActingBoss]

I think more seniors than that have and use computers. But, that would be a high number for the seniors that mail in FE reply cards.

I would say that my experience with that market is less than one in ten have a computer.

As for the op, face to face is the only tried and true way to sell FE as a full time FE agent. Yes, there are some that get in and out of the market with telemarketing and have some short lived success. But, the only people making long term money with that are the marketers. It is not the way to go for the FE agent that makes his living from his own business.

Agreed.

Seniors with computers won't be replying with FE lead cards.

The poster doesn't appear to really understand the FE market/customer.....its a bit messy.........incomes are stretched so they bounce checks, etc, they require much more handholding and patience than other product lines..if you're going to succeed in FE you're gonna have dirty fingernails.

 

[ims01]

Final Expense telesales doesn't work when you try to rush through the sale. Being efficient doesn't mean being stupid.Take your time and build a relationship. It can be done on the phone and doesn't require that they see you f2f or digitally. Build that picture verbally.

Take the most common objections and address them before they come up. Continually trial close to flush out real objections. Identify hot buttons early in the conversation and press them when needed.

Doesn't your IMO offer help with this? If they are giving you a product that you can sell over the phone, they should offer training on how to do it.

 

[Mark]

Look for a book by the Million Dollar Round Table called Closing Techniques.

It may help you some.

 

[jdeasy]

Final Expense telesales doesn't work when you try to rush through the sale. Being efficient doesn't mean being stupid.Take your time and build a relationship. It can be done on the phone and doesn't require that they see you f2f or digitally. Build that picture verbally.

Take the most common objections and address them before they come up. Continually trial close to flush out real objections. Identify hot buttons early in the conversation and press them when needed.

Doesn't your IMO offer help with this? If they are giving you a product that you can sell over the phone, they should offer training on how to do it.

You are speaking from the marketer point of view. Not from the producing agent point of view.

How much personal production do you do by telemarketing FE?