Overcoming Objections in FE Sales

[jdeasy]

Write apps with a FMO that pays ZERO residuals and everything will take care of it's self.

First off, there is no company paying residuals. A genious like you should know that.

You are trying to falsly imply that an agent wouldn't get renewals with EFES. That's just simply not true. I get renewals anywhere from 5% to 12% thru EFES. Even with the one company, Americo, that they just changed the contract with this year to pay more upfront and no renewals, I get renewals on all business before this year.

I do not like that contract even though they pay 10% more for the first year. No one has to write Americo if they don't like that part. I'm in the process of changing my contract to have renewals with them. That is also an option.

Now, where can I get me some of those residuals?

 

[usakr]

Now, where can I get me some of those residuals?[/QUOTE]

Network marketing

 

[aacards8]

i agree. we are thinking along the same kind of lines. I do find at my age, 56, and in my state of mind I am more into enjoying life and less concerned about the money as long as I keep the wolves away.

my perfect month is 2 days on the road 2 weeks, and one day on the road for 2 weeks. Going out tomorrow about a hundered miles from home with 5 appointments and would expect to write 4 out of the 5. I will leave at 9 am and should be back by 7. Two of the appointments are husband and wife so I should write between 4 and 7 @ $60 per month ave.

I think my problem is I tend to work leads too long. I should be making sure I always have fresh leads coming in so I always have good leads to work. I find press one leads are best when you can reach them within a day or two of the call. All of my leads are press one type leads. I got 9 leads on tuesday and contacted 6 of them yesterday and got 5 solid appointments.

I have never really worked mailers all that much and when I did I really didnt like them. I think I had it in my mind they were not gonna be good and that might have tainted them. I would suspect the need to contact them quickly is not as important as press one leads?

Have any of you guys worked both press one leads as well as mailers, and if so give me your thoughts on both. I'd appreciate it.

What are press one leads? How are they better than mailers?

 

[jdeasy]

Now, where can I get me some of those residuals?

Network marketing[/quote]

I hope you know that was a joke. That's why I put in the .

 

[Jim Jenkins]

First off, there is no company paying residuals. A genious like you should know that.

You are trying to falsly imply that an agent wouldn't get renewals with EFES. That's just simply not true. I get renewals anywhere from 5% to 12% thru EFES. Even with the one company, Americo, that they just changed the contract with this year to pay more upfront and no renewals, I get renewals on all business before this year.

I do not like that contract even though they pay 10% more for the first year. No one has to write Americo if they don't like that part. I'm in the process of changing my contract to have renewals with them. That is also an option.

Now, where can I get me some of those residuals?

How does residual income work?

Insurance agents are paid each month from policy renewals beginning the second policy year. Without this residual income, a sales person is only as good as his or her last sale. For individuals in any other sales field such as real estate or car sales, in order to increase their income, they have to increase the number of units they sell. At the beginning of each week, month, or year, they start over — what they've sold in the past doesn't matter. They're only paid for what they do in the present, but not the past.

 

[ims01]

What are press one leads? How are they better than mailers?

Press 1 leads are dialer generated. We use ones that are then transferred to a rep that asks a series of questions, including if they have a bank account and if they understand they will be contacted about insurance.

They are the same price as mailer leads if you are getting 1.5% response rate. So, it eliminates the risk of a low response rate, they are fresher. By the time you get them it was 15-30 minutes since they spoke to someone and you can pull them from areas that have been worked over by mailers.

They are also condusive to telesales.

 

[aacards8]

Press 1 leads are dialer generated. We use ones that are then transferred to a rep that asks a series of questions, including if they have a bank account and if they understand they will be contacted about insurance.

They are the same price as mailer leads if you are getting 1.5% response rate. So, it eliminates the risk of a low response rate, they are fresher. By the time you get them it was 15-30 minutes since they spoke to someone and you can pull them from areas that have been worked over by mailers.

They are also condusive to telesales.

Can you get me some more info on those? As long as their not like those YAL leads that I've heard floating around on the forum. PM me if you don't mind.

Thx

 

[jdeasy]

How does residual income work?

Insurance agents are paid each month from policy renewals beginning the second policy year. Without this residual income, a sales person is only as good as his or her last sale. For individuals in any other sales field such as real estate or car sales, in order to increase their income, they have to increase the number of units they sell. At the beginning of each week, month, or year, they start over — what they've sold in the past doesn't matter. They're only paid for what they do in the present, but not the past.

It's renewal income, not residual. There is a difference.

 

[usakr]

Network marketing

I hope you know that was a joke. That's why I put in the .[/QUOTE]

Of course

 

[Jim Jenkins]

It's renewal income, not residual. There is a difference.

Residual Income


Residual income happens when you sell a product or service that has a repeating payment. Every time the customer pays his bill, you..the seller…get paid a commission. So sell once, get paid multiple times.

Insurance agents understand this concept. They sell an insurance policy and every time the policyholder pays a renewal premium payment, the agent gets a small commission. Over time, as the agent sells more and more insurance, his residual income grows.
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Even with the one company, Americo, that they just changed the contract with this year to pay more upfront and no renewals.
I do not like that contract even though they pay 10% more for the first year. No one has to write Americo if they don't like that part. I'm in the process of changing my contract to have renewals with them. That is also an option.

Now, where can I get me some of those residuals?[/quote]


Americo, unless of course your FMO doesn't pay renewals.