Post Great Closings Here

[equita1]

I saw that we need to contribute before advertising, so I wanted to give out a nugget that someone might be able to benefit from.

Have you ever had someone tell you that they have a great firend(the "great unlicensed insurance" expert) who told them not to buy anything from "us" before talking it over with that them first; to the point where nothing you say will break them of that?

Well, here is something you can try. (I'm tailoring it to my business which is Mortgage Protection, so you will have to modify it for your product).

John, I understand you have a great friend who wants to help you. Is that correct? Let me ask you(ask softly), John if something tragically happened to you, God forbid, would your friend pay off your mortgage for you? Would he pay for your kids college tuition? Would he pay off your car? No, really? Doesn't it make sense to "Think about it" while you are covered vs. while you are not covered? Great, let's submit the app and if your friend says it's a bad idea, call me and I'll shred your file. Either way, while you are still thinking about "it", you will be covered if in the event something did happen. Do you have a driver's license?

 

[syzmik]

nice! I like this close. Usually when I get this objection I ask "When's the last time you and your friend spoke about life insurance?" They say "Never."

 

[Mark]

If your best friend is an insurance agent, why didnt he try to help you?? Did you not trust him or did his product suck??

LOL

I like to ask them why they didnt buy from their best friend that is an agent...

 

[Newby]

Also, lets get your friend on the phone or get him over here.

 

[ergammill]

The "be covered while you think it over" or the "free look period" is a sales manager trick that just causes people to get you out the door. It up's your cancellation rate and hurts your persistency


You should always ask what information they are looking for from their friend and determine if they are telling the truth or just making an excuse. If they really think they need their friends advice, and I think that really is the legitimate reason for not being protected right away, I do the following.


I always ask them to get the friend on the phone and I make a list of questions for them to ask the friend while I am there.


Question such as are they licensed to give insurance advice in their state? What and when was their last CE course? (I do not spell out continuing eduction, that way they say to the friend "my what")
What insurance product do they specialize in? and which companies are they appointed with?. I add on a couple product specific questions and then have them call their friend.


The friend rarely can answer specific questions and was just going to parrot what they heard on Dave Ramsey or Suzzie Orman.

 

[CHUMPS FROM OXFORD]

The best close is no close. That is...the prospect asks you "what's the next step," or something similar.

 

[Full Throttle]

You roll a fountain pen across the table to them so they either catch it or get dripped with ink. After they have the pen in their hand, they are set-up to "endorse" the paperwork.

 

[WinoBlues]

On the "friend" - Bob, if your friend did or would write the benefit check do you think it would clear? <pause> Ours will. Who should we make it out to?

Or

Ms Garcia, Should something happen to you who should we write the check to? Who are the people you want to protect?

 

[steveadlman]

If they want to talk it over with a friend before making a decision they are telling you they need more information. Specifically they need more information from you in order to make a decision. As the agent you need to be the person he talks it over with not a third party. You've got to find out why he won't buy now then overcome that objection.

 

[TheKoenigGroup]

The "be covered while you think it over" or the "free look period" is a sales manager trick that just causes people to get you out the door. It up's your cancellation rate and hurts your persistency


You should always ask what information they are looking for from their friend and determine if they are telling the truth or just making an excuse. If they really think they need their friends advice, and I think that really is the legitimate reason for not being protected right away, I do the following.


I always ask them to get the friend on the phone and I make a list of questions for them to ask the friend while I am there.


Question such as are they licensed to give insurance advice in their state? What and when was their last CE course? (I do not spell out continuing eduction, that way they say to the friend "my what")
What insurance product do they specialize in? and which companies are they appointed with?. I add on a couple product specific questions and then have them call their friend.


The friend rarely can answer specific questions and was just going to parrot what they heard on Dave Ramsey or Suzzie Orman.

LOL, YOU FOR PRESIDENT. Great way to shut them down. I had one like this with health. I was in her house and she kept calling her friend for advice about 3 times. I did something very similiar.

I just asked, "how long has your friend been in the insurance business?"

Can your friend tell you just ONE rider that can be purchased with the Copay Select from UHC??

Very simple questions, and she stopped calling him.