I5 is often the case that the husband and wife want the same company even if it means they pay a little more.. Or, they want the company that paid the claim on their mom or dad... The latter is what keeps debit agents in business. .
Prosperity-Time for another Look
- Thread starter Agentguy5
- Start date
- 5,970
The only time I was unable to replace a globe policy was a woman who loved globe so much because they paid the claim when her sister died. She didn't care that they would cancel on her if she lived too long. She didn't care that they were going to jack the price up to the same amount as her rent. She loved globe.
- 17,072
Yes the key is that you offered choices. I have had people CHOOSE to pay more for an advertised brand (MOO, Trans, etc) over their lower choice that they weren't familiar with. Go with THEIR choice and it sticks. Or like you had, to keep them both with one company.
Where it doesn't work well is when you just stick them in a higher price just because YOU want to.
- 5,970
Yes. I offer my COPD folks a choice between KSKJ and Transamerica. I have far more Trans policies on the books than KSKJ because most chose to pay $10/month more for the company they heard about rather than the little fraternal with the funny name lol
I do make sure I say, "Now, when you fill this card out again and Nick Frumkin comes here and says he can save you$10 month with KSKJ, you're going to remember the reason that I offered you KSKJ and you chose Transamerica was because ..."
- 4,122
I would never make it about brand. People don't even know what carrier they're getting until the end when I'm giving them their brochures.
- 5,970
When compared to a Lifeshield, a MOO, and a Transamerica, there are important differences between a KSKJ, a RNA, and a Foresters that I feel deserve mentioning. However unlikely the possibility of an assessment, I think it needs to be mentioned. I get less pushback when I present RNA because often that is the only choice the client has for level coverage (though Aetna is getting some of that business from me now too).
- 17,072
In reality that ability to assess is a good thing. If it came to that the companies that can't do it are bankrupt. No company can guarantee anything beyond the claims paying ability of the company.
- 5,933
Hmm... one thing I notice is brand recognition allows for and agent to be credible (in the eyes of the client). For instance just mentioning MoO and the Indian and the Wild Kingdom show, allows the client to "usually" recognize the brand giving the agent some credibility.
Then you pivot to companies that make sense because "not one shoe fits all sizes".
"And Mildred, you don't me know me from a hole in the ground, but if you where very own my mom, this would be my recommendation."
- 4,122
I agree but I'd NEVER do a 3 option close + two different company options.
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