Replacing Business

[jacobtn]

Baloon Angioplasty hasn't been used in years. They use stents now. Are you sure they informed you correctly.

I don't sell it like that, we don't need to confuse people more than they already are. We do need to consider other factors, not just price. I had a client last week who told me she had an Angiogram. It was a replacement so I wanted to be sure. We called the dr office and it was an Angioplasty - big difference. I could have saved her good money, but that policy would not pass contestability, even if she was being honest.

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Find those who need additional coverage and those who have no coverage. There are enough of those to go around.

tell ya what. why don't you find them first, sell them overpriced crap like I'm sure you do by the tone of your post. Then when I find them it will make my job easier (much easier to use existing premium dollars than to get them to spend $$). Plus, I am helping the client out with BETTER coverage and more bang for their buck. Since my clients are honest and don't lie on the application, they don't have to worry about their claim being contested.

Sounds like a win win to me.

 

[gflo]

Baloon Angioplasty hasn't been used in years. They use stents now. Are you sure they informed you correctly.

Yes, positive. Dr. office stated no stent was needed. I suspect its because she has Medicaid, stents are no longer in the budget.

 

[nfl72]

I would be willing to wager 9 out of ten policy owners have no idea what a 2 year contestability period even means.

And furthermore, 95% of them have no idea what the difference is between a graded and level policy.

Were not dealing with rocket scientists here. Were dealing with simple minded folks for the most part that need our help. If they sense you are doing that and that your not a bumbling *** 5 out of 25 leads should be lay downs.

Anybody can close the lay downs. What your able to do with the guy who states he already has insurance is the true test of how good you really are.
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"Great! Most people around here have no coverage at all. I'm glad to see you care enough about your family to have that taken care of. Let me ask you a question? If your current insurance company was willing to lower your monthly payments and send you nice check, would that interest you?"



While I don't deny this statement can and does work, to me it sounds canned. I like "the insurance mans" approach much better.

And after hearing JD's interveiw with Newby I would think this approach would sound much more natural coming out of his sourthern drawl than a statement that is designed to out smart them. I believe the above quoted statement would tend to turn some people off. I know it would me.


"people buy from those they like"

 

[Rearden]

People buy from those they like or from those they trust?

 

[theinsuranceman]

People buy from those they like or from those they trust?

Has to be both along with confidence and seeming to know what you are talking about.

 

[Bozack23]

People buy from those they like or from those they trust?

Ran into a LH policy today and could have saved her $10.00 a month on the same coverage but she is loyal to LH because this policy was sold to her a week after her husband passed unexpectedly. The funeral home tried to sell her packages for more than she wanted to spend and so now she has a dislike for funeral homes. The LH agent told her they will send someone out when she passes to handle everything at the funeral home for her bene.

Don't know if that is true or not but he has earned her trust and she will not replace it. Hope he didn't feed her a line of bull.

 

[jacobtn]

That is complete bull, although I wouldn't expect anything else from a lh agent.

She was lied to at her time of grief.

Ran into a LH policy today and could have saved her $10.00 a month on the same coverage but she is loyal to LH because this policy was sold to her a week after her husband passed unexpectedly. The funeral home tried to sell her packages for more than she wanted to spend and so now she has a dislike for funeral homes. The LH agent told her they will send someone out when she passes to handle everything at the funeral home for her bene.

Don't know if that is true or not but he has earned her trust and she will not replace it. Hope he didn't feed her a line of bull.

 

[Newby]

Ran into a LH policy today and could have saved her $10.00 a month on the same coverage but she is loyal to LH because this policy was sold to her a week after her husband passed unexpectedly. The funeral home tried to sell her packages for more than she wanted to spend and so now she has a dislike for funeral homes. The LH agent told her they will send someone out when she passes to handle everything at the funeral home for her bene.

Don't know if that is true or not but he has earned her trust and she will not replace it. Hope he didn't feed her a line of bull.

They aren't going to send someone out. There is a toll-free number she can call. ForeThought has a number like that too. They don't promote it as much anymore. Monumental has it too if you give them the free Legacy SafeGuard Membership.

LH pays her membership to this http://www.funeralconsumer.org/images/enrollment.pdf but only if they buy a policy. If she has much cash built up in the policy she could cash it out, take a new policy cheaper and you give her the Legacy SafeGuard free OR if she really likes her current one she can continue it for $5.95 per month.

Sounds like they did a good sales pitch on her though and she is comfortable where she is beyond the numbers. In that case you just have to get what referals you can and move on to the next one.

 

[rousemark]

LH pays her membership to this http://www.funeralconsumer.org/images/enrollment.pdf but only if they buy a policy..

If it is contingent on buying a policy, how is that not rebating?

 

[WinoBlues]

I can not speak to LH but I have gone to many funeral homes to handle the assignment for clients. I have done more conference calls with clients in the funeral homes. I have faxed or emailed all required forms to funeral homes with copies to my clients, before the I meetings. Any good agent shines at claim time. If LH does that, props.

Ran into a LH policy today and could have saved her $10.00 a month on the same coverage but she is loyal to LH because this policy was sold to her a week after her husband passed unexpectedly. The funeral home tried to sell her packages for more than she wanted to spend and so now she has a dislike for funeral homes. The LH agent told her they will send someone out when she passes to handle everything at the funeral home for her bene.

Don't know if that is true or not but he has earned her trust and she will not replace it. Hope he didn't feed her a line of bull.