Setting Appt Tips

[jdeasy]

Now see I was gonna sit down tomorrow morning and write out my presentation. I had some great ideas on how it was going to go...then you had to go and put up all that great stuff lol. Now it's back to the drawing board.

Ive got to come up with my own "commercial."

Let me get your guys' opinion on that. If a salesman was in your living room and he told you that he was in Bible college to be a preacher. Would that make you more or less comfortable/trusting of him?

Them preacher types that are trying to sell me something is always a red flag to me.

Seriously, you have to tell your story whatever it is. Anything else is fake and it will show.

My story resonates with the FE crowd because I am them. I got into insurance later in life and after working a backbreaking job in a factory for almost 20 years. I didn't want to move with the company when they closed because I had showed horses all my life and I didn't want to leave the area. In trying to get a job I was steered to ins. because I had been the benefits rep for the local union and knew some insurance talk. But that was also why I didn't want to do ins. Dealing with them everyday had built up a mighty dislike for insurance companies.

I share that story. Everyone nods when i say I built up a might dislike for insurance companies because most of the people I deal with, if not all, hate the insurance companies too.

I also start that story of a job journey by saying, when the plant closed I found out I had a bad habit, I had to eat". People like that because they feel the truth in that. Then I tell them "my habit got the best of me and I went to work for AmGen because they promised to help me get my license and show me the ropes". Then just mosey into what got me to today. Always reminding them that I still don't like ins companies but they are a necessary evil.

Now, if you don't believe that way then don't talk that way. Be you.

I am bluntly honest with people and they are taken aback by that a little sometimes because they are not used to that from the "suranceman".

Just today I told a couple some thing that made them sit up a bit, the situation was that I had applied them both for RNA last week. They didn't have time to do the POS and since I am one that has the option of not doing them I went on with it. I kinda wanted to do the POS because I was worried a bit about her. But as is usually the norm she was approved and he was declined. I went back to re-write him with a company that I knew he would be covered with. They were about $5/mo for him and he was OK with that. But they were pissed with RNA for declining him and wanted to move her to the company he was going with. They were $12/mo more for her.

I just said, "my recommendation is that she stay with RNA and you go with this one. We can set the drafts up on the sam day. She will have the RNA member benefits and you will too because it's for the family. BUT, if want to put them both with this other company I will do it. You understand I work on commission, right?" They said yes, so I said, "that means if you want to spend more I will make more". They just looked at each other and then said, "let's do it your way".

Had I not established trust the first time I met with them I probably wouldn't have had much luck getting them to know that I was now their advisor.

Them he asked me if I wrote polices on kids. I told them I did and they have 10 grandchildren. We went over the rates and when I go back to deliver these policies they are going to have their kids there to sign the apps and I am writing 10 grandchildren.

I will be these folks insurance agent for the rest of their, or my, life.

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[SportsNut]

I've got to come up with my own "commercial."

Interesting... but I don't do a commercial on me. I'm not saying don't do one, but I don't. I'm a humble guy, but confident, and that confidence and control of the situation (assisting or directing the client to drill down on the importance of their need) "is my commercial", so to speak. I think that every prospect that I meet with realizes my sincerity and:

1) that I am there to help them, 2) their interests trump mine, 3) this is all about them and their families needs

This goes back to the old saying, "the propsect doesn't care what you know until they know how much you care". I'm certain that JD and the others that he mentioned all exude the same emotion and concern for their client and the clients needs. That is why it works for them, no matter how they get there, commercial or otherwise.

Learn how to ask empathetic questions concerning the clients situation, their planning need, their family, who will handle things when they are gone, why they have chosen that person, have you talked to them in detail about your arrangements, etc, etc. Life Ins is the gift of Love... you don't buy it for you Mrs Jones, it will mean so much to your daughter that you thought enough of her to take care of this burden in advance. You've got to have these down, say them with conviction and meaning, at the right time, and that only works if you mean them in ernest. Even old folks can spot a phony a mile away.

 

[jdeasy]

Interesting... but I don't do a commercial on me. I'm not saying don't do one, but I don't. I'm a humble guy, but confident, and that confidence and control of the situation (assisting or directing the client to drill down on the importance of their need) "is my commercial", so to speak. I think that every prospect that I meet with realizes my sincerity and:

1) that I am there to help them, 2) their interests trump mine, 3) this is all about them and their families needs

This goes back to the old saying, "the propsect doesn't care what you know until they know how much you care". I'm certain that JD and the others that he mentioned all exude the same emotion and concern for their client and the clients needs. That is why it works for them, no matter how they get there, commercial or otherwise.

Learn how to ask empathetic questions concerning the clients situation, their planning need, their family, who will handle things when they are gone, why they have chosen that person, have you talked to them in detail about your arrangements, etc, etc. Life Ins is the gift of Love... you don't buy it for you Mrs Jones, it will mean so much to your daughter that you thought enough of her to take care of this burden in advance. You've got to have these down, say them with conviction and meaning, and that only works if you mean them in ernest. Even old folks can spot a phony a mile away.

That's pretty much right. You have to get their walls down however you get them down. Travis does it about like you describe, he does almost no warm up. He may be the best FE agent I've ever met. he doesn't do do the numbers of a Tim W but he doesn't work like Tim either, of course I know of no one that does.

My warm up is shorter now than it ever has been because it doesn't take as long now to gain their confidence. That's just sweat equity. That's the Easy Button all these new folks are looking for that doesn't exist.

 

[HoosierLife]

See Ive been selling my whole adult life. Ive had managers tell me Im one of the easiest people to trust. Ive been doing a couple !000 in AP a week so far, so those people trust me.

In other sales jobs, I had to earn their trust as well. Honestly, I just dont know how Im doing it. Thats why I liked the idea of the commercial. There must be something in the way I talk that breaks that barrier down. I've just never stopped to analyze what it is that I'm doing.

I just feel like asking questions about their kids seems cheesy to me. If I was able to just talk to them for a few minutes, I think that will solve the trust issues.

Ive listened to that audio you did for Newby 2 times JD. Does it go through the 4 questions? I listened to before I got into the field. Now I'm having to reread everything I've looked at because now its starting to make sense.

 

[jdeasy]

See Ive been selling my whole adult life. Ive had managers tell me Im one of the easiest people to trust. Ive been doing a couple !000 in AP a week so far, so those people trust me.

In other sales jobs, I had to earn their trust as well. Honestly, I just dont know how Im doing it. Thats why I liked the idea of the commercial. There must be something in the way I talk that breaks that barrier down. I've just never stopped to analyze what it is that I'm doing.

I just feel like asking questions about their kids seems cheesy to me. If I was able to just talk to them for a few minutes, I think that will solve the trust issues.

Ive listened to that audio you did for Newby 2 times JD. Does it go through the 4 questions? I listened to before I got into the field. Now I'm having to reread everything I've looked at because now its starting to make sense.

I'm sure it does. It's part of every presentation I make. That interview was off the cuff and kind of an ambush by Newby,, but I can do my presentation in my sleep. The 4 questions are 1. How Much? 2. What Kind? 3. From Who? 4. When? I have it on paper and the answers at the bottom to each question. I give it to people and go over it each question at a time. Obviously the answers are more important that question but the dialog it creates between me and the prospect is most important.

 

[HoosierLife]

I'm sure it does. It's part of every presentation I make. That interview was off the cuff and kind of an ambush by Newby,, but I can do my presentation in my sleep. The 4 questions are 1. How Much? 2. What Kind? 3. From Who? 4. When? I have it on paper and the answers at the bottom to each question. I give it to people and go over it each question at a time. Obviously the answers are more important that question but the dialog it creates between me and the prospect is most important.

How much is price. What kind is whole vs term. Is from who asking about who would pay for it if they didnt have something in place? And when being when they think the best time to take care of this horrible problem they find themselves in?

 

[jdeasy]

How much is price. What kind is whole vs term. Is from who asking about who would pay for it if they didnt have something in place? And when being when they think the best time to take care of this horrible problem they find themselves in?

No, that's way off. Ill send you a copy. Some parts are proprietary to EFES so I will leave that out.

 

[SportsNut]

I just feel like asking questions about their kids seems cheesy to me. If I was able to just talk to them for a few minutes, I think that will solve the trust issues.

Cheesy....... ony if it seems so to you. It doesn't to me because it is natural, a natural curiousity that I have. Why??? I am about to help them with a very important discussion and decision, one that will impact not only them but even more so their kids or family who will handle things when Mom or Dad is gone.

What I do when I arrive is begin conversation with them just as if I was visiting... Try to engage them in convo for as long as they will tolerate without being impatient. People like to talk about themselves, their kids and grandkids... I merely give them a platform and display interest. Why??? Because I am interested in learning this info. Why??? Because it will become integral to me transitioning and eventually closing the sale.

So after a sufficient chat about them and theirs, (aka fact finding discussion to me) I then transition into JD 3 reasons why the card was sent in... and hone in on if they have done any planning and then who will handle their final wishes, etc. (Of course not all appts get this far, if they don;t play nice then they don't get the meat and potatoes, we may just stop at the appetizer). We can go thru that for 5 mins or 20 mins, depending on them. When I sense they are READY, (ready to get-r-done) then I proceed to finalizing things which is the presentation of 3 alternatives. I really don't go over the 4 tenants JD usess exactly that way... Most sales are budget driven so we are primarily seeking what is attainable to them based on budget, assuming they have displayed all the necessary criteria of a worthy client to this point. I assume that everyone is going to buy, if I don't get that sense then I may never get this far in the presentation... it is like a feather touch control of a delicate instrument; you either know how to use it or you practice at knowing how to use it, sometime miserably, sometimes you crash the machine, but that happens very infrequently when you get good at handling the controls of this delicate machine.

"Mrs Jones, tell me how long Tommy has lived in Arkansas, and how often you get to see him and your three grandkids...?" If you use that type of questioning correctly (sincerely and interspersed in the convo) they won't know whether they are talking to a good friend or an ins agent they just met 45 mins ago... Oh wait, by now I am a good friend. My presentations (sales) tend to last a little longer than most FE guys, I believe. I've been there for 1.5 to 2 hrs on many, and occassionally 3 hrs on some.... (and 4 hrs on one). I can talk with the best of em, but rarely about me... in fact sometimes at the end I may sum up and let them know where I am from (distance) and a little bit about me. Prior to them selecting me as their agent, anything personal about me really doesn't concern them much... at least that is how I look at it.

 

[jdeasy]

^^I agree with all of that. Especially on the budget. To my question #1 How Much? most people are expecting me to answer that with $40/mo or something like that.

But the answer when we are going over that question is; "An amount that fits your budget. Don't buy a policy from anyone, including us, that doesn't fit your budget. It doesn't help you, me or the company if you wake up in 3 months and wish you hadn't done that and stop the draft. I would much rather get a call from you in 4-6 months saying you want to increase this rather than a call to stop the payments. Start small with something and then add to it. My clients do that all the time."

I don't discuss price at all at that time and won't until we are through the whole 4 questions and then I ask some medical questions. I also purposely say the stuff about bank accounts so that I may get a hint as to whether they have an account or not.

 

[Norwayguy]

Now see I was gonna sit down tomorrow morning and write out my presentation. I had some great ideas on how it was going to go...then you had to go and put up all that great stuff lol. Now it's back to the drawing board.

Ive got to come up with my own "commercial."

Let me get your guys' opinion on that. If a salesman was in your living room and he told you that he was in Bible college to be a preacher. Would that make you more or less comfortable/trusting of him?

Personally for me it would be less. I want to deal with a professional that will be there to help my family with the claim not some guy just doing this through college.


I know you have mentioned you would do both even after graduating but its the initial thought that pops in my mind.