Sometimes Not Knowing is Best

[nfl72]

Hey Gordon112,

your the one who turned me on to Muskegon. I have been there for almost 4 months now and it has been quite good. Thanks for the advice.

Have you ever worked in the Saginaw area? How about St Joe/Benton Harbor? A friend of mine just got his license and he wants to work the west side of the state. Any suggestions?

 

[bboman23]

Love the story. The leads I buy are tele marketed leads and they email me the entire recorded phone call. I refuse to listen to it before I call and set an appointment and try to sell them. After I've made sales I listen to the recording and several times if I would have listened before I probably wouldn't have sold it or possibly never called them. Not knowing does help lol.

 

[jdeasy]

I had a kinda similar situation this week and my outcome wasn't like your's.

I met a guy for an appointment at a restaurant, {which was a bad to do anyway}, he had been real receptive on the phone. Remember sending in the card and why. Got to the appointment and I went over the "why" again and then proceeded with my presentation. The 2nd question of my 4 questions presentation is "What kind?". When I go over that and inform people that we only sell or recommend fully guaranteed whole life for FE I also use CUNA, AARP and primerica as examples of term policies and explain what term, UL and whole life is. When I mentioned AARP he said he had wanted to get his med sup with them but they didn't have a local rep and he refused to sign up over the phone. First I told that I did know a local rep for them that I could refer him to but they may not be his best choice. I then asked him who he got his sup with. He said Humana. I quizzed him if it was an MA plan or med sup he said it was med sup. I then told him that wasn't why we were meeting but I also did med sup and could probably save him a lot of money over Humana and asked him how much he was paying. He said "about $60/mo for plan F". He then pulled out his Humana card and it was indeed plan F. I then said that it costs much more than $60/mo. and I couldn't understand that price unless it was high D plan F. He then said he had his Rx plan with them and pulled out that card. Then he said he was pretty sure it was $60/mo but since they took it out of his SS check he wasn't positive. That's when the light came on for me and I told him that what he was paying from SS was his PDP. Big mistake to tell him that? He said he knew what he was paying for from SS and they wouldn't take his PDP premium out of his SS check because he had tried to get them to and said they couldn't. So then I asked how he paid for it and he said from his checking account and it was $195/mo.

Here I'm thinking I have an easy sale since AmCon's F was over $50/mo less. So I tell him he just has it backwards and that he is paying the $195/mo for his med sup and the $60 or so from his SS is for the PDP. He blows up! "I know damn well what I'm paying for what and which account!". Then I'm trying to defuse the situation and inform him that med sup payments cannot be made directly by SS deduction. He proceeds to tell that I don't know what I'm talking about. I then tell him that I wasn't there to argue with him and if he was happy with all that then we should get back on the topic of why I was there. He reluctantly agreed and I proceeded but you tell he was still fuming.

When I got done and asked him all the medical questions and made a recommendation he said those prices looked much better than anything he had seen. I get the app out and start writing just as I would normally and he says, "wait just a damn minute, you're wrong on the med sup and PDP stuff so I don't know if I want to do business with you".

I told him I understood and he should check all that out. I then asked him if he would give me a call once he found out that what I was saying was correct. He had already told me that he had all that stuff at home and that's why he knew he was wrong. Had I met him at his home in the first place I could have just shown him. I might have been more forceful also had we not been in public.

That was Thurs and I haven't from him again. I'm sure he checked it out and found I was right but there's no way he is going to call me back after how he acted. I guess someone is going to gain him as a client?

It's usually never good to argue with a client.

I had one a few years ago that turned out different because I did argue. We had gone through everything and the lady just wouldn't buy. As I was leaving she said, "this just wasn't what I thought it was". That hit me wrong because I just spent an hour explaining it to her. I turned around and said, "just what the hell did you think it was then?" She said she wanted something that paid from day 1. I had already told her that she qualified for immediate coverage so I said, "that's exactly what I just offered you!". Then she said, "OK then, why didn't you say so. Let's fill out the paperwork". I did and though I don't normally collect a check with the app I insisted that she write one. Then she sent me down to her sister about 20 miles away and I wrote 4 applications in that home. The sister sent me to a niece and I wrote 3 more apps there. That's been about 4 years ago and all those policies are still on the books. I tell all the others that she was going to throw me out the first time we met and she just laughs and enjoys me telling that story.

You just never know in this business. That's why I love the FE market. They are my people. Well, except for the guy I wrote about earlier.
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[YouGotMyMoney]

It's usually never good to argue with a client.

yeah and it really bites when you can't help the situation by trying to defuse it, like in your story, sometimes no matter what you do, is just not going to end well.

 

[jdeasy]

yeah and it really bites when you can't help the situation by trying to defuse it, like in your story, sometimes no matter what you do, is just not going to end well.

His reaction really threw me off guard. I was expecting, "oh yeah? I thought it was the other way around". And then we could get down to business.

I told my wife about it later and she said, "you should have told him he was too stupid to be your client anyway".

I told her she wouldn't last long on this forum nowdays.

 

[HoosierLife]

I had one a few years ago that turned out different because I did argue. We had gone through everything and the lady just wouldn't buy. As I was leaving she said, "this just wasn't what I thought it was". That hit me wrong because I just spent an hour explaining it to her. I turned around and said, "just what the hell did you think it was then?" She said she wanted something that paid from day 1. I had already told her that she qualified for immediate coverage so I said, "that's exactly what I just offered you!". Then she said, "OK then, why didn't you say so. Let's fill out the paperwork". I did and though I don't normally collect a check with the app I insisted that she write one. Then she sent me down to her sister about 20 miles away and I wrote 4 applications in that home. The sister sent me to a niece and I wrote 3 more apps there. That's been about 4 years ago and all those policies are still on the books. I tell all the others that she was going to throw me out the first time we met and she just laughs and enjoys me telling that story.

You just never know in this business. That's why I love the FE market. They are my people. Well, except for the guy I wrote about earlier.
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I know you said I should know this. But your just using the Bank Authorization Draft form and setting a specific draft date within 30 days (or whatever the carrier allows) and using that rather than getting a check and filling out that portion of the app?

Is there any benefit to actually taking the check at POS, other than cementing the sale? And if cementing the sale is the purpose, why wouldn't you do it, unless they don't have the money until payday?

Though I can see the benefit of saying, "No Mrs Jones, I don't need any money today."

 

[rousemark]

I know you said I should know this. But your just using the Bank Authorization Draft form and setting a specific draft date within 30 days (or whatever the carrier allows) and using that rather than getting a check and filling out that portion of the app?

Is there any benefit to actually taking the check at POS, other than cementing the sale? And if cementing the sale is the purpose, why wouldn't you do it, unless they don't have the money until payday?

Though I can see the benefit of saying, "No Mrs Jones, I don't need any money today."

With some companies one advantage of not collecting the check is that you can FAX the app in or submit it online. However, I still have a hard time not collecting money with the app. Back in the dark ages we were taught, "You don't have a sale until you collect the money" Apps with no money were referred to as pocket apps and pocket apps didn't pay the bills.

 

[HoosierLife]

With some companies one advantage of not collecting the check is that you can FAX the app in or submit it online. However, I still have a hard time not collecting money with the app. Back in the dark ages we were taught, "You don't have a sale until you collect the money" Apps with no money were referred to as pocket apps and pocket apps didn't pay the bills.

Well that's what I've always believed. But I would like to submit the apps online.

 

[bboman23]

You can submit the app and mail the check in seperate right? :newb question:

 

[shonceman]

If you get a voided check with the understanding that the first draft is immediate, it has the same effect in the client's mind. It's the people without checks, who just use their debit card, that you'll have the most trouble with. That's basically a "pocket app" until the first draft clears.