Suspicion

[Stephen]

On a positive note I will say that it is better to err on the side of optimism in the early stages of the business. I could right a multi volume book series on all if the silly things that I did to waste my time when I was starting out.

When was starting out, at least 3 or 4 times a week I would just get clobbered by people that had more experience giving insurance agents the run around, than I did selling insurance.

Hang in there, and give even the worst prospects a presentation and move on.

 

[Newby]

Thanks, guys. Would it be enough to simply sign her up for a 20 year term (she's 70 now) and make the pay-out about $10K or should I actually go looking for an FE instrument. Thoughts?

Best Wishes,

If you went to a 70-year old prospects home and didn't have your FE applications with you...you need more hands on training. Where is your upline?

Why would you consider selling temporary insurance to a senior who isn't asking for temporary coverage? That's exactly what the "snake oil salesman" do. They try to find the quickest way to make a quick buck rather than solve her real problem.

Just go in there prepared to quote her what she needs and make it clear and easy to understand.

She either likes it or she doesn't, and she can afford it or she can't. It's really that simple.

Then go find your next prospect.

 

[Glad2bHere]

Thanks, Newby; I understand what you are saying. I think the part that I am wrestling with is not to simply become a person who goes rubber-stamping through a list of prospects. To me, the people I see are people who may, or may not, need the services I offer. Every day I get all sorts of pressure to bang through as many people as I can, produce as many applications as I can and be content with a large salary as the ultimate reward for my efforts. Further, where this falls apart is that I typically have to identify my own market and leads, do my own sales and client cultivation and be content with walking away with nothing if this Career Path fails. I would like to hope that there is some greater good that can be done apart from just being the latest "expendible cog" in a larger Money Making Machine. Thoughts?

Best Wishes,

Bruce

 

[VolAgent]

Thanks, Newby; I understand what you are saying. I think the part that I am wrestling with is not to simply become a person who goes rubber-stamping through a list of prospects. To me, the people I see are people who may, or may not, need the services I offer. Every day I get all sorts of pressure to bang through as many people as I can, produce as many applications as I can and be content with a large salary as the ultimate reward for my efforts. Further, where this falls apart is that I typically have to identify my own market and leads, do my own sales and client cultivation and be content with walking away with nothing if this Career Path fails. I would like to hope that there is some greater good that can be done apart from just being the latest "expendible cog" in a larger Money Making Machine. Thoughts?

Best Wishes,

Bruce

Are you serious???

Yes, your job is to go see people, as many qualified prospects as you can. You are to talk to them about insurance, the need for it and the protection it will offer them and their family. You are then to write up an app and get it through underwriting so it gets issued, the prospect is now a protected client, the company gets premium and you get commission. And yes, you get paid well when you do your job right.

If any of this is confusing to you, please do yourself a favor and find another career. Insurance sales is not for you. This is what we do, we find prospects, we educate them on the need for insurance and then sell it to them.

 

[WinoBlues]

Thanks, Newby; I understand what you are saying. I think the part that I am wrestling with is not to simply become a person who goes rubber-stamping through a list of prospects. To me, the people I see are people who may, or may not, need the services I offer. Every day I get all sorts of pressure to bang through as many people as I can, produce as many applications as I can and be content with a large salary as the ultimate reward for my efforts. Further, where this falls apart is that I typically have to identify my own market and leads, do my own sales and client cultivation and be content with walking away with nothing if this Career Path fails. I would like to hope that there is some greater good that can be done apart from just being the latest "expendible cog" in a larger Money Making Machine. Thoughts?

Best Wishes,

Bruce

Make as much money as you can in insurance. Helping those that want help. Take some of that money and do your philanthropic duty helping the others.

If you do not make a living you will not be here to help the ones that want help.

 

[Glad2bHere]

Are you serious???

Yes, your job is to go see people, as many qualified prospects as you can. You are to talk to them about insurance, the need for it and the protection it will offer them and their family. You are then to write up an app and get it through underwriting so it gets issued, the prospect is now a protected client, the company gets premium and you get commission. And yes, you get paid well when you do your job right.

If any of this is confusing to you, please do yourself a favor and find another career. Insurance sales is not for you. This is what we do, we find prospects, we educate them on the need for insurance and then sell it to them.

Yes...I understand. Need the approach be so predatory such that some needy people are by-passed simply because they are not a "quick" or "easy" sale? There are enough things that make this job hard. Do we need to add-on "....and hurry-up"?

Best Wishes,
Bruce

 

[VolAgent]

Yes...I understand. Need the approach be so predatory such that some needy people are by-passed simply because they are not a "quick" or "easy" sale? There are enough things that make this job hard. Do we need to add-on "....and hurry-up"?

Best Wishes,
Bruce

Where did that BS come from? People make decisions in their own time. All you can do it present it to them and ask them to say yes or no. If you think you have to pressure people to buy insurance, yet again you are in the wrong business. Pressure almost always backfires.

You really need to get your head on straight if you want to stay in insurance. You have way to much headtrash. You're going to fail out and blame everyone but the real problem.

Seriously, sit down and think about whenever you bought something from a sales person. Were you pressured to buy, or did the person try to identify your problem, present a solution and encourage you to make a decision? That is pretty much how it happened every time for me. Sometimes I say yes, sometimes I say no. Sometimes I am happy with my purchase and sometimes I am not. But almost never did the person pressure me to buy, otherwise I just walked away.

 

[WinoBlues]

Yes...I understand. Need the approach be so predatory such that some needy people are by-passed simply because they are not a "quick" or "easy" sale? There are enough things that make this job hard. Do we need to add-on "....and hurry-up"?

Best Wishes,
Bruce

Earn enough money to spend half the week with these people or get out now. This is commission sales not a government or union job. You have to produce to eat. As all jobs should be.

 

[Stephen]

Let's ease up a on him a little bit, I suspect that the push back that he is feeling towards the business is a result of the mentality in his workplace, not this forum. Also keep in mind that he is so new that he just had his first solo appointment.

With that being said Bruce, there is much more to this business than the money. If you stick with it long enough you will become better calibrated to know when to stay and visit a spell, and when to cut and run.

You don't have to make every sale a "quick" one. There is nothing wrong with helping Ms. Bessie plant her turnips, just wait until you are delivering her policy.

 

[bangarang143]

I'll be frank, I prefer to spend my time with people who want my help. I can't get rid of time wasters fast enough. I'm sure she is a lovely lady and a great mother and grandmother. But I prefer not to invest my time in people who don't want my help. My time is better spent that way and there are more than enough people who do want my help to keep me business.

I like to help people, but I am also not a charity. Find people who want your help and can afford to take action. While they are not the majority, there are more than enough to keep us all busy. In fact, most will buy from several different agents during their lifetime. Why spend your time on someone who doesn't trust or appreciate you?

Couldn't have said it any better!