The 3 Reasons to sell

[WinoBlues]

Handed down on a stone tablet given on top of a mountain.

If that mountain had a bar. Early on that is were the hitters would meet after running appointments. This forum is similar.

 

[shonceman]

I am so stealing that.

Beula, Shovels are cheep, put you you have to pay the shovelers. And that amount of insurance you bought from that old bald guy will bury you so shallow a puppy could dig you up!

Oh, man! You sound like a southerner right there! LOL! You reminded me of this "good ol' boy" sales manager that was riding with me one day. Reviewing someone's life insurance, he commented, "Well, Mizz Jones, you ain't even got enough "IN-sherntz" to pay fer a Georgia cremation!" (He was referring to a recent news story about a funeral home in Georgia whose crematorium had broken down years earlier. They were just throwing the bodies out in the woods behind the place!)

(BTW - I'm stealing it, too!)

 

[rousemark]

I hate to be the one to tell you this. But I've Been at this long enough that I can remember when both Senior Life and Lincoln Heritage's FE division were formed. And Travis has been at it just about as long as me.

I don't know if Travis created the three reasons or learned it from an ancient caveman selling door to door. But he's the one responsible for training it to the masses in the FE biz. It certainly wasn't LH or Senior Life of all places.

I heard a variation of it during my debit days beginning in 1971... I would guess it is almost as old as life insurance itself... I like the version that JD posted best because it mentions having insurance to leaven a legacy to a family member or charity such as their church. Agents would be surprised at how many will tell you they "everything taken care of" but when you mention that, they will consider buying more coverage.. Back when I did this for a living, I was able to get a considerable number of sales without having to compete with or replace their current coverage.

 

[rousemark]

Oh, man! You sound like a southerner right there! LOL! You reminded me of this "good ol' boy" sales manager that was riding with me one day. Reviewing someone's life insurance, he commented, "Well, Mizz Jones, you ain't even got enough "IN-sherntz" to pay fer a Georgia cremation!" (He was referring to a recent news story about a funeral home in Georgia whose crematorium had broken down years earlier. They were just throwing the bodies out in the woods behind the place!)

(BTW - I'm stealing it, too!)

Yeah.. that (non)crematory was in North Georgia and a lot of the funeral homes in my area used it. I know people who were affected by it. It was a terrible thing for the families to have to deal with.

 

[HoosierLife]

Perhaps we are all stuck on the number 3... seems like if you read your client it may be wise to improvise a 4th or 5th choice.

Well I think number 3 is "You've recently had a birthday and want to get something locked in before the rates skyrocket again..."

 

[somarco]

If that mountain had a bar. Early on that is were the hitters would meet after running appointments. This forum is similar.

I have been coming here for years. Never found the bar. Is it like a speakeasy? Hidden away and you need the secret word to get in?

 

[Life Hawk]

Well I think number 3 is "You've recently had a birthday and want to get something locked in before the rates skyrocket again..."

Allow me to rephrase... we are stuck on just 3 reasons... I think the person in front of you might fall into maybe a number 4 if they don't fall into the first 3. I wonder sometimes if some folks want someone to tell them they've already done the right thing.

 

[shonceman]

Allow me to rephrase... we are stuck on just 3 reasons... I think the person in front of you might fall into maybe a number 4 if they don't fall into the first 3. I wonder sometimes if some folks want someone to tell them they've already done the right thing.

Well, to tell the truth, I don't automatically run to the 3 reasons. My first question is "what did you have in mind when you sent this in/called the home office/filled out the FB form, etc.? They usually fit into one of the 3 categories, but will add details. For example, "My uncle just died and didn't have enough insurance, so I realized I need to get some more myself". Occasionally, as you suggest, there maybe something unique to them. For example, "I just found out I owe a pile of money on a policy loan, and think I should just let that policy go and start a new one." I find the open ended question is more effective for me. But I'll go to the three reasons if they don't give me a clear answer.

 

[somarco]

My first question is "what did you have in mind when you sent this in/called the home office/filled out the FB form, etc.?

After a few minutes of letting them rattle on I would ask "Why am I here? What do you need from me that you haven't been able to do for yourself?"

I also will ask "Tell me why you haven't yet bought?".

If this is a replacement situation "Other than price, tell me one thing you don't like about your current plan.".

I still ask those same questions today. I just do it over the phone.

 

[WinoBlues]

I suck at selling.

If I have to put on long pants and boots they know exactly why I am there, p,robably the face amount and premium range. I probably know all of their vitals, meds and beneficiary.

I have almost become that dreaded order taker.