The Art of Cold Knocks

[PA Bill]

Last I heard, Combined had some agents running DM leads for FE, and others working businesses for payroll deducted policies. But I'll bet both of those channels still know how to cold knock a door!

When I started running debits in 1992, those Combined agents were door knocking machines! I could always tell when they were in my neighborhood because sales got markedly tougher. People I had lined up to buy life insurance would put me off because they had just paid a 6 month premium for their Combined accident policy.

When I became a manager, I loved getting ex-Combined agents! They were a hard working bunch, for sure!

I went door to door down the street in South Philly years ago. After only one block, I had a DI lead from a small grocery store owner and sold a small policy to a young guy changing tires.
But then I went back to working leads.
p.s.- Your mentioning jockeys reminded of that as many folks just aren't being approached, but want to be. Wait, we talking about insurance here, or women?

 

[DayTimer]

So did that recruiter indicate how they're bringing in business? Are they still doing straight canvassing?

As I remember I would have been required to go to training in Chicago(?), and then they were going to drop us (the class I would have been a part of) somewhere to train cold canvass in the field, and then when I returned home I'd be required to cold canvass and visit past clients to add coverage. What @NAF1138 mentioned above sounds like what I was told: Hi, we're in the neighborhood today visiting with the Jones and the Smiths who are long time customers of ours and I just wanted to stop by because ..."

Part of me wishes I would have taken them up on the training. I understand it is quite good. But much of it likely comes down to work ethic. I know Nick did well in terms of sales, but I also know he probably was out there knocking til his knuckles bled and not spending a lot of time using the free wi-fi at Starbucks.

 

[shonceman]

As I remember I would have been required to go to training in Chicago(?), and then they were going to drop us (the class I would have been a part of) somewhere to train cold canvass in the field, and then when I returned home I'd be required to cold canvass and visit past clients to add coverage. What @NAF1138 mentioned above sounds like what I was told: Hi, we're in the neighborhood today visiting with the Jones and the Smiths who are long time customers of ours and I just wanted to stop by because ..."

Part of me wishes I would have taken them up on the training. I understand it is quite good. But much of it likely comes down to work ethic. I know Nick did well in terms of sales, but I also know he probably was out there knocking til his knuckles bled and not spending a lot of time using the free wi-fi at Strabucks.

For fun, I just looked at their website. Under sales jobs they do have an offering in Dallas, so there must be an office here. I wonder how it is I've never run into them? I guess because I don't push accident, cancer, or other supplemental health policies, and people don't bring them up if we're talking life insurance. I noticed, too, that they only mentioned a requirement for a state accident and health license, no mention of a life license. Life insurance is listed on their products page, but it must not be a priority for them.

 

[DayTimer]

For fun, I just looked at their website. Under sales jobs they do have an offering in Dallas, so there must be an office here. I wonder how it is I've never run into them? I guess because I don't push accident, cancer, or other supplemental health policies, and people don't bring them up if we're talking life insurance. I noticed, too, that they only mentioned a requirement for a state accident and health license, no mention of a life license. Life insurance is listed on their products page, but it must not be a priority for them.

There is a Combined guy here in my home county and he knocks and knocks and knocks. A number of my FE clients have cancer policies or critical illness policies but none have had Combined Life insurance yet.

 

[NAF1138]

The combined manager who was trying to recruit me was adamant about NOT buying leads. He made it sound as though they'd fire you if they caught you working bought leads.

They will. Combined is anti lead.

 

[shonceman]

They will. Combined is anti lead.

Why, though?

 

[NAF1138]

For fun, I just looked at their website. Under sales jobs they do have an offering in Dallas, so there must be an office here. I wonder how it is I've never run into them? I guess because I don't push accident, cancer, or other supplemental health policies, and people don't bring them up if we're talking life insurance. I noticed, too, that they only mentioned a requirement for a state accident and health license, no mention of a life license. Life insurance is listed on their products page, but it must not be a priority for them.

Combined is like AFLAC with a different agent model. I mean exactly like. The top 5 Combined agents in the 60s left and formed AFLAC and copied their product line exactly. They just dropped the W Clement Stone system and focused on B2B.

But they aren't really a life insurance company. They are a supplemental health company that sells a little life insurance. They pay lower comp on life policies than their other stuff, they don't want you selling it.

 

[NAF1138]

Why, though?

That's a complicated answer. The short answer is that it violates the principles of the W Clement Stone system to buy leads, and at Combined the system is everything.

It's more complicated than that in reality, but that's the essence of it. And they are serious. I know people who got fired for buying leads.

 

[NAF1138]

If you want to learn how to sell sand in the desert, go get trained by Combined. Seriously, their methods for building rapport instantly and overcoming objections, both to closing but also to even presenting your products are brilliant and work perfectly.

I remember my first sale was at an auto mechanic and he was not friendly. But I went through the steps and he bought an eighty dollar a month short term disability program from me then referred me to his employees. I remember looking at my manager after and saying "it's like I'm doing a magic trick, they hate me when I show up then then I do my trick and they love me."

It wasn't always that easy, but damned if it didn't work.

The problem is it's a lot of work. The single most mentally taxing and exhausting job I have ever had.

 

[rousemark]

As I remember I would have been required to go to training in Chicago(?), and then they were going to drop us (the class I would have been a part of) somewhere to train cold canvass in the field, and then when I returned home I'd be required to cold canvass and visit past clients to add coverage. What @NAF1138 mentioned above sounds like what I was told: Hi, we're in the neighborhood today visiting with the Jones and the Smiths who are long time customers of ours and I just wanted to stop by because ..."

Part of me wishes I would have taken them up on the training. I understand it is quite good. But much of it likely comes down to work ethic. I know Nick did well in terms of sales, but I also know he probably was out there knocking til his knuckles bled and not spending a lot of time using the free wi-fi at Starbucks.

I had a good friend that was a state manager with Combined. The reason I never considered them was the traveling. You spent all week in a motel and had a rah rah meeting every morning and evening. Not for me.