The Typical FE Client Demographic

[Rearden]

All I know is I'm not going to drop in the most ghetto neighborhood on the face of the planet in my town -- not because they are black, but because most have no checking account.

I don't care how bad these people need insurance and "believe" in it, but if they don't have a checking account -- black or white -- they aren't qualified, period.

That's not racism. That's just good business acumen.

How do you find out where the "good" business is? You either have to drop mail and find out through trial and error. Or, drive through the neighborhood yourself. If it looks like a run-down ghetto, re-direct your marketing capital to a better area of town (but not too good).

Personally, after working both urban and rural areas, I prefer going about an hour's drive from my house into the woods to peddle. Why? Less competition and generally friendlier folks. Most have bank accounts, too.

Also, for you newbs reading this, if you're dropping mail without income filters with the major FMOs, expect your average persistency to be between 75% to 80%. This is average and characteristic of the demographic you're targeting.

What everybody else is telling you is abnormal, or attests to someone who is a long-term pro.

 

[nfl72]

I just reread my post and don't think it was overly racist at all. I believe everything I said was quite true. As a kid growing up I was exposed to many things that gave me the beliefs that I still hold true today. Many of them have to do with things I was forced to deal with in college.

Selling FE just re-inforces those veiws. For the first time in my life I am considering getting a concealed weapons permit. The areas I have been working over the past couple of years are not safe for wasps like me.

My winter beater and work vehicle used to be a 99 black 740il. I don't feel safe driving it to work anymore. When I would park it on the street to go to a clients home there would be fully grown black men riding bikes circling it like vultures. I got stopped on two or three occassions by the police for doing nothing at all. It was obvious they thought I was dealing drugs.

Obama the other day called Romney dumb. If the roles were reversed Romney would be called a racist. ABout 7 years ago I worked for a mortgage company that was being bought out by Al Sharpton. Before he bought it we held a coctail party for him so he could get to know the people working there. When he came he had a possey of about 8 to ten big black men waring huge gold chains. He stated he brought them for protection.

Its ok for him to say it but when I say it, I am a racist.

 

[theinsuranceman]

I just reread my post and don't think it was overly racist at all. I believe everything I said was quite true. As a kid growing up I was exposed to many things that gave me the beliefs that I still hold true today. Many of them have to do with things I was forced to deal with in college.

Selling FE just re-inforces those veiws. For the first time in my life I am considering getting a concealed weapons permit. The areas I have been working over the past couple of years are not safe for wasps like me.

My winter beater and work vehicle used to be a 99 black 740il. I don't feel safe driving it to work anymore. When I would park it on the street to go to a clients home there would be fully grown black men riding bikes circling it like vultures. I got stopped on two or three occassions by the police for doing nothing at all. It was obvious they thought I was dealing drugs.

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Using FE tele-sales you don't have those situations and you don't have to go into neighborhoods with a higher danger level.

 

[b61mack]

The only color i see is green!

 

[quackattack99]

"Im what u call African American, although I call myself a Black American...as Ive never been to Africa, nor am I from there, my ancestors were!​

I didnt find anything offensive in this thread EXCEPT YOUR BOLDED post referenced above! Yeah ANYONE who fights for racial equality (or something like that) is def a NUT JOB eh Dig??​

WoW, that ^^^ might be 1 of the most racist statements Ive heard in a looooong time...but def not the worst by any stretch. It was so racists, I chuckled, cause Im so used to statements like that.​

Now, maybe the statements nfl made could be taken as racists, but it def wasn't obvious like yours....and it was borderline depending on his intent. The OP's post wasnt racists.​

Now saying all that, that doesnt mean Im naive and dont believe it doesnt exists here just like it exists anywhere else...of course it does...I see under tones of it every time the politics/election subject comes up, Im no fool!!​

BUT IM GLAD TO HEAR YOU'RE NO NUT JOB!"

Excellent post TDF!​

 

[0b1kanobee]

I read somewhere that blacks have a fear of fire more so than whites which may have a small role in the whole traditional burial vs. cremation way to go. It's right up their with drowning because they are not good natural swimmers. And no I'm not racist and I'm not trying to offend anyone. Like I said, it plays a SMALL role from what I have read.

In some parts of Florida according to the biggest private funeral home in the state (I know the owner), we are at almost 90% cremation rate (in some localities).

The term burial insurance here can kill a deal unless you know for a fact that's what they want it for. California is the only state that has a greater cremation rate than Florida from what I understand.
I might have to see what some higher easy issue term policies are available to have in my arsenal.

 

[WinoBlues]

I just reread my post and don't think it was overly racist at all. I believe everything I said was quite true. As a kid growing up I was exposed to many things that gave me the beliefs that I still hold true today. Many of them have to do with things I was forced to deal with in college.

Selling FE just re-inforces those veiws. For the first time in my life I am considering getting a concealed weapons permit. The areas I have been working over the past couple of years are not safe for wasps like me.

My winter beater and work vehicle used to be a 99 black 740il. I don't feel safe driving it to work anymore. When I would park it on the street to go to a clients home there would be fully grown black men riding bikes circling it like vultures. I got stopped on two or three occassions by the police for doing nothing at all. It was obvious they thought I was dealing drugs.

Obama the other day called Romney dumb. If the roles were reversed Romney would be called a racist. ABout 7 years ago I worked for a mortgage company that was being bought out by Al Sharpton. Before he bought it we held a coctail party for him so he could get to know the people working there. When he came he had a possey of about 8 to ten big black men waring huge gold chains. He stated he brought them for protection.

Its ok for him to say it but when I say it, I am a racist.

Why market to people you do not want to talk to? I tend to walk people I do not want to deal with for the next 20 years. Just asking.
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I read somewhere that blacks have a fear of fire more so than whites which may have a small role in the whole traditional burial vs. cremation way to go. It's right up their with drowning because they are not good natural swimmers. And no I'm not racist and I'm not trying to offend anyone. Like I said, it plays a SMALL role from what I have read.

In some parts of Florida according to the biggest private funeral home in the state (I know the owner), we are at almost 90% cremation rate (in some localities).

The term burial insurance here can kill a deal unless you know for a fact that's what they want it for. California is the only state that has a greater cremation rate than Florida from what I understand.
I might have to see what some higher easy issue term policies are available to have in my arsenal.

Older Mexican Americans tend to be Catholic(sp). That and family perception is what pushes burial over cremation here. Younger and people that have been in the US longer have more favorable views of cremation. I use the term "transition money" in those situations.

 

[digfesales105]

I still say you are finding something that is not there. Other than nfl, point to one post that is out of line.

BTW, I do not know who you are, or who you work for. Nor do I care.

That's funny because I don't see a post from you where I thought you did ask or care??? But thanks for not caring. LOL
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Im what u call African American, although I call myself a Black American...as Ive never been to Africa, nor am I from there, my ancestors were!

I didnt find anything offensive in this thread EXCEPT YOUR BOLDED post referenced above! Yeah ANYONE who fights for racial equality (or something like that) is def a NUT JOB eh Dig??

WoW, that ^^^ might be 1 of the most racist statements Ive heard in a looooong time...but def not the worst by any stretch. It was so racists, I chuckled, cause Im so used to statements like that.

Now, maybe the statements nfl made could be taken as racists, but it def wasn't obvious like yours....and it was borderline depending on his intent. The OP's post wasnt racists.

Now saying all that, that doesnt mean Im naive and dont believe it doesnt exists here just like it exists anywhere else...of course it does...I see under tones of it every time the politics/election subject comes up, Im no fool!!

BUT IM GLAD TO HEAR YOU'RE NO NUT JOB!!

Oh God...this is getting way out of hand. My friend...go back and high light where I said this thread was racist. See that's the problem. People are so, so afraid to say anything towards "race" because right away folks jump on saying "racist! racist!". LOL But, that will NEVER change. But lets slow our roll a bit. I never called anyone racist and I'd caution to think before you say something like that.

What I was pointing out, which I KNOW was not intended, was the fact the conversation was geared around selling in black neighborhoods or blacks being smart enough to see value in the product. yes...I will quote it next but I didn't want to go there to call anyone out.

MY POINT was simple. But I know a lot still won't see because most just wanna get their jollies off when there is any sign of fight instead of having a mature debate. But you'll have that on this Forum. My point finally is that everyone pukes about "I am an agent to help everyone I sit down with" blah blah blah. But then you have this thread about selling to blacks? Plain and simple fella's. There ya go. Hopefully you can understand it now???

As far as the nut bag comment....again...you see the word "racial" and you think that means only blacks? HAHALOL "Racial Activists" fight for all minority rights. And yes...when I see a group of folks standing in front a govt building or on a street corner interrupting traffic or screaming at me at a light so loud and I have to crank up my Howard...first thing I think is...GET A JOB!!! Next thing I think of is...what a bunch of NUT JOBS! My opinion. That's what's great about America. I can feel that way and they can spend their day bitching out in public.

 

[jdeasy]

Why market to people you do not want to talk to? I tend to walk people I do not want to deal with for the next 20 years. Just asking.
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Older Mexican Americans tend to be Catholic(sp). That and family perception is what pushes burial over cremation here. Younger and people that have been in the US longer have more favorable views of cremation. I use the term "transition money" in those situations.

I agree. Don't deal with people that you do not want to deal with on an ongoing basis. The natural FE market is poor people and people that have been world class procrastinators and/or poor planners. Thatter tend to have more money than the poor but are harder to deal with, in my experience, because of a lifetime of not dealing with it.

The above come in all colors and sizes. When I said "those are my people" I take that to heart. It wasn't a slam. I love dealing with the FE market. I love dealing with people in the projects. I have more issues in the white projects than I do in the black projects and I'm a white guy. I get most of my referrals from my black clients.

It is more work to keep the low income stuff on the books and I do a lot of service work. I stay in touch with my clients and help them when they need help. But, I enjoy that interaction.

Maybe it's because I'm not an insurance lifer and only got into this business later in life and after working 18 years in a factory and 11 years as a field rep for the union? I was also a poor planner about life insurance before I got into this business and only had what life insurance the company gave me. Thank God nothing happened to me back then. I can relate to my prospects because of my life experiences. I have lived paycheck to paycheck in the past and "run out of money before running out of month".

Our life experiences define us all. Mine unknowingly prepared me for this market I work.

I love it!

 

[digfesales105]

Have never understood the necessity of some people who are 3rd, 4th+ generation Americans to identify themselves by where their long ago ancestors came from. Irish Americans, Italian American, African American, etc. Or, for that matter to divide ourselves by color or language. The word American is sufficient for me.

However, with the turn this discussion has taken, I want to clarify my first post. I was trying to make the point to the OP that FE is not purchased along racial lines. In my area of East Tennessee, if you write the demographics, your clients are going to be majority white. In my home county the population is 94% white,4% black, 2% other. That holds true of the other counties that border my home county with the exception of one. In that county, it is 98% white and only 3 tenths of one percent black. If every FE agent working these counties expected 70% of their FE clients to be black folk, you would have a lot of agents starving.

When I say I tend to avoid most public housing, it has nothing to do with race, That decision is based solely on wanting to find people who have the ability to pay for my product.

I agree. If you were born here, you are American. Period.

Next, thanks for clarifying. But listen, if you(anyone) manage agents and recruit, you damn well know you've had that conversation with that new recruit as they start to ask about your leads and go in one way or another..."don't give me leads in x,y,z area. I won't go there. "They" have no money."

Don't tell me if one is a manager you've never had that conversation with a potential recruit. You give me leads...I'll go there and sell. I could give a rats ass where they are, what type of people or the area. For me...the "worse" the area, the more I want to go work there. THAT'S FINAL EXPENSE!