Tips From Top Producers To Combat Coronavirus Objections

[DHK]

Gov. Gavin Newsom orders all Californians to stay at home

It exempts workers in 16 federal critical infrastructure sectors, including food and agriculture, healthcare, transportation, energy, financial services, emergency response and others.

lol.

Not sure I could really get away with that.

 

[Todd King]

Hat tip to Alan Town at Agent Service Connection for these ideas:

Team, as horrible as this pandemic is, it does present a tremendous opportunity to help families in the communities you serve. Most seniors are not venturing out right now – EVERYONE IS HOME! Making it much easier for you to help these families in need. Now, more than ever, your clients are thinking about their own personal mortality. The need for life insurance is one of the items on the top of their mind.

Below, I have compiled a list of sales tips and ideas currently in practice and working for many top Final Expense producers like you when door knocking:

• "President Trump said it's okay to gather in groups of 10 or less – Well Miss Jones, I think we are safe. It's just you and I and we can practice sensible social distancing"

• "Porch sales" Producers are literally carrying lawn chairs up to the door with them offering to conduct the interview on the clients porch, lawn, garage, driveway, hallway, you name it…

• Now this next one is going to seem crazy to most of you. However, it's working for some of you, so I will share it. When you get to the door, immediately tell Miss Jones "I don't have the Coronavirus, but I do have a Corona beer" and pull one out…. You will get plenty of laughs.

• Here's a thought, show up at the door with a small grocery bag containing bread, a couple cans of Ravioli, Campbell soup, and bottled water. Tell them you are checking in on them and want to make sure they're okay. Ask them if there is something they need that you can go get for them? As an example, basic groceries….. Most people will not take you up on this, but they sure will appreciate your offer and care.

Coronavirus fear is real and I am not making light of it. However, turning all this panic into an opportunity to serve has never been better. Your clients need you now more than ever before. Help provide the kind of peace of mind your clients are searching for.

Here's another example, if someone doesn't want you coming into their home, "no problem Miss Jones, the benefits that I offer are just as powerful on your front porch as they are at your kitchen table. I just need a few minutes of your time to go over the program and we can certainly practice common sense social distancing". Again, right now and more than ever, your clients are very much aware and thinking about their own personal mortality. Closing percentages are at an all time high.

When a client uses the COVID-19 excuse at the door for not wanting to let you in their home, you might want to say "Listen Miss Jones, I totally understand that, but one of the reasons I was sent out here is to make sure you and your family are protected. God forbid something happens, you will want the piece of mind knowing your family has the Final Expense protection you all need". One of our leading agents told me he is offering to wear a mask as well as gloves to ease his client's fears and concerns.

Wow! Didn't realize that Alan Town needed money this bad to advise agents to do still go out and do these stupid things! Just WOW!

 

[WinoBlues]

It's the end of the world when I'm recommending telesales :/

<GASP!>

Yes, Yes give yourself to the Darkside.....

 

[DayTimer]

It's the end of the world when I'm recommending telesales :/

At least you aren't coming up with coronavirus objection scripts and telling them to go out remind their clients they are likely to die soon.

 

[GMDM100k]

Lincoln announced this week that they will allow all applications to be done via phone. They do not require you to see the client face to face. The client can give a verbal confirmation during the phone verification process and they will issue the policy.

One thing independent agents, and imos, should consider is the personal liability of infecting someone with with Corona virus. Lawsuits could be a problem. I doubt anyone would win but it's a real possibility.

Insurance carriers and licensees are required by law in most states to service, underwrite, and pay claims during the pandemic.

Obviously that does not include soliciting new applications. Food for thought..

 

[jensing0406]

Really WHY, no one should be out dking, ftf meeting, if you are doing those thing you are just stupid....

I have an agent out door Knocking and he's already wrote 53k this month alone

 

[GMDM100k]

I have an agent out door Knocking and he's already wrote 53k this month alone

I've seen a sharp increase in sales this month. One thing to look out for is lapses after this is over. I would expect an increase in buyers remorse and cancellations in the months following. So having your agents being prepared for that would be a good idea.

 

[jensing0406]

I've seen a sharp increase in sales this month. One thing to look out for is lapses after this is over. I would expect an increase in buyers remorse and cancellations in the months following. So having your agents being prepared for that would be a good idea.

You might have some. But if you're already dealing with people that were inquiring about life insurance before I don't think so. The same agent I was referencing wrote 350k last year his first year in the business and has a persistency of 97%!!! I think the big thing is writing companies that do true social security billing

 

[GMDM100k]

You might have some. But if you're already dealing with people that were inquiring about life insurance before I don't think so. The same agent I was referencing wrote 350k last year his first year in the business and has a persistency of 97%!!! I think the big thing is writing companies that do true social security billing

Your agent just doubled his monthly average. Even if he kept the same cancellation rate as he does on the average he will have more than he has had during regular business. If his closing ratio is the same per lead then you can figure as an agent what to expect. If he double his closing ratio I"d be worried.

You will for sure see more cancelations either way. My wife's famous words. "Just saying". You can take the advice or not.

 

[theleadingagent]

Lincoln announced this week that they will allow all applications to be done via phone. They do not require you to see the client face to face. The client can give a verbal confirmation during the phone verification process and they will issue the policy.

One thing independent agents, and imos, should consider is the personal liability of infecting someone with with Corona virus. Lawsuits could be a problem. I doubt anyone would win but it's a real possibility.

Insurance carriers and licensees are required by law in most states to service, underwrite, and pay claims during the pandemic.

Obviously that does not include soliciting new applications. Food for thought..

It's a lawsuit if you knowingly infect someone. Or they break laws put in place to prevent transmission. PLUS in addition to the plaintiff having to prove the person knew they were contagious but still met anyways, they would also have to prove that person was the source of the transmission

Ex. Person gets tested positive, told to stay on quarantine, but goes out and meets with clients.

Can't sue people if they didn't know they had it if that were the case everyone with coronavirus right now would be in a lawsuit

*a licensed lawyer would be best source of information on this topic