Trying to Start of on the Right Path-Please Help!

[KiminCincy]

I have no idea. I guess wherever the leads take me. But I know my way around. I'm not scared of Lincoln Heights or 'the Faye' but would prefer to stay out of 'Parktown'. It's areas like Trenton and Carlisle that I'm not familiar with.
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Am I way off base here? I thought if you couldn't get a lead on the phone to set an appointment, you almost had to go and knock on their door. Is there some other way that I should be considering?

 

[CHUMPS FROM OXFORD]

I live in Springboro which is about 10-15 minutes from Carlisle. I don't know much about the town. An older town although there is some growth there.

I guess you never know how it will work until you try it out. None of the Bengals live in Carlisle so that's a good sign.

 

[ksigmtsu]

Door knocking in cinci seems like a hard way to learn.

 

[KiminCincy]

Chumps from Oxford, I live in West Chester, but I don't think they are my target matket. I'm familiar with Dayton, as well. But it's 30 miles to downtown and the Five Oaks fences freak me out.

Ksigmtsu, I know that's a really hard way to learn. Any suggestions on an easier way? Any info is appreciated.

 

[Todd King]

Kim,

You've gotten perspectives on "cross-selling" here and how you should focus in on one product. Now I offer you my opinion. You can start out doing either and learn the other, but you should be learning both Med Supps and FE at the same time; neither are that difficult. I do agree with Frank that it is easier to prospect for Med Supps rather than FE.

The opportunity for cross-selling FE doesn't just "present itself" like you would like or need for it to. You should be asking for it, not letting it fall in your lap. You should be conducting an interview with your client, not being an "order taker" of what they think they want or need. If you're not using a CNA (Confidential Needs Analysis) or. as some call it, a FNA (Financial Needs Analysis), you're usually not finding all of the client's needs; unless you are a seasoned agent and have it down and can keep it in your head. Of course, the CNA's are also a very good way of keeping notes for future reference.

If you are decided that you want to go the FE route and cross-sell Med Supps, that's fine, but don't wait until someone asks you about the Med Supp...you should be the one asking.

You should also look into the near future of working your way into LTCi and Annuities; now you can be a full-service agent in the marketplace.

Some agents need a one-on-one mentor and some don't. It usually depends on your tenacity and self-discipline to learn. There are many places to get great training without using a local manager; The ILIAA.org, FinalExpense101.com, and Agent Navigator, for examples.

If you need more of a one-on-one mentor, then yes, you'll probably have to take a cut in commissions. I warn you though, depending on who you go through, you may find it very hard to get away from them. Not impossible, but certainly not easy. You see, most insurance companies have a rule that you can't change hierarchies unless you haven't written business with them for at least 6 months. The exception to that is if you get a release from your present hierarchy. Sometimes that doesn't come easy. Some "uplines" won't release you at all, period! There are some that have no problem releasing you whatsoever. You should find this out up front before contracting through anyone.

I hope this helps.

 

[CHUMPS FROM OXFORD]

I forgot about those Five Oaks fences. When I was writing a lot of P&C in the 80s and 90s, I remember those. I think they were around Harvard and Princeton Streets. I used to love those big tudor homes in that area.

My wife likes "The Tudors" by the way. And "The Sopranos." There might be something wrong with her.

 

[KiminCincy]

Thanks Todd. That helps a lot. So, I will offer both at every opportunity, if possible.

Todd, thanks for the insight on signing with an agency. I don't mind a cut in commissions for good training. But I want to know that I can leave at some point in the future. It doesn't have to be soon or in the next year or two or five. I guess I have a fear of commitment...

 

[Todd King]

Todd, thanks for the insight on signing with an agency. I don't mind a cut in commissions for good training. But I want to know that I can leave at some point in the future. It doesn't have to be soon or in the next year or two or five. I guess I have a fear of commitment...

Then going with a local mentor/trainer and/or being captive wouldn't be a bad situation for you if you're willing to stick it out that long. That is, if you actually "need" the hands on training. Like I said, some do and some don't.

 

[KiminCincy]

Chumps, I'd rather skip Five Oaks and hang out at Dorothy Lane Market. Their bakery counter could derail an entire day of door knocking.

 

[CHUMPS FROM OXFORD]

You're not kidding. I could eat a loaf of their Asiago bread every day.