What do you say...?

[rousemark]

So we have agents knocking jd who has written more than they will in their lifetime. Gotta love it.

I am certainly not knocking JD nor his accomplishments when it comes to selling FE.

 

[DayTimer]

Why don't you help us understand how you make a sale without uncovering a need, or understanding why a person responded to an advertisement?

I'm not sure if JD said it or not, someone is claiming that, but that's not the point.

You FEX boys take things very personal.

We just had a long discussion about how JD always asks for the reason the person sent the card in ... he also says if they do not have a why for him being there he leaves. He does not create the need for life insurance - anymore than you do. Like rouse said - the need is already there. Everyone needs life insurance. The question is whether or not the prospect agrees that he or she needs life insurance - for whatever reason. What JD does is use questions to determine if the prospect acknowledges the need or not. After all, why waste your time trying to sell someone a product as intangible as life insurance if he or she thinks it is not needed, or that their final expenses are someone else's problem.

 

[Rearden]

Right. It's a semantics thing.

We uncover need, not create it.

However, some prospects are unaware of the need, and that's where good final expense sales people arouse urgency in the prospect with facts they hadn't considered before, with the goal of not only getting the prospect to acknowledge the need, but stimulating enough emotion in him to do something about it.

For example. Take the fixed-income client with an overpriced life insurance product.

Upon meeting, they probably are unaware that their life insurance is overpriced, and better options exist.

However, said prospect will agree about the importance of minding every penny, ensuring that what they spend on requirements such as life insurance is done so judiciously.

Now we can connect the principle in which he agrees (frugal use of limited income) with our solution (a better use of that limited income). Essentially, we have uncovered the need that was already there.

Technically it is a matter of semantics... The agent cannot actually "create" the need because the need is already there..The client is going to die and the bills will have to be paid but he or she may choose not to think about it. However, the agent can "uncover" that need or bring it to the forefront of the prospects mind..

 

[Rirwin]

What a cluster this forum can become. We just had a long discussion about how JD always asks for the reason the person sent the card in ... he also says if they do not have a why for him being there he leaves. He does not create the need for life insurance - anymore than you do. Like rouse said - the need is already there. Everyone needs life insurance. The question is whether or not the prospect agrees that he or she needs life insurance - for whatever reason. What JD does is use questions to determine if the prospect acknowledges the need or not. After all, why waste your time trying to sell someone a product as intangible as life insurance if he or she thinks it is not needed, or that their final expenses are someone else's problem.

Funny, more than half the problem with JD's attitude here was that he would change the meaning of what others were posting in his head, and then attack folks for having said something they did not say, or insult them for having having meant something they never meant. You are now doing the same thing to JD. Seriously, two wrongs truly do not make a right.

Let's all be grown up and try to maintain the new found equanimity of the FE forum.

He was responding to an earlier post.

I disagree with what you said though. If you ask someone why, and they give a negative response that isn't a time to walk away- that's a time to educate.

Uncovering or creating a need, same idea. Some people know what they want (and it's. Not what they need). Others have no idea. Just because they don't know why doesn't mean we don't leave them better off than we found them.

 

[Rirwin]

Right. It's a semantics thing.

We uncover need, not create it.

However, some prospects are unaware of the need, and that's where good final expense sales people arouse urgency in the prospect with facts they hadn't considered before, with the goal of not only getting the prospect to acknowledge the need, but stimulating enough emotion in him to do something about it.

For example. Take the fixed-income client with an overpriced life insurance product.

Upon meeting, they probably are unaware that their life insurance is overpriced, and better options exist.

However, said prospect will agree about the importance of minding every penny, ensuring that what they spend on requirements such as life insurance is done so judiciously.

Now we can connect the principle in which he agrees (frugal use of limited income) with our solution (a better use of that limited income). Essentially, we have uncovered the need that was already there.

Or if they have a cheap insurance plan through a fraternal, they don't realize it's not protected through the state guaranty association....

Just kidding!

 

[JimmyCrappedCorn]

That is a perfectly valid point. Are we to believe any of these hot shots are going to reach into their bank accounts and cover their clients losses if one of these Fraternals ever blows up?

 

[JimmyCrappedCorn]

JD can rest assured hes not even close to the first agent that ever got his good name besmirched by his Up LIne or Marketer. I can pretty much guarantee you all that it happens more often then not. I can't speak about the FMO's and Marketers on this forum but in real life here in Omaha Nebraska their record is abominable. I don't know what it with these types of guys but it sure has been crazy to watch for the last 35 years. By my scorecard at least half of these guys come to bad endings. Greed kills. The very thing that drives them to the top someday kills them.

 

[Baseball7]

That is a perfectly valid point. Are we to believe any of these hot shots are going to reach into their bank accounts and cover their clients losses if one of these Fraternals ever blows up?

You realize Foresters and KOC for example are some of the most financally stable companies out there right?

 

[rousemark]

You realize Foresters and KOC for example are some of the most financally stable companies out there right?

And they were saying the exact same thing about staid, old, reliable Mutual Benefit Life. Had an A+ Best rating almost to the day they went under.

 

[Life Hawk]

So we have agents knocking jd who has written more than they will in their lifetime. Gotta love it.

Sorry, to be quite frank and blunt... I am not into personality cults nor do I drink anyone else's Kool Aid. Let what a man does stand on its own merit. However, I think those on this forum have a right to air their opinions and ideas as well as critique other's ideas regardless of who they are or what they have done. While of course being prepared to receive in kind.

I will be the first to respect others regardless of where we may disagree... but this is an open forum and I suffer little room for those who would seek to disenfranchise others of their opinions.