What is "must have" advice for a newbie?

[WinoBlues]

Josh I do not disagree that you need to keep a track going. It is even more important and harder to do on the phone. It is the same with just about any demographic. I just do not think I would tell someone their house smells like their dog. Or we are going to sit where I say. Just not my style.

Just as there different type of agents and clients there are different styles. I recall guys on here talking about taking control at the front door and doing that front door shuffle where you start wiping your feet and head into the house. As I recall JD had some strong opinions on that.

Many way to do what we do. But I agree that we need to keep the flow headed in the right direction.

 

[HoosierLife]

Josh I do not disagree that you need to keep a track going. It is even more important and harder to do on the phone. It is the same with just about any demographic. I just do not think I would tell someone their house smells like their dog. Or we are going to sit where I say. Just not my style.

Just as there different type of agents and clients there are different styles. I recall guys on here talking about taking control at the front door and doing that front door shuffle where you start wiping your feet and head into the house. As I recall JD had some strong opinions on that.

Many way to do what we do. But I agree that we need to keep the flow headed in the right direction.

I agree that I would never tell anyone their house smells like dog or do the feet shuffle or the wave for that matter lol, but taking control is key.

When we go to sit down, we ask "So where's the VIP section, the kitchen?" (as I start walking that way) Now I don't have to sit in the pee stained couch AND I controlled the whole situation with them not realizing it.

Policy review: Long before we get to that point. "So most of my clients either put their policy on top of the fridge, in their closet or in the top drawer of their dresser..where'd you put yours (smile)?" Now they just told me where it's at. Later on, "Ok we'll need to take a look at your current policy (explain why). You said it was in your dresser, go grab that for me real quick." Look down and start writing.

Prescription list: Same as above. "Ok I bet your taking a few meds for that. Can you either go grab me all your meds or you could just grab a list if you have one. (smile) You didn't know you'd be getting your workout in today did ya? haha" Look down and start writing.

If you don't take control and "order" them around like above, your objections are going to come from every angle.

 

[WinoBlues]

Josh, your advice is better suited for the OP as he said he is a newbie. I just do not get that many objections from my FE clients. They get their box of meds, policies, checkbook and their ID when I ask them to. My problem is the 35 year old snot noses.

I do not do cold leads and am a few years into this so I concede to your advice to the OP.

 

[HoosierLife]

Josh, your advice is better suited for the OP as he said he is a newbie. I just do not get that many objections from my FE clients. They get their box of meds, policies, checkbook and their ID when I ask them to. My problem is the 35 year old snot noses.

I do not do cold leads and am a few years into this so I concede to your advice to the OP.

There are seniors that qualify for Final Expense products and then there are Final Expense prospects. Sometimes they are the same people. Knowing how you operate, they are most likely 2 different sets of people.

Imagine those snot nosed kids that procrastinated on everything in life and are now 70.

Final Expense Sales, as a sole profession, is a course in psychology of a specific subset of our population.

 

[DayTimer]

I just do not get that many objections from my FE clients. They get their box of meds, policies, checkbook and their ID when I ask them to. My problem is the 35 year old snot noses.

Good to see you back, wino

 

[WinoBlues]

There are seniors that qualify for Final Expense products and then there are Final Expense prospects. Sometimes they are the same people. Knowing how you operate, they are most likely 2 different sets of people.

Imagine those snot nosed kids that procrastinated on everything in life and are now 70.

Final Expense Sales, as a sole profession, is a course in psychology of a specific subset of our population.

I completely agree.

I do have some of the "FE" people on the books and from time to time find myself sitting in gang country or rarely in a house that shell like crap. Mostly because I was referred in. But much more rare today than years ago. Used to be much more common. But even those people tend to be very nice, in a rougher sort of way. Just like some MedSupp guys do not write MAs I do not write direct express or if some one lapses on me twice I do not call them any longer.

My BoB is my Pantry and my Freezer.

 

[WinoBlues]

Good to see you back, wino

HA, I got sucked back in reading some of the shoe pissing threads. I started to read the bacon thread but had to go get some Tacos and Beer and just felt cheap afterwards..

 

[MedicareMillionair]

Probably so. You know, at the time I was working upstate SC it had some of the best senior demographics in the US. Is it still that way? I just don't keep up with that like I used to when I was in We have lots of good plans here. It gets really crowded around the AEP. We draw in age

Probably so. You know, at the time I was working upstate SC it had some of the best senior demographics in the US. Is it still that way? I just don't keep up with that like I used to when I was in the field.

It's good. I have also worked western NC extensively and it's a fantastic area.

 

[Todd King]

I agree that I would never tell anyone their house smells like dog or do the feet shuffle or the wave for that matter lol, but taking control is key.

When we go to sit down, we ask "So where's the VIP section, the kitchen?" (as I start walking that way) Now I don't have to sit in the pee stained couch AND I controlled the whole situation with them not realizing it.

Policy review: Long before we get to that point. "So most of my clients either put their policy on top of the fridge, in their closet or in the top drawer of their dresser..where'd you put yours (smile)?" Now they just told me where it's at. Later on, "Ok we'll need to take a look at your current policy (explain why). You said it was in your dresser, go grab that for me real quick." Look down and start writing.

Prescription list: Same as above. "Ok I bet your taking a few meds for that. Can you either go grab me all your meds or you could just grab a list if you have one. (smile) You didn't know you'd be getting your workout in today did ya? haha" Look down and start writing.

If you don't take control and "order" them around like above, your objections are going to come from every angle.

You know, every time I've heard an agent make fun of "the wave" and then I ask them exactly what it was....no one has yet to be able to tell me exactly what it is. So, seems to me that everyone likes to make fun of something and put down something that they don't even understand. Amazes me to no end.

 

[NSRH]

You know, every time I've heard an agent make fun of "the wave" and then I ask them exactly what it was....no one has yet to be able to tell me exactly what it is. So, seems to me that everyone likes to make fun of something and put down something that they don't even understand. Amazes me to no end.

You wave at the front of the house as soon as you step out of the car.

Alot of people, will peep our their blinds to see who just slammed their door.

If they see you waving, it gives them the impression that you've seen them (even if you havent) so they are more likely to answer the door.

I was trained to do this when I was selling face to face, I did it, Im not sure if it worked or not, and if I was still selling face to face, Id still do it.

Its not going to stop people from answering the door.