What Makes You Successful?

[soup]

I want to throw this qusetion out there and see what everyone had to say.
I am new to final Expense, however I am not new to sales or hard work. So, I am looking to see from everyone what you do that makes you successful in selling FE.

As I said I am new to FE, but what made me successful in medical sales was hard work, staying focused on the job at hand and building strong relationships.

I am trying to learn as much as I can about FE so that I can be successful in this industry, so I am looking forward to hearing what you do to make yourself standout from the rest!

soup

 

[Rearden]

Work longer, have people to see, and actually *see* the people.

 

[soup]

Not a bad rule, Reardon.
I will be looking for your name on the leader board this month!

 

[jdeasy]

The most important thing is to fully understand the FE market. It is different than any other sales that you may have done and it is different than any other insurance market.

Many of the companies that are in the FE market do not understand the demographic.

Once you get in sync with the market it is quite rewarding. Not just monetarily either. It's a hands on market. They need quite a bit of help and hand holding many times.

Once they trust you they are very good about referrals and they are repeat customers.

 

[soup]

The most important thing is to fully understand the FE market. It is different than any other sales that you may have done and it is different than any other insurance market.

Many of the companies that are in the FE market do not understand the demographic.

Once you get in sync with the market it is quite rewarding. Not just monetarily either. It's a hands on market. They need quite a bit of help and hand holding many times.

Once they trust you they are very good about referrals and they are repeat customers.

Jdeasy, what are some things that I can do or study to make sure that I have a complete understanding of the FE market?
I am all about learning and making sure that I understand things before I take too many strides in one direction.

 

[jdeasy]

Jdeasy, what are some things that I can do or study to make sure that I have a complete understanding of the FE market?
I am all about learning and making sure that I understand things before I take too many strides in one direction.

It's more of a learn by doing thing. I don't know of any books and certainly there are no FMO/IMO types that can offer that kind of training.

But, every successful FE agent that's been around a while that I have spoken to gets it. Conversely, every short time FE agent that really did quite a bit of business and then washed out did not get it.

The actually learning the nuts and bolts of FE insurance and the selling of FE insurance is not that hard. The maintaining a viable FE business over time is the hard part. And it doesn't seem to be a teachable skill. It's something one "gets" or they don't.

 

[soup]

It's more of a learn by doing thing. I don't know of any books and certainly there are no FMO/IMO types that can offer that kind of training.

But, every successful FE agent that's been around a while that I have spoken to gets it. Conversely, every short time FE agent that really did quite a bit of business and then washed out did not get it.

The actually learning the nuts and bolts of FE insurance and the selling of FE insurance is not that hard. The maintaining a viable FE business over time is the hard part. And it doesn't seem to be a teachable skill. It's something one "gets" or they don't.

Thanks for the input, jdeasy.
I definitely look forward to starting this new career and doing everything I can to be successful.

 

[leeleerambles]

jdeasy - I'm curious why you say the FE market is the way to go...we do business insurance, there is plenty of money in that. Have you tried business or always only done personal?

 

[Todd King]

Jdeasy, what are some things that I can do or study to make sure that I have a complete understanding of the FE market?
I am all about learning and making sure that I understand things before I take too many strides in one direction.

Try going to FinalExpense101.com. I think you'll like it.

 

[jdeasy]

jdeasy - I'm curious why you say the FE market is the way to go...we do business insurance, there is plenty of money in that. Have you tried business or always only done personal?

I wouldn't say it's the way to go for everyone. Each person has to find their niche.

I've always done personal insurance. Life insurance mostly. I did dabble in individual health for a bout a minute. I got into MA plans heavily when mortgage leads started playing out. I always liked dealing with the older clients rather than the under 50. I added FE to the mix for my MA clients. As the MA rules became more and more cumbersome and the business less rewarding I moved more and more to FE. I moved my focus to 100% FE in Feb. 2009. Best move I've made in this business.

I do not and will not sell MA plans anymore. I do mix in a little med sups. I don't prospect for med sups. I only sell them to my FE clients and to referrals from my FE clients. More referrals than anything as the vast majority of FE clients cannot afford a med sup. I only sell about 15 to 25 med sups per year.

I would never try to tell anyone which segment of the business they should focus on. FE works for me. I have a fantastic manager in travis Tubbs who is also one of the best FE agents I've ever met and I have a great partner in EFES for leads. It's all good for me. Is it for everyone? Absolutely not!