What Should a Warm Up Include?

[Justin Bilyj]

Uh oh, I hear JD's either/or attitude about first names and last names coming up...

Next thing you know, you will be talking about not asking for referrals, and not door knocking LOL

 

[jdeasy]

Uh oh, I hear JD's either/or attitude about first names and last names coming up...

Next thing you know, you will be talking about not asking for referrals, and not door knocking LOL

It's personal preference on using first names. That's why I asked if they were working the FE market. I do not call seniors by their first names unless they ask me to. Until then it's Mr. or Mrs.

But, Travis is a far better FE agent than I am and he uses first names and teaches agents to use first names.

As for referrals, I don't give a crap if anyone else asks for them. I share what I do when asked. If one wants to be the Amway salesman of insurance, go for it. I wish those types would work this area.

 

[turkjey5]

Interesting about first names. I was listening to an experienced life guy who says always use the first name but I didn't know if it is appropriate in the sr. mkt.

 

[Newby]

It's too formal to use 1st or last names.

I just call everyone Buckaroo.

 

[SportsNut]

It's too formal to use 1st or last names.

I just call everyone Buckaroo.

Or could it be that in those hollars that you work, at least half of those folks are named Buckaroo anyway...?

 

[somarco]

I was listening to an experienced life guy who says always use the first name but I didn't know if it is appropriate in the sr. mkt.

I was raised in a time and place where I was taught to always address elders as Mr, Miss or Mrs and their last name.

The more time I spent in sales, especially in the business market, the more comfortable I became with doing things less formally.

I always use first names right out of the gate. Haven't had any pushback.

It is also a function of age.

There are not many folks left that are older than me, except maybe Arnguy.

 

[Newby]

Or could it be that in those hollars that you work, at least half of those folks are named Buckaroo anyway...?

Yeah. The other half are wimmin. You make a lot of sales if you call them sugar-britches.

I hope the new guys are writing all this down.

 

[rousemark]

I am old enough to remember the day when it was always Mr. and Mrs. As a "senior", I can tell you I am turned off when a sales person jumps immediately to a first name basis, especially when they are young enough to be one of my grandkids. It is a good way to talk for them to talk themselves out of a sale.

I also take offense when the teenage server in a restaurant calls me honey or sweetie. I don't hesitate to tell them, "I am old enough to be your father/grandfather and I came in here to spend my money. I think either of those things entitles me to be addressed as 'sir'".

In a business situation I address people of all ages as sir and ma'm and use the last names if it is a senior until I have established a bit of a relationship with them.

Now, this grouchy, stuffy old coot is off to Chattanooga to have lunch with a top notch FE salesman. He is a young 'un but maybe he can teach me something.

 

[0b1kanobee]

With regards to first names or last names, IMO the problem of figuring out what to do lies not with the customer but the agent. If the agent doesn't feel comfortable using first names then don't as you will come across as being a little uncomfortable. You have to have your head right. In the back of your mind if you are wondering "Geez, I just called this guy Robert, maybe he's gonna be offended, crap........ect.ect." you start to become train wreck or could. Do what makes you feel comfortable.

If I were to door knock and I know I'm calling on a Mr. Robert and Susan Smith and he comes to the door I'll address him as Mr. Smith. At some point I'll transition to Robert WHEN I feel comfortable.

It all depends on your personality and style. I'm pretty laid back and goofy. I'll do just about anything to get people to crack a smile or laughing a little. An associate of mine is the opposite and is very corporate. Very opposite style compared to me. She calls me the class clown in front of clients. I can't do what she does and she can't do what I do. FOR INSTANCE: If a lady tells me she likes to dance and they go out dancing ect. I may ask her to show me some moves and I'll dance with her right in the living room. I don't care. I like to have fun.

The worst thing that ever happened to me was my mistake and that's when I was talking to a husband and wife and I asked a question and started it out by saying "Do you guys.........". The husband told me his wife was not a guy and not to refer to her as such. I apologized, he accepted my apology and they did buy (wasn't FE). I'll never do that again. I didn't mean to, it just slipped out. Now even around my friends I don't refer to any female as a guy or group them in 'guys'.

 

[SportsNut]

It is also a function of age.

There are not many folks left that are older than me, except maybe Arnguy.

You gettin Sexy there Bob; a Sexagenarian...?

Well then which one a dem plans are you on Somarco...? Plan F, G, N or does you got one a dem Medical Advantages...?

Yes, age... or mileage does have its advantages. It does allow you to addres your clients in a manner than you wouldn't, or maybe shouldn't if you were 40. Also, no replacement for experience, as long as the experience comes with the comensurate amount of wisdom that it should yield.