Your Thoughts, Please?

[gmveesaert]

Hello, again. First, let me apologize to those of you who have PM'd me... I need 8 more posts before I can reply to anyone.

Second, I'm looking for a bit of guidance. I feel like I'm in the salad dressing aisle at the supermarket. So many products one can sell, so many directions one can go... I'm feeling overwhelmed in trying to find my bearings.

P&C is out... nights & weekends aren't for me, as I have four kids to keep up with during that time. My market is well covered in Life products. There could be a good market for individual insurance plans, as well as supplements, especially medicare.

I've been working with Aflac checking out their products. Love the concept and portability, but much like Farmers, their way of selling is just really distasteful to me. I've also been trying to learn about Medicare Supplements online. Right now, I can write for Farmers, Aflac & Anthem BC/BS although Farmers will probably terminate my contract for non-production shortly.

I feel like I'm being pulled toward those niche supplements, because I really feel like there's good business there. However, I'm new & there are so many different companies & products, I'm getting overwhelmed.

What are your thoughts?

Thanks,
Gina

 

[David C]

Disability income is a much needed insurance, and it is undersold.

 

[Frank Stastny]

If the senior market and Medicare Supplements are of interest to you give me a call.

 

[AaronAbbot]

..hmm..

 

[arnguy]

..hmm..

I can smell wood burning! You must be doing some deep thinking.
- - - - - - - - - - - - - - - - - -
If you decide on MedSupps, Frank Stastny is the man!

 

[PowerPlayer]

Gina

Farmers and Aflac are not bad companies. Maybe it is just selling that you do not like. Whatever company you choose, all the products are the same really. When you are the salesperson, you can sell any way you want as long as its compliant. You don't have to stick to "their way of selling." The only thing they care about is the profit that you bring to the table which ever way you do it. That's sales.

You are feeling overwhelmed Gina? The mind becomes overwhelmed when presented with multiple choices. You need to FOCUS Gina.

You should choose 1 product ie: Individual Health.
Choose 1 profile of prospect ie: 40-50 years old, sole proprietors
Become the expert in your area and specifically ask only for referrals that fit that profile of a prospect.

I hope this helps,

James.

 

[atlantainsguy]

Frank Stastny is the go-to person for contracts and training. In addition, Gina, you might consider joining the National Association of Medicare Supplement Advisors (NAMSA). Call Ron Iverson the president, if you're interested, at 406-442-4016. It's inexpensive, and you will learn a lot. There are a couple of self-study Medicare books through WebCE (Ron writes the Medicare courses for WebCE). The program includes MA, and a non-credit Marketing book with lots of how to and how not to sales pointers. You will get a serious number of CE credits, become a professional association member to help differentiate you from your competition, and learn a lot to boot.

atlantainsguy

 

[gmveesaert]

Thanks for all the constructive ideas! I'm new to insurance, not sales. I've been doing sales since '89. I'm used to being a one-stop-shop; everything my client needs, I can get. However, with insurance, I keep getting the advice that you need to settle on one thing. That direction just goes against everything I've ever done, so it's hard to follow.

 

[Frank Stastny]

Thanks for all the constructive ideas! I'm new to insurance, not sales. I've been doing sales since '89. I'm used to being a one-stop-shop; everything my client needs, I can get. However, with insurance, I keep getting the advice that you need to settle on one thing. That direction just goes against everything I've ever done, so it's hard to follow.

You don't have to "settle on one thing", just become proficient and an "expert" on one line of insurance before you tackle the next product. In many instances you are dealing with someone's life, literally.

When you help a prospect make a decision you must know that the advice you are giving is the advice of a true expert in the field. The only thing we as insurance agents have going for us is our credibility. It is very hard to build that if one doesn't know what they are doing.

There are two kind of agents, those who look at insurance strictly as a way of making a lot of money and those who are in this business to help their prospects and protect them from getting ripped off.

 

[HarryRenard]

GMVEESAERT--- You can still be a one stop shop, you just might want to handle it a little different, for example maybe find some other trusted advisors like a CPA and estate attorney and P&C agents who you can trust and you can refer business to them (and who knows you might get some business back also) this way you are still offering a wide array of services but not spreading yourself to thin.
The hard part is trying to walk the fine line of keeping control of YOUR clients (while working with your network) and NOT interfering with that business.