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prob. more than you will make in a year....but that does not weigh on what I recommend to a client......
Doubtful.
My spread is producing about $4k a week - with just 10 agents.
You ???
Tom
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prob. more than you will make in a year....but that does not weigh on what I recommend to a client......
Case Study:
40 year old male - smoker - qualifies for non-med products only - but standard - not graded.
Tom
What does that mean "qualifies for non-med only."
Does he have a risk factor that you assume will cause him to be rated up if he went with an underwritten plan?
Winter
Yes - we target market "impaired" type clients or those not generally qualified for underwritten - ie: overweight, diabetes, etc.
If a client is a prospect for a fully underwritten plan and wishes to jump through the hoops - by all means. We just don't make that a focus point in our marketing.
Tom
Anyway. We are just jousting. Your goal is to sell non-med like NAA so all your clients need to look like non-med cases.
Winter
The non-med route is the path of least resistance.
Easier to train - Easier to sell. ( At least from my perspective )
But - if the client does want to take the extra steps - by all means. We want the best value that is convenient for the client. If the rate is better - we just make the face bigger to keep the policy average at $50 a month. Basically - the client dictates our course of action . . .
Tom
So let me understand this, You base your recommendation on $50.00 per month, not what his actual needs are? Is that right?
Just curious?
Scott
No - we just try to keep the premium around $50.
This number seems to be the "sweet" spot.
It's not like we are insuring a 30 y/o married couple with 3 kids and a $300k mortgage.
Our target marketing attracts us to the 40 to 60 y/o blue collar lower middle income level prospect that may have an issue or 6 that discourages them from seeking the AccuQuote type rates.
I hate the word - but basically we are marketing Final Expense products. So - the "need" is to be able to bury 'em. If they are young enough - the face can be bigger and they can leave some to whomever. But - $50 is affordable for our class - much more than that and the stats show the persistency drops . . .
Tom