How Do Agent Sell Over 10K Per Week of FE?

[Minthill62]

AnonymousOne, thanks to you and all the others for the input. Just got in and logged on. No, I am not setting the 10K in AP per week as a need or goal. There is a lot of conflicting info out there and what is average for the industry seems to be a lot less than 10K in AP per week. The numbers are "spun" by a few to perhaps motivate but I like to be talked to straight up and honest and be pragmatic but optimistic about what is going on. All the agents posting here seem to be on the same page and I can live with what they say to expect for production. The learning curve is flattening out a little.

 

[deadhead]

I know I don't write 10k a week. My January saw me write 4500 average a week.

 

[Gooner]

I know I don't write 10k a week. My January saw me write 4500 average a week.

Congrats on a great month!

 

[Agentguy5]

I am new to the industry (8 months) and learn something every day. I am also new to this forum. I have read a lot of these discussions and the input is great. Thanks in advance. I have been selling Final Expense for about 8 months and it is steady but I hear about some people every week selling 10K or more in annual premium off of 20 fresh leads. How do they do this? Door knocking the neighbors of the current lead appointment? Getting a list? Any info would be helpful.

This year I decided to ramp my leads up to about 250-300 DM and TM leads a month. As of today, I have already written over $29,000 in AP in 7 days that I have been in the field/this month. With another 5 field days left, I should be able to hit the 40k mark...

Unfortunately, I am not use to leaving the house at 6 am and returning home at 8-9 pm/3days a week. Feeling exhausted and burnt out... not a good sign since i'm only 45

 

[Gooner]

This year I decided to ramp my leads up to about 250-300 DM and TM leads a month. As of today, I have already written over $29,000 in AP in 7 days that I have been in the field/this month. With another 5 field days left, I should be able to hit the 40k mark...

Unfortunately, I am not use to leaving the house at 6 am and returning home at 8-9 pm/3days a week. Feeling exhausted and burnt out... not a good sign since i'm only 45

You're a beast. Congrats on an awesome start.

 

[Minthill62]

First off, while I never wrote 10k in a week I rode with Senior Life's top agent here in Philly for two straight weeks a couple years ago. I personally witnessed him write 8k the first week and 12k the second ( 4-day weeks!). He told me as a new agent I should shoot for 3-5k ( like a previous poster suggested to you). That is because 10k is superstar level and it requires being the total package as an agent. Just like sports, a rookie usually just isn't experienced enough yet. Here is some of what he taught me.
To be a top producer, first look at the company you will sell for. ( he wrote exclusively for Senior Life). The two main things you want in a company are one, a company that can keep you in a steady supply of leads and two, a company that will take your business ( low rates are great but useless if underwriting is too restrictive to qualify). The typical FE client is not a retired Fortune 500 executive who still competes in triathalons. I would add that having an upline that can effectively train and mentor the new agent is crucial as well. Also, within reason ( 90% if you're paying for leads) don't get too caught up in commission rates as a new agent. A 135% contract won't help you much unless you know how to close the business. Worry about payouts after you have learned the ropes and have the financial cushion to do your own mailings and can absorb the inevitable bad return.
The other thing he stressed was the focus of your day. Focus on results- not activity or time spent in the field. You need to present, go to premium and ask for the business 6-8 times a day. This will make for a long day as he stressed the importance of what he called the golden hours (5-8 pm). Recruiters will sell you on the point that this is a daytime business only. Do not believe this. While you will sell during the day, a lot of your day will be spent setting up the golden hours. Seniors today are active and many times you will have to come back later. This is especially true where both spouses are still living. These are called double-headers and are your most lucrative sales ( 2 policies in one sit!) Don't waste time and burn expensive leads pitching one leggers. Also, the double headers are the sales that take you to upper production levels.
Warming up, mastering your presentation, and the ability to effectively handle objections are crucial as well but these aspects take time. Plain natural sales talent doesn't hurt either.
For now if you can consistently keep yourself in 25-30 leads a week, and have the drive and determination to get into 6-8 homes day and give full presentations, writing 3-5k is absolutely realistic. And like a previous poster noted, writing 10k a week every week of the year is not realistic either. These were good weeks for him (his best month was over 30k). I asked him how much he made in a year expecting this astronomical number but after lead and other expenses, lapses, etc. his net before taxes was in the 150k range. Still fabulous money ( in my opinion anyway) He does this working Mon- Thurs.- hitting his first door around 10 am and going strong through the golden hours. This guy didn't mess around.
In closing this is not an easy gig. There are no shortcuts or free lunches. He said to me once that the FE business quickly weeds out the weak and undeserving. Truer words were never spoken.


p.s.- I am not currently an agent or a recruiter for Senior Life. While I have extremely high regard for the man who trained me, I do not care about Senior Life, per se, one way or the other. While they fit the criteria above, other outfits do as well. So back off all you SL bashers as SL wasn't the point of my post. Happy Selling everyone!

Thanks for the very long and thoughtful reply. I do appreciate you taking time to share your experiences just like all the others here. Again, greatly appreciation to all who help. It seems like all of this is balance. Get experience, learn what works for you and find the best ways to make your time valuable and productive.

 

[jdeasy]

First off, while I never wrote 10k in a week I rode with Senior Life's top agent here in Philly for two straight weeks a couple years ago. I personally witnessed him write 8k the first week and 12k the second ( 4-day weeks!). He told me as a new agent I should shoot for 3-5k ( like a previous poster suggested to you). That is because 10k is superstar level and it requires being the total package as an agent. Just like sports, a rookie usually just isn't experienced enough yet. Here is some of what he taught me.
To be a top producer, first look at the company you will sell for. ( he wrote exclusively for Senior Life). The two main things you want in a company are one, a company that can keep you in a steady supply of leads and two, a company that will take your business ( low rates are great but useless if underwriting is too restrictive to qualify). The typical FE client is not a retired Fortune 500 executive who still competes in triathalons. I would add that having an upline that can effectively train and mentor the new agent is crucial as well. Also, within reason ( 90% if you're paying for leads) don't get too caught up in commission rates as a new agent. A 135% contract won't help you much unless you know how to close the business. Worry about payouts after you have learned the ropes and have the financial cushion to do your own mailings and can absorb the inevitable bad return.
The other thing he stressed was the focus of your day. Focus on results- not activity or time spent in the field. You need to present, go to premium and ask for the business 6-8 times a day. This will make for a long day as he stressed the importance of what he called the golden hours (5-8 pm). Recruiters will sell you on the point that this is a daytime business only. Do not believe this. While you will sell during the day, a lot of your day will be spent setting up the golden hours. Seniors today are active and many times you will have to come back later. This is especially true where both spouses are still living. These are called double-headers and are your most lucrative sales ( 2 policies in one sit!) Don't waste time and burn expensive leads pitching one leggers. Also, the double headers are the sales that take you to upper production levels.
Warming up, mastering your presentation, and the ability to effectively handle objections are crucial as well but these aspects take time. Plain natural sales talent doesn't hurt either.
For now if you can consistently keep yourself in 25-30 leads a week, and have the drive and determination to get into 6-8 homes day and give full presentations, writing 3-5k is absolutely realistic. And like a previous poster noted, writing 10k a week every week of the year is not realistic either. These were good weeks for him (his best month was over 30k). I asked him how much he made in a year expecting this astronomical number but after lead and other expenses, lapses, etc. his net before taxes was in the 150k range. Still fabulous money ( in my opinion anyway) He does this working Mon- Thurs.- hitting his first door around 10 am and going strong through the golden hours. This guy didn't mess around.
In closing this is not an easy gig. There are no shortcuts or free lunches. He said to me once that the FE business quickly weeds out the weak and undeserving. Truer words were never spoken.


p.s.- I am not currently an agent or a recruiter for Senior Life. While I have extremely high regard for the man who trained me, I do not care about Senior Life, per se, one way or the other. While they fit the criteria above, other outfits do as well. So back off all you SL bashers as SL wasn't the point of my post. Happy Selling everyone!

I agree. Apply all that with a company other than SL and the agent will come furhter ahead.

 

[nfl72]

Agentguy, those are some great numbers Congrats. I am 58 and about 25 years ago while selling cars I decided to take a job doing F&I when they guaranteed me I would not work more than 40 hours a week. Since that time I have learned to enjoy life more and work less. I was always able to take my daughter to school and pick her up and go to all her games, and recitals etc. Best decision I have ever made.


I worked in the mortgage business out of my home for 12 years and that spoiled me. I rarely worked more than 15 to 20 hours a week. FE in my opinion is the next best thing to the mortgage business. Working the amount of leads you are working will destroy your enjoyment of life. I for got I do need to call you still.


Remember one thing; Nobody says on their death bed they wished they had worked more hours!

 

[westcoast]

This year I decided to ramp my leads up to about 250-300 DM and TM leads a month. As of today, I have already written over $29,000 in AP in 7 days that I have been in the field/this month. With another 5 field days left, I should be able to hit the 40k mark...

Unfortunately, I am not use to leaving the house at 6 am and returning home at 8-9 pm/3days a week. Feeling exhausted and burnt out... not a good sign since i'm only 45

i love that! so w 75 approx leads a week plus old ones you are able to book solid for 3 days? very cool, you must have one hell of a door knocking pile.

 

[summerof18]

This year I decided to ramp my leads up to about 250-300 DM and TM leads a month. As of today, I have already written over $29,000 in AP in 7 days that I have been in the field/this month. With another 5 field days left, I should be able to hit the 40k mark...

Unfortunately, I am not use to leaving the house at 6 am and returning home at 8-9 pm/3days a week. Feeling exhausted and burnt out... not a good sign since i'm only 45

Don't get burnt out!