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

PA Bill said:
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!
Click to expand...


One thing I would disagree with is those "Golden Hours"...I may have 2-5 appts per month during those times, otherwise 95% of my biz is between 10-5pm. Maybe Philly is diff, if thats the case, glad I not there!
 
TDFnCali said:
One thing I would disagree with is those "Golden Hours"...I may have 2-5 appts per month during those times, otherwise 95% of my biz is between 10-5pm. Maybe Philly is diff, if thats the case, glad I not there!
Click to expand...


Add me to that list. That is why I got out of selling Health insurance and payroll benefits to business owners.. It was either 7:30 am or after closing sometimes 8 or later. The senior market times a day time. Sure, you will get some sales after 5 but yea this is why most like selling FE. The daytime is the right time.
 
gordon112 said:
Add me to that list. That is why I got out of selling Health insurance and payroll benefits to business owners.. It was either 7:30 am or after closing sometimes 8 or later. The senior market times a day time. Sure, you will get some sales after 5 but yea this is why most like selling FE. The daytime is the right time.
Click to expand...
There was a time when "most" seniors were home during the day.. Not the case with many anymore.. They stay on the go constantly.
 
Think of marketing dollars as a percentage of your sales. If you are well trained and you are a great closer your return on investment will work out.
The best in the business can turn 20 leads into 5 sales. Some weeks more some weeks less. The statistic will never change over time.

20leads@$500.00
5 sales @500 or $2500 Less 500 marketing cost = $2000.00
This example puts your sales cost at $100.00.

You would have to break all records to beat this stat.

Hope you can

Good luck

P.S.
Lot of other variables go into your success and net income.
 
MarkForte said:
Think of marketing dollars as a percentage of your sales. If you are well trained and you are a great closer your return on investment will work out.
The best in the business can turn 20 leads into 5 sales. Some weeks more some weeks less. The statistic will never change over time.

20leads@$500.00
5 sales @500 or $2500 Less 500 marketing cost = $2000.00
This example puts your sales cost at $100.00.

You would have to break all records to beat this stat.

Hope you can

Good luck

P.S.
Lot of other variables go into your success and net income.
Click to expand...

Only 5 out 20 and that is good?:skeptical:
 
You must log in or register to reply here.

Similar threads

tikibarrister
How Many Insurance Forums FE Agents Does It Take to Change a Lightbulb?
2
Replies
12
Views
559
rmhaire
rmhaire
J
Most productive FE mailer
2 3
Replies
29
Views
1K
DonP
D
N
New To FE - Where to go -
2
Replies
17
Views
909
WinoBlues
WinoBlues
N
Top FE Carriers? Getting back into FE
2
Replies
14
Views
1K
goillini52
goillini52
J
Do you bring your bag to the door?
3 4 5
Replies
47
Views
1K
jdeasy
J

Latest posts

Back
Top