How do I get better Customers?

[Newby]

My go to company is Columbian Financial Group. Most of my customers are low income and we're trying to offer them the most affordable coverage. Everytime they switch they think they are getting a better deal, but they never are.

Columbian is not a very competitively priced company. Try using MOO or Trinity and you should have a bit easier time.

 

[rousemark]

Columbian is not a very competitively priced company. Try using MOO or Trinity and you should have a bit easier time.

Yet, my persistency with CFG over the years was better than with the "low priced" companies. It would be really interesting if all the companies were required to publish their persistency along with their production numbers.

 

[Life Hawk]

I've been in FE insurance for almost 2yrs. I don't have a problem making sales but I seem make bad clients that don't make payments or are always trying to find a different insurance to replace mine.

There are two sides to your situation:

1. You...
2. and the client.

You can control one of the above and the other you at best can only manage well.

FE is what it is. The clients are what they are... often that means they are flakey, poor at money management, and fickle. (Gotta pay for cigs and cable, other wise life wouldn't be worth living.) Great folks, but often our priorities are at odds with theirs.

Just a few simple thigs to keep and eye on:

1. Don't sell too much premium. (Regardless the company)
2. Insure you leave your client thinking your in this profession forever. They need to know you will be there for their beni when the time comes.
3. Solidify your sales on the emotional buttons, not the logical ones.
4. Follow ups mean tons. (Thank you notes, letters of confirmation, birthday calls.)

Focus on what you can control... YOU.

If you can produce, then you need to focus on the simple things above.

You got this, don't loose faith... adjust your perspective.

 

[goillini52]

There are two sides to your situation:

1. You...
2. and the client.

You can control one of the above and the other you at best can only manage well.

FE is what it is. The clients are what they are... often that means they are flakey, poor at money management, and fickle. (Gotta pay for cigs and cable, other wise life wouldn't be worth living.) Great folks, but often our priorities are at odds with theirs.

Just a few simple thigs to keep and eye on:

1. Don't sell too much premium. (Regardless the company)
2. Insure you leave your client thinking your in this profession forever. They need to know you will be there for their beni when the time comes.
3. Solidify your sales on the emotional buttons, not the logical ones.
4. Follow ups mean tons. (Thank you notes, letters of confirmation, birthday calls.)

Focus on what you can control... YOU.

If you can produce, then you need to focus on the simple things above.

You got this, don't loose faith... adjust your perspective.

You forgot to mention the hugs.

 

[Life Hawk]

You forgot to mention the hugs.

Don't be telling everyone my "secret sauce"!

 

[jdeasy]

I've been in FE insurance for almost 2yrs. I don't have a problem making sales but I seem make bad clients that don't make payments or are always trying to find a different insurance to replace mine. They sometimes don't make their first payment and when I call or go by they sometimes say they found someone else or they changed their mind because they can't afford it.

What can or should I do?

Contrary to what most uplines will tell you, price is everything. CFG is terribly priced. I replace so much of it I carry their surrender forms with me.

And you posted in the wrong forum. You are not getting advice from FE producers here. You won't get much in the FE forum either. There's very few FE producers posting here anymore.

What kind of leads are you using? Someone said to mail to a higher income. That's nonsense. I have no bottom income filter. I do have a top filter of $40K.

The FE market is just a different market. You need to be trained and supported by an upline that knows that.

Besides being over priced, CFG has no underwriting niche. They don't take COPD level, for just one instance.

It's not your customers. You are running no different people than any other FE agent running FE leads. This is a very rewarding career if you figure that out. It's a miserable way to go to work if you don't.

 

[DonP]

There are two sides to your situation:

1. You...
2. and the client.

You can control one of the above and the other you at best can only manage well.

FE is what it is. The clients are what they are... often that means they are flakey, poor at money management, and fickle. (Gotta pay for cigs and cable, other wise life wouldn't be worth living.) Great folks, but often our priorities are at odds with theirs.

Just a few simple thigs to keep and eye on:

1. Don't sell too much premium. (Regardless the company)
2. Insure you leave your client thinking your in this profession forever. They need to know you will be there for their beni when the time comes.
3. Solidify your sales on the emotional buttons, not the logical ones.
4. Follow ups mean tons. (Thank you notes, letters of confirmation, birthday calls.)

Focus on what you can control... YOU.

If you can produce, then you need to focus on the simple things above.

You got this, don't loose faith... adjust your perspective.

Great note . So true . We deal with generally low income people . Many have had a tough life . There easy to manipulate and change there minds . It is what it is as life hawk says . We can only control what we can . Ive had 3 replacements on me in the last 10 yrs I know about ( got the forms ) 2 are in the last 3 yrs with a super low cost carrier I sold .Somebody got in their head . I can replace kskj easily . A great salesman can replace anything . Your paying $53 for $10 k with kskj . The same $10 k is $62 with moo . " Mrs Johnson have you seen the price of stuff today . It's going up every day . That $10 k isn't enough . I can get get $13 k for $72 . Who's kskj ? I show them the little home office . I bet you used to watch wild kingdom 35 yrs ago ? You know who Mutual of Omaha is ? Oh yes she says . Wouldn't you sleep better at night knowing your daughter is safe with moo ? You get more coverage for a little more with this giant company .

Mrs Johnson that agent you got Jd is going to call you and see what happened . Or he might knock on your door . I don't want you to talk to him . If you do happen to answer the phone hang up . If he knocks on your door don't answer it . If you do just say not interested and shut the door . This if for your daughter . He'll try everything he can to get you to keep it . Shut the door . I'll be here when your daughter needs me with that great big go moo behind us making sure she's paid .. The above happens to all of us .

 

[rousemark]

Contrary to what most uplines will tell you, price is everything. CFG is terribly priced. I replace so much of it I carry their surrender forms with me.

And you posted in the wrong forum. You are not getting advice from FE producers here. You won't get much in the FE forum either. There's very few FE producers posting here anymore.

What kind of leads are you using? Someone said to mail to a higher income. That's nonsense. I have no bottom income filter. I do have a top filter of $40K.

The FE market is just a different market. You need to be trained and supported by an upline that knows that.

Besides being over priced, CFG has no underwriting niche. They don't take COPD level, for just one instance.

It's not your customers. You are running no different people than any other FE agent running FE leads. This is a very rewarding career if you figure that out. It's a miserable way to go to work if you don't.

Will take assistance with ADLs and Atrial fibrillation level (standard).. I have had exactly one occasion to use them for the ADLs over the years.

But, I will give them credit for being among the best companies when it comes to communication with the agent.

 

[jdeasy]

Great note . So true . We deal with generally low income people . Many have had a tough life . There easy to manipulate and change there minds . It is what it is as life hawk says . We can only control what we can . Ive had 3 replacements on me in the last 10 yrs I know about ( got the forms ) 2 are in the last 3 yrs with a super low cost carrier I sold .Somebody got in their head . I can replace kskj easily . A great salesman can replace anything . Your paying $53 for $10 k with kskj . The same $10 k is $62 with moo . " Mrs Johnson have you seen the price of stuff today . It's going up every day . That $10 k isn't enough . I can get get $13 k for $72 . Who's kskj ? I show them the little home office . I bet you used to watch wild kingdom 35 yrs ago ? You know who Mutual of Omaha is ? Oh yes she says . Wouldn't you sleep better at night knowing your daughter is safe with moo ? You get more coverage for a little more with this giant company .

Mrs Johnson that agent you got Jd is going to call you and see what happened . Or he might knock on your door . I don't want you to talk to him . If you do happen to answer the phone hang up . If he knocks on your door don't answer it . If you do just say not interested and shut the door . This if for your daughter . He'll try everything he can to get you to keep it . Shut the door . I'll be here when your daughter needs me with that great big go moo behind us making sure she's paid .. The above happens to all of us .

I'll give you $1000 if you can replace a KSKJ I wrote using those tactics.

That kind of BS'ing to clients just does not work. All the agents here do that. One replaced a KSKJ by trashing KSKJ. Took her KSKJ and threw it in the trash. Told her to not answer the phone if I called. Not let me in the door if I came by and wrote her coverage for $20/mo.

KSKJ emailed me that she had called in. I pulled over and called her. She answered on the very first ring, "I'm so glad you called, I think I screwed up here. How do we fix it?"

We got his cancelled. The KSKJ pit back on draft and he not only got a chargeback, he got a DOI complaint.


KSKJ is living rent free in your head. As am I. This poster is in Ga. KSKJ is not in Ga. I didn't mention KSKJ to the poster.

You are just having another KSKJ/JD nightmare. I know it consumes you but it's getting kinda creepy.

 

[jdeasy]

Will take assistance with ADLs and Atrial fibrillation level (standard).. I have had exactly one occasion to use them for the ADLs over the years.

But, I will give them credit for being among the best companies when it comes to communication with the agent.

May companies are level for AFIB. Not the ADL's. So if I run across a CFG and the person needs help with ADL's I'll leave it alone.

Can't replace them all. I have a lady right now with a 3 year old AmAm sold by phone that she's begging me to replace. But her health has changed to where she can't get level coverage now. So I've advised her to leave it alone. I think she will probably get another agent and replace it.

Actually she says her health hasn't changed. But if it hasn't the AmAm was clean sheeted. But it's over 2 years old so it's in her interest to keep it.