How Many Times Would You Call a Lead Before You Give Up?

There is most definately an FE demographic. And if you are to focus on selling fE as a career then you damn well better understand and target that demograhpic.

Can a jack of all trades agents sell to any demographic? Yes. But that's a different conversation than we are having here.

I agree there is a FE demographic for some it id below $15,000 for some it is above. But Samarco just asked why an FE prospect, not market, could not be sold by any good agent.

Not sure about jack of all trades, but someone like me for sure.
 
I agree there is a FE demographic for some it id below $15,000 for some it is above. But Samarco just asked why an FE prospect, not market, could not be sold by any good agent.

Not sure about jack of all trades, but someone like me for sure.

The face amount has nothing to do with the FE demographic. Most of the companies that say they are FE companies don't understand the market either.

Americo has a good handle on the FE market. As does Trinity Life. I understand the folks at SNL do too but I don't have experience with them to say one way or the other.

Looking back on it I would say that LH understands the market.But when I was with them I was new to FE and I didn't understand the market.
 
Samarco just asked why an FE prospect, not market, could not be sold by any good agent.

No, I asked what is different about an FE prospect?

It seems they are low income, low educated folks as a general rule and many have health issues.

Other than this, what makes them different from other insurance prospects?
 
No, I asked what is different about an FE prospect?

It seems they are low income, low educated folks as a general rule and many have health issues.

Other than this, what makes them different from other insurance prospects?

It's really hard to explain until you have been involved with it for a while. When i first started FE I thought about it just like you are now.

Travis says you have become to the FE market like Jane Goodall is to apes. ;) Study them in their natural habitat until you become one with them.

That's a bit over the top but there is a nugget of truth in that analogy.

Biggest this is that they are world class procrastinators. They did not get to be 65-75 years or whatever years old and not have their funerals taken care of because they are planners or good with money.

These are the 1%'ers. Not the one percenters you read about that have all the money. These are the 1%'ers that send in mail reply cards that promote something "free".
 
Thanks for the explanation, JD. Pretty much what I figured. I have sold to a similar market before. The "one with the apes" is an interesting analogy.

They will buy something, probably a lot of time on impulse. I'd say there is a good chance the Home Shopping Channel is on most of the time in their homes.

A lot them respond to every free offer that comes in their mailbox as well as the "call now, operators are standing by".

They buy overpriced Bankers Medigap because the guy that came to their home seemed like such a nice man. They buy life insurance where the first month is free because Alex Trebek said no one can be turned down and your coverage will never decline in value.

Any of this sound familiar?

Just because I choose not to work in home FE sales doesn't mean I have no idea who they are. Many of them are salt of the earth types that would offer you a hot meal if you were hungry or give you a ride when your car breaks down.

Abe Lincoln said "The Good Lord must have loved the common man because he made so many of them.".

I suspect there is a grain of truth in that.
 
Thanks for the explanation, JD. Pretty much what I figured. I have sold to a similar market before. The "one with the apes" is an interesting analogy.

They will buy something, probably a lot of time on impulse. I'd say there is a good chance the Home Shopping Channel is on most of the time in their homes.

A lot them respond to every free offer that comes in their mailbox as well as the "call now, operators are standing by".

They buy overpriced Bankers Medigap because the guy that came to their home seemed like such a nice man. They buy life insurance where the first month is free because Alex Trebek said no one can be turned down and your coverage will never decline in value.

Any of this sound familiar?

Just because I choose not to work in home FE sales doesn't mean I have no idea who they are. Many of them are salt of the earth types that would offer you a hot meal if you were hungry or give you a ride when your car breaks down.

Abe Lincoln said "The Good Lord must have loved the common man because he made so many of them.".

I suspect there is a grain of truth in that.

Not the shopping channel. The TV show of choice for most all of the FE demographic is The Price is Right. And they all have an opinion on who is the better host, Bob Barker or Drew Carey.:yes: Most are still Bob Barker people.:biggrin:
 
Not the shopping channel. The TV show of choice for most all of the FE demographic is The Price is Right. And they all have an opinion on who is the better host, Bob Barker or Drew Carey.:yes: Most are still Bob Barker people.:biggrin:

That seems to be the show of choice for my med supp prospects. I think that's just old people in general. Funny thing is, the FE prospects I see seem to have nicer tvs than my supp prospects...
 
I'd say there is a good chance the Home Shopping Channel is on most of the time in their homes.
Or the "Jerry Springer Show". "Cheaters" is popular too!
They buy overpriced Bankers Medigap because the guy that came to their home seemed like such a nice man. They buy life insurance where the first month is free because Alex Trebek said no one can be turned down and your coverage will never decline in value.
Any of this sound familiar?
One of my guys replaced a Bankers life insurance policy yesterday. Woman bought it after her Primerica term took a big premium jump at age 70...

$10,000 permanent at $68/month. We did it for $55. She was thrilled.
 
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Man you guys just described my appointment this morning.

Met at my client's house. No joke, there were no less less than 10 kids under 10 running around screaming and slinging jelly everywhere. The pregnant daughter screaming at them. Cigarette smoke was like fog. The brother(stroke) writes on his pad his wife (liver) could not make it she is getting a new wheelchair today.

Three different guys came through grandpa Bud, big Bud and Bud Jr. Oh, and they all had a Bud. They did offer me one so that was cool.

I think I better mention the whole bank draft thing. Direct Express. Gerber X2.

When the pregnant daughter, 30 something, hears Gerber she wants grow plans on her 4 kids. Need to start next month because she just up graded her phone to a note III @ $350.

Holy Smokes!
 
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