Orphan Client Strategies?

[GoRebs55]

Hey there, was wondering if anyone out there had some good success with running orphan appointments? I have made a few sales but haven't had the success I have seen other people have. What kind of scripts are you all using? How are you transitioning direct to consumer policies to get a fact finder?

All I have gotten were a few Term Conversions and replaced some old medsupps. Would love to hear what you have to say, please drop some knowledge!

 

[bill3173]

If you have made a few sales and replaced some med supps, then you're doing great with orphans. No kidding, most of them have been orphaned for a good reason.

You must have worked your butt off to make more than a couple of sales on them. Don't believe all the horsehit about people "making big money" with orphaned policy holders. Their parents wouldn't have run away from them if they were so spectacular.

 

[Kenek]

Orphans can be a decent source of appointments, but don't make it your only prospecting target. They're just one more source of potential clients to call on.

Question for you - what type of orphans are they? Life? Health?

 

[GoRebs55]

Most of the Orphans available are people who got direct to consumer policies in the mail, either medsupp or GWL. Also a lot a blown up ULs from the 80s. I just don't see how you can get 15 appointments a week any other way...

 

[WinoBlues]

Hey there, was wondering if anyone out there had some good success with running orphan appointments? I have made a few sales but haven't had the success I have seen other people have. What kind of scripts are you all using? How are you transitioning direct to consumer policies to get a fact finder?

All I have gotten were a few Term Conversions and replaced some old medsupps. Would love to hear what you have to say, please drop some knowledge!

Service.

..........................

 

[GoRebs55]

Would you mind elaborating on that?

 

[WinoBlues]

Would you mind elaborating on that?

Most of the people I sell already have insurance. Most have not heard from the original agent since the sale. Orphans.

If you call with "HEY, Mr Jones, Wino here. Have I got a GREAT product for you?!?" The first sound you will hear is `click`.

If I call with "Hi Mr Jones, my name is Wino Blues i'm calling regarding your Mega Life Insurance policy issued in 1985. First this is not a sales call. Do you have a moment to talk? I only need a few minutes." Then I do a quick review of the policy. asking probing questions as I go. By the time I finish I know why they bought the policy, has that changed? What is important to them now. I always try to find a reason to provide service. I want them to thank me for calling. If I find a problem, I usually know before the call, I want them the ask me to help fix it and thank me for fixing it. I also want permission to contact the Benes.

The problem for a newbie is they do not know how to glean the needed info from the old policy and they have only been taught to sell not service.

 

[GoRebs55]

I see what your saying, and it helps. So you pre-qualify a little before you set the appointment? I just feel if someone has a $10,000 GWL and you ask them why they bought it they will say "to bury me when I die." Do you target older policies? My experience with the older ULs is that they have blown up and people have no idea so they freak out at me, maybe I'm being too brash?

Thanks for the time and consideration, I really do appreciate it

 

[WinoBlues]

I see what your saying, and it helps. So you pre-qualify a little before you set the appointment? I just feel if someone has a $10,000 GWL and you ask them why they bought it they will say "to bury me when I die." Do you target older policies? My experience with the older ULs is that they have blown up and people have no idea so they freak out at me, maybe I'm being too brash?

Thanks for the time and consideration, I really do appreciate it

I used to have a file cabinet full of orphans. Still have about 100. I put them in green files for two reasons. One is so I can tell with a glance it is an orphan and the other is they are new money.

Ask some of the FE guys here if the add on coverage to people that have $10,000 in force. I do. Also I can not tell you how many "family plans" I have written in the benes.

Broken ULs? Did you break them? Good thing you found this problem for them and you do not mind trying to help them find a solution.

 

[jemelton]

I used to have a file cabinet full of orphans. Still have about 100. I put them in green files for two reasons. One is so I can tell with a glance it is an orphan and the other is they are new money.

Ask some of the FE guys here if the add on coverage to people that have $10,000 in force. I do. Also I can not tell you how many "family plans" I have written in the benes.

Broken ULs? Did you break them? Good thing you found this problem for them and you do not mind trying to help them find a solution.

How do you get these orphans? How did you know they had a mega policy from 1985?