Orphan Client Strategies?

[jdeasy]

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

Beat me to it. I was going to ask the same thing. Where does one go about finding these people with these old policies?

 

[xrac]

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.

Good information and good approach.

 

[Rearden]

That's Wino's little secret...

 

[GoRebs55]

Beat me to it. I was going to ask the same thing. Where does one go about finding these people with these old policies?

For me, I read about it in a book and then asked my sales manager. He said sure, what county

 

[jdeasy]

For me, I read about it in a book and then asked my sales manager. He said sure, what county

There is a book of existing policy holders?

 

[WinoBlues]

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

One way is I ask people who they have their insurance with. I X-date them. I also AOR everyone I can. If they ask me to do a policy review the company sends the inforce and annual report to me. I use the company's own rope to hang them.

 

[GoRebs55]

There is a book of existing policy holders?

Ya, its just a big list of people in a given area who have policies with my company and no agent. I have heard that if you have a good relationship with a company and have put business through with them you can ask them for their orphans too - even if you aren't a career agent.

To specify, I learned about the idea of targeting orphans from reading a book, there isnt a book that has a list of existing policy holders