Term Ins from Zander Vs Agent Supported Companies

[trailhiker]

I have a referral who just submitted a 10 yr term app with a company recommended by Zander, (Dave Ramsey Show). Just a week ago. I want to earn his business, and have some ideas of why he should place his business with me, rather than agent Mr 1-800. Wanted to hear some other ideas from you all. Probably one of the biggest reasons I can think of, is if he ever decides to convert any of that to a permanent product, is he going to be able to, and will it be a decent produt. Thanks.

 

[dgoldenz]

Don't forget to mention that he'll probably never hear from Mr. 1-800 again. You can't convince a Dave Ramsey follower of anything though. We lost a case a few months ago to a guy who bought through Zander because he's a Ramsey-ite. Went to his house, sat down with him, explained the whole process, answered all of his questions, then he went and bought a more expensive term policy (that we had already showed him, no less) from Zander. You're probably wasting your time unless it's a decent size case.

 

[LGilmore]

Simply put, When he calls in the future, who will remember him and his situation?

Does he want to have to explain himself to a stranger at every call or does he want an Agent?

 

[SportsNut]

Assuming that you represent a wide array of ins cos, odds are good that you would each be making the same ins co recommendations. Then it comes down to who he feels more comfortable doing business with, long term.

Explain to him that the rates for any given product are the same no matter which agent he deals with. Regulated by state law.

Keep in mind that some folks like to deal with an *expert*. An expert is defined as someone who is more than 100 miles away... aka an out of town expert. In some folks minds a local person isn't as smart as someone who has been referred by some national radio personality... so I would establish right up front with this propsect... "If I could provide the exact same product, at the exact same price as *Zander*, can I earn your business...?" If there is hesitation, then move on quickly.

 

[agent C]

its hard to sway someone who listens to dave ramesy. While I agree with alot of Dave Ramsey's information he still is being paid to recommend Zanders, no matter what he says it still all about the money. It can be hard to get these people to realize that. Also, let him know that if something was to happen to him, would he rather his wife have to deal with some 1-800 or a local agent.

 

[WPM]

its hard to sway someone who listens to dave ramesy. While I agree with alot of Dave Ramsey's information he still is being paid to recommend Zanders, no matter what he says it still all about the money. It can be hard to get these people to realize that. Also, let him know that if something was to happen to him, would he rather his wife have to deal with some 1-800 or a local agent.

Yep, I've dealt with a few DR disciples and it's virtually impossible to have a rational conversation with them. If you could offer the same coverage as Zander for $1/month they wouldn't buy it because DR says to buy from Zander. Move on.

 

[trailhiker]

Well, thanks guys. Good stuff indeed. But, no matter how good, these ramsey-ites are tuff. This guy didn't know what i meant when i asked him if it was important to have the option to convert to a perm plan if need be. And it has been 5 weeks since he's had the para med and has not heard anything. His final response as I left, " I'll call you if anything changes". >> fingers crossed and holding my breath. Next!

 

[somarco]

Keep in mind, Jeff Zander is a real person, and he has a real agency in Nashville. Used to be on West End Ave if I recall correctly.

That being said, once you get outside greater Nashville they are just another agency.

Before I wasted too much energy, I would test the water a bit. I used the take away on this guy and he eventually came around.

As others have said, the Ramsey flock are sometimes a waste of your time. I did pick up a client a few weeks ago that got ticked off about the lack of follow and guidance from a local ELP, so it is possible to do business with them.

 

[Tom Highway]

I have a referral who just submitted a 10 yr term app with a company recommended by Zander, (Dave Ramsey Show). Just a week ago. I want to earn his business, and have some ideas of why he should place his business with me, rather than agent Mr 1-800. Wanted to hear some other ideas from you all. Probably one of the biggest reasons I can think of, is if he ever decides to convert any of that to a permanent product, is he going to be able to, and will it be a decent produt. Thanks.

I also wouldn't waste your time with that line of reasoning. One of Dave Ramsey's biggest rants, something that you can count on him to say 100% of the time is that he tells his listeners to NEVER BUY ANYTHING BUT TERM LIFE INSURANCE - NEVER BUY WHOLE LIFE.

People have called him to defend whole life, and he beats them down (in his mind) every single time.

Maybe go the local route, like others have said. Although you may not be one, you could point out that Dave also loves his endorsed local providers, and that you are a LOCAL person who can help that person save money no matter which of Dave's baby steps they're on, and you'll always be there for them.

Good luck!!

 

[trailhiker]

Thanks again, everyone. He was just like all the other nuts out there hanging. Too bad he didn't hear about primerica first, eh? He would have like that better.