- 27,087
I know him and a few of his agents.
Thinking about getting into the business.
- Thread starter JoeWolf2020
- Start date
I know him and a few of his agents.
- 4,202
I would preface that I don't door knock or cold call. I also currently I don't have to sell or starve... My goals are different so I don't sell like a lot of full timers here.
Take my advice with a grain of salt, but outbound marketing, like door knocking, is all about quantity. More at bats you get, more success you'll have.
Your script could literally be "I sell life insurance. Are you interested?" and you'll get results. Take people at face value until they say, "oh, I've been thinking about that." (Or something similar) and qualify with needs, price, and health. THEN present if they have a need, qualify, and can afford a policy.
Your qualifying should be questions that establish you're the expert, and in turn, you're building rapport.
Questions you should ask:
Who would get the money if you died? Who are they?
Have you bought life insurance before,? If so, do you still have it? If not, what happened?
Let's say we can find the right policy for you. How much do you think you could afford without causing a major disruption in your finances if you didn't have income for a couple of months?
Your goal is to write policies that will be approved and you have reasonable belief they will stick for at least 12 months. If it doesn't meet that criteria, move on for now.
Take my advice with a grain of salt, but outbound marketing, like door knocking, is all about quantity. More at bats you get, more success you'll have.
Your script could literally be "I sell life insurance. Are you interested?" and you'll get results. Take people at face value until they say, "oh, I've been thinking about that." (Or something similar) and qualify with needs, price, and health. THEN present if they have a need, qualify, and can afford a policy.
Your qualifying should be questions that establish you're the expert, and in turn, you're building rapport.
Questions you should ask:
Who would get the money if you died? Who are they?
Have you bought life insurance before,? If so, do you still have it? If not, what happened?
Let's say we can find the right policy for you. How much do you think you could afford without causing a major disruption in your finances if you didn't have income for a couple of months?
Your goal is to write policies that will be approved and you have reasonable belief they will stick for at least 12 months. If it doesn't meet that criteria, move on for now.
- 6,088
Do not disagree for the most part...
However, if you as an agent are unable to connect with someone and create interest, then you are just a order taker and not a salesman.
Think about it... life insurance is the only insurance you are "guaranteed" to use. If you you can't peek someones interest in this product... you just think you know what your doing... but don't.
- 4,202
Do not disagree for the most part...
However, if you as an agent are unable to connect with someone and create interest, then you are just a order taker and not a salesman.
Think about it... life insurance is the only insurance you are "guaranteed" to use. If you you can't peek someones interest in this product... you just think you know what your doing... but don't.
Well, I disagree on a few points. First off, I'm not a salesman. I'm a consultant. There's a difference between a consultant and an order taker.
1) If I'm door knocking and can hit 50 doors and get 5 leads in the same time that you can door knock 25 people and get 3... I satisfied with my 5 people that are interested over your 3 people you had to convince they had interest.
2) An order taker is someone that writes without any sales skill. Like, I call you and say "write me a policy for 500k term at the best price." That's any order taker. Your definition of an order taker is way to broad.
3) My commission dollars spend the exact same way if I'm your definition of an order taker or if I have to convince someone to let me talk to them. I also avoid all of the tire kickers and/or "I guess you can come in." So they don't feel mean.
Do you.. I mean that seriously. If you want to spend your time selling people on why they should have interest and should meet with you, great.
I'd rather meet with someone that already has a level, even a small one, of interest and I'm just working on urgency and finding the best plan for them.
But again, anyone reading this should take any advice that anyone here gives them with a grain of salt. Some people really get value out of drilling down everyone. Some people just want to work with clients that have some level of interest. Find YOUR style.
PS: If you look at my first post, it creates the opportunity for interest, but I'm never going to talk someone into why they're interested. That's just not me.
- 27,087
I feel that I am an order taker sometimes actually, many times. I have six people I am quoting at the moment. They called or text me to ask for quotes and advice.
I guess I am selling or marketing when I do a service call or take a service call and I take the conversation into needs and wants. But that is about the extent of the arm twisting.
- 6,088
You are what we like to call a "producer".
Agreed... I would never talk anyone in to it... I consider myself and educator and just (professional and persuasively) present the facts. My presentation is filled with "now does that make sense?". If it doesn't or I get the feeling that it doesn't then I move on.
My main point here is that the real men of the pack are the ones who can meet with someone who never imagined they would be by or call that day (sent in a card) and through skill and knowledge lead them to a decision (based on good facts) that makes total sense to them and believe that it was a good decision on their part to do so.
This is not for everyone... mainly because they don't have the skill set for it.
- 4,202
Jordan Belfort just did a video in September about an interview he had w/ Grant Cardone where Grant said no interest is an interest level.
- 4,202
You are what we like to call a "producer".
Agreed... I would never talk anyone in to it... I consider myself and educator and just (professional and persuasively) present the facts. My presentation is filled with "now does that make sense?". If it doesn't or I get the feeling that it doesn't then I move on.
My main point here is that the real men of the pack are the ones who can meet with someone who never imagined they would be by or call that day (sent in a card) and through skill and knowledge lead them to a decision (based on good facts) that makes total sense to them and believe that it was a good decision on their part to do so.
This is not for everyone... mainly because they don't have the skill set for it.
I mean.. then we're saying the same thing.
- 6,088
Being an order taker is far more lucrative and way easier than being a salesman. Assuming you have a constant stream of "orders" and own the agency...
