When They Say my Son is Insurance Agent

[sbbuhc]

Ok, did a presentation to a 79 yr old woman who had a stroke 7 months ago. As soon as I walk in she says her son is an insurance agent and she wants him to be there but he just went to hardware store. She says he'll be right back.

I say that's fine. Ask her if he lives in the same state and she says yes. Then ask her if he sells life insurance, auto, renters, what??? She says she doesn't know. LOL.

I say well that's ok, because I am a specialist so I will have the answers she needs. Begin to explain my program then I see her son out front, pacing back and forth looking into my car, obviously agitated and tell her "your son is here, looks like he's about to have a conniption"

He walks in and she tells him the insurance guy is here and he says to me, "don't you know how to f---ing park" I'm parked next to the curb on a public street so I have no idea what he's talking about. I just say, I'm half Mexican, I park wherever I wan't (I'm extremely whitey so he just stares at me) then says "I'm her broker, what are you trying to sale her"

Show him the card she sent in requesting info and mention final expense. So he says what company are you with, Colonial Penn? I laugh and explain that I'm an independent broker and work for myself and write for many different carriers, he says yes but you have to have your contract with a company. ??? So I know then he doesn't know much. Once he heard the words final expense he went right to the tv companies and doesn't understand can work for himself. So I ask, he says he works for Health Markets, aka, Inspherion- a boiler room phone operation I believe.

I tried deflecting his anger and negativity for a few minutes with some humor and get him to understand I could help his mother, who seriously wanted help and answers but finally I told him he wasn't much of a broker if his 79 yr old mother didnt have life insurance and didnt even know her options and he didn't know how to get her 1st day coverage when I could but he wouldn't bypass his ego. I told his mother I was going to leave and I did. she apologized. I figured even if I sold her it would never stay.

I was angry at him for his confrontational attitude then today felt disappointed with myself for not helping his mother but I don't know that I really could have in that situation.

Just a story from the field.

 

[Agentguy5]

Ok, did a presentation to a 79 yr old woman who had a stroke 7 months ago. As soon as I walk in she says her son is an insurance agent and she wants him to be there but he just went to hardware store. She says he'll be right back.

I say that's fine. Ask her if he lives in the same state and she says yes. Then ask her if he sells life insurance, auto, renters, what??? She says she doesn't know. LOL.

I say well that's ok, because I am a specialist so I will have the answers she needs. Begin to explain my program then I see her son out front, pacing back and forth looking into my car, obviously agitated and tell her "your son is here, looks like he's about to have a conniption"

He walks in and she tells him the insurance guy is here and he says to me, "don't you know how to f---ing park" I'm parked next to the curb on a public street so I have no idea what he's talking about. I just say, I'm half Mexican, I park wherever I wan't (I'm extremely whitey so he just stares at me) then says "I'm her broker, what are you trying to sale her"

Show him the card she sent in requesting info and mention final expense. So he says what company are you with, Colonial Penn? I laugh and explain that I'm an independent broker and work for myself and write for many different carriers, he says yes but you have to have your contract with a company. ??? So I know then he doesn't know much. Once he heard the words final expense he went right to the tv companies and doesn't understand can work for himself. So I ask, he says he works for Health Markets, aka, Inspherion- a boiler room phone operation I believe.

I tried deflecting his anger and negativity for a few minutes with some humor and get him to understand I could help his mother, who seriously wanted help and answers but finally I told him he wasn't much of a broker if his 79 yr old mother didnt have life insurance and didnt even know her options and he didn't know how to get her 1st day coverage when I could but he wouldn't bypass his ego. I told his mother I was going to leave and I did. she apologized. I figured even if I sold her it would never stay.

I was angry at him for his confrontational attitude then today felt disappointed with myself for not helping his mother but I don't know that I really could have in that situation.

Just a story from the field.

I've walked into these a lot and in the end, all the "family" member is usually interested in is how much they can get out of the senior parent while they are still alive.

It's pretty common in Florida for the adult kids to be mooching off their parents until that adult kid can collect his own SS... so the LAST thing they want is for moms to spend any money without their approval!

 

[keith48]

I've walked into these a lot and in the end, all the "family" member is usually interested in is how much they can get out of the senior parent while they are still alive.

It's pretty common in Florida for the adult kids to be mooching off their parents until that adult kid can collect his own SS... so the LAST thing they want is for moms to spend any money without their approval!

On the other hand, if he was after her money he could have come at it from the angle of him being the beneficiary.

 

[Agentguy5]

On the other hand, if he was after her money he could have come at it from the angle of him being the beneficiary.

It all comes down to a very common mentality..

"How little can I do and how much can I get TODAY"

This is something that was taught to them by their parents BY Example!

$75 a month for life insurance is the same as -$75 a month for Beer Money

Reminds me of an issue I see a lot with insurance agents too...

They complain they are not making it but instead of knocking on doors, they hire an appointment setter so they can sit around waiting for leads to come in so that they can then go out on Pre-Set-Up-Appointments

Then they Fire the appointment setter for not getting enough appointments off of the leads!

 

[Rearden]

Sounds like it wasn't an "insurance salesman relative" thing as much as it was a D-bag thing.

I tend not to work those prospects too much, because many a times they end up buying from son, daughter, nephew out of guilt.

Obviously, if they want to buy what I show them, I sell them.

 

[VolAgent]

Personal experience has taught me if you hear the words insurance agent from a prospect in reference to themselves or a family member, run!

There are some exceptions, but generally it is a waste of time. If you do find that agent who can shut up and listen and asks good questions, you have a real prospect. These people can be your best clients and referral sources. But if they are at all interested in trying to show you how much they know (which is completely divorced from reality) or want to talk about how great they are, it is a complete waste of time.

 

[Josh]

I mean this with love; go back and read all the swings you took at him plus the dis in your head that he was just in a boiler room phone shop (which isn't what that is) along with you directly insulting him by saying he wasn't good at his job (much of a broker). Ignoring the very real challenge of the family member selling insurance, you appear to have completely disrespected this person in his mother's home and now you're wondering why you didn't get the business.

Do what you feel, but this whole situation you're describing sounds like you were just being abrasive. "You're son is about to have a conniption", "I laughed", "you must not be a very good broker", "I park wherever I want", none of that is treating someone with respect. It's easy to be nice to someone that is nice to you, it can be extremely productive to be nice to people that are rude.

 

[Gooner]

I mean this with love; go back and read all the swings you took at him plus the dis in your head that he was just in a boiler room phone shop (which isn't what that is) along with you directly insulting him by saying he wasn't good at his job (much of a broker). Ignoring the very real challenge of the family member selling insurance, you appear to have completely disrespected this person in his mother's home and now you're wondering why you didn't get the business.

Do what you feel, but this whole situation you're describing sounds like you were just being abrasive. "You're son is about to have a conniption", "I laughed", "you must not be a very good broker", "I park wherever I want", none of that is treating someone with respect. It's easy to be nice to someone that is nice to you, it can be extremely productive to be nice to people that are rude.

Damn, I hate when this happens...I agree.

 

[DHK]

While I'm good at what I do... my parents have never bought insurance from me. I'll give them advice... but I won't get in the way of them buying from anyone else... even though I'll end up being the one to "service" it long-term.

Sounds like he was extremely insecure and agitated... and that you didn't help things either.

 

[sbbuhc]

I mean this with love; go back and read all the swings you took at him plus the dis in your head that he was just in a boiler room phone shop (which isn't what that is) along with you directly insulting him by saying he wasn't good at his job (much of a broker). Ignoring the very real challenge of the family member selling insurance, you appear to have completely disrespected this person in his mother's home and now you're wondering why you didn't get the business.

Do what you feel, but this whole situation you're describing sounds like you were just being abrasive. "You're son is about to have a conniption", "I laughed", "you must not be a very good broker", "I park wherever I want", none of that is treating someone with respect. It's easy to be nice to someone that is nice to you, it can be extremely productive to be nice to people that are rude.

I don't disagree with you and that's why I posted this experience, to get feedback and to handle it better in the future. I agree I was not professional. He was very aggressive and very angry the instant he walked in the door, swearing at me. I tried to drill down and explain to him that I could help his mother but he was having none of it and I did lose my patience with him, thus I had to wonder aloud why his 79 yr old mother was without life insurance.

Thanks for the thoughtful analysis.

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I've walked into these a lot and in the end, all the "family" member is usually interested in is how much they can get out of the senior parent while they are still alive.

It's pretty common in Florida for the adult kids to be mooching off their parents until that adult kid can collect his own SS... so the LAST thing they want is for moms to spend any money without their approval!

someone else i talked to about this said this also. I've seen a few family members talk people out of a monthly payment

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I mean this with love; go back and read all the swings you took at him plus the dis in your head that he was just in a boiler room phone shop (which isn't what that is) along with you directly insulting him by saying he wasn't good at his job (much of a broker). Ignoring the very real challenge of the family member selling insurance, you appear to have completely disrespected this person in his mother's home and now you're wondering why you didn't get the business.

Do what you feel, but this whole situation you're describing sounds like you were just being abrasive. "You're son is about to have a conniption", "I laughed", "you must not be a very good broker", "I park wherever I want", none of that is treating someone with respect. It's easy to be nice to someone that is nice to you, it can be extremely productive to be nice to people that are rude.

the half mexican comment was because his mother said they were having problems with some mexicans down the street parking in front of their house, I thought I could get him to chuckle and calm down, but I was wrong and should just keep it professional in the future. I feel better for posting this, helping to see my errors