Writing 15 policies a week ?

Re: writing 15 policies a week??

Never heard of him but if you say he is a good guy, then great.

Systems and pitches have never worked for me. I never say the same thing twice. Never do the same thing on the phone or (when I did belly to belly sales) do the same thing on an appointment.

I don't have a script.

My objective is to get the prospect to open up and establish a dialogue. From there I ask questions. The questions provide clues as to what the prospect expects to gain from a transaction.

If I sense the interview is stalling I will shift gears and ask what kind of work they do, or how long they have lived in Atlanta. Anything to engage them and get back on task.

The more the prospect is allowed to talk, and talk about themselves the better chance I have of turning them into a client.

What I do cannot be taught because my approach is part what I have observed others do over the years and a big part me. Rigid systems and scripts throw my game off. When I have tried doing it "their way" I miss the mark. I am too concerned about what I am supposed to do next that I fail to focus on my prospect.

I have a natural curiousity, a keen eye and a very good listener. I don't miss much whether it is face to face or over the phone. The little things I pick up on and come back to is why my clients can relate to me. They sense a genuine interest in them and a desire to help.

One of my best friends and an agent as well refers to me as a mensch.

I think that is a positive but I never know with him.

If systems, templates and scripts work for you then that is what you need to do.


Here let me help you old timer!! His system is High Probablitly Selling. Works if you have the pipeline.

Sales Training & Selling Techniques of High Probability® Selling:noteworthy:
 
Re: writing 15 policies a week??

Here let me help you old timer!! His system is High Probablitly Selling. Works if you have the pipeline.

Sales Training & Selling Techniques of High Probability® Selling:noteworthy:

I just checked Google again and nope, didn't find your website on the "first" page.

We are still waiting to see this fabulous website that gets you so many calls each day that you can't handle them.

I think there is a "High Probability" that there is more smoke than fire in what you say.

There is an old Indian (Native American) proverb that goes something like this: "Him talk lot but him not so hot, him heap big smoke but no fire. :D
 
Re: writing 15 policies a week??

I just checked Google again and nope, didn't find your website on the "first" page.

We are still waiting to see this fabulous website that gets you so many calls each day that you can't handle them.

I think there is a "High Probability" that there is more smoke than fire in what you say.

There is an old Indian (Native American) proverb that goes something like this: "Him talk lot but him not so hot, him heap big smoke but no fire. :D

Sorry, Me and Bob get along, so the old timer comment, was nothing personal to him, Please argue with someone else.

Here you go: Check this Great Site out!
Missouri Medicare Supplement - Information and Quotes

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missouri medicare supplement
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Re: writing 15 policies a week??

I hear what your saying
From a pre screen process I think I am doing a good job but then when you have the app filled out and they list conditions that they did not tell you about. There is the problem but I can't be the only broker that has to deal with this. Yesterday I had a f2f meeting with a couple that over the phone they said they had just one health problem. When they came in they brought 2 large binders of health claims for the last 5 years. After looking at the on going treatments I told them flat out they would be a decline and stay on the plan they are on.

I just revamped my processes for indiviudal sales my main thing is group sales. I have always had the mind set the group sales is better than indiviudal but I have been able to produce a good amount of indiviudal sales over the years.

So I am really going to press the indiviudal biz and try to get to that 30-40 apps approved a month along with my group sales.

I have to admit that this forum is what has really energized me to push myself to set a goal for indiviudal sales.







Okay. You really are not doing that badly, however, if you have a good number that are in need of disease mgt., you might try spending a little more time on the phone discussing their cases. It beats the heck out of finding out, after you've wasted time that could have been spent more productively.

Don't be in such a hurry to take an application, you're finding out that it doesn't pay off. I don't know your financial situation, but taking a little more time with the "prospects" as opposed to wasting time with "applicants" should help. It sounds simple, but take time to do pre-screens and study the uw guides, you won't regret it.
 
Re: writing 15 policies a week??

"....just remember that the application needs to match your MIB report."

And after I explain what that means it really curbs the number of clients who do not disclose their complete health history.
 
Re: writing 15 policies a week??

"....just remember that the application needs to match your MIB report."

And after I explain what that means it really curbs the number of clients who do not disclose their complete health history.

In my state I do not think the carriers use the MIB anymore.

When I first got in the business 9 years ago it was the main governing body for underwriting but now I have not heard an underwritier even mention it in the last 5 years.
 
Re: writing 15 policies a week??

I think I am doing a good job but then when you have the app filled out and they list conditions that they did not tell you about.

If you ask most people if they are healthy the response is yes.

5' 8" and 260# and I don't take any medication, so yes, I am in good health.

I used to have high blood pressure but I don't any more.

I have 5 way bypass surgery but I feel good now.

Two questions will flush out most of the problems.

1) Are you taking any medication now? What are you taking and what is it for? Have you taken any other medication in the last 2 years?

2) Have you been hospitalized in the last 5 years? If so, for what?

Meds will address most of the issues your client will encounter in underwriting. The hospitalization issue will take care of the rest.

If you want to cover the other bases, you can ask if they have had anything major in the last 10 years such as cancer, heart problems or serious injury.

When I forget to ask about meds, which is almost never any more, is when I get tripped up. That is not to say you won't run across someone who is "borderline" diabetic, HTN or cholesterol treated with diet and exercise.

2 large binders of health claims for the last 5 years.

I hope you didn't drive very far . . .

Don't be afraid to take a health history over the phone BEFORE committing to a F2F meeting. No shows are bad enough without making your life more complicated by driving to see an uninsurable.

Or someone with no money.

Once you clear them medically, run some figures by them. I always ask what is the MINIMUM they expect to pay for GOOD coverage. This gives you an idea if they are realistic.

Run some numbers while you are on the phone and see if $40 per month is reasonable for a family of 5.

Just kidding . . .

Seriously. If they tell you they can't afford more than $200 per month and you are looking at $350 for a $10,000 deductible you don't have a prospect.

Save your gas.

Group sales are a different animal. No one is turned down. The only question is, how much is the premium.

You don't need as much underwriting data, certainly not up front, and not anywhere near as much on the application.

I worked the group market for years but the underwriting process in group vs. individual is as different as night and day.
 
Re: writing 15 policies a week??

I just revamped my processes for indiviudal sales my main thing is group sales. I have always had the mind set the group sales is better than indiviudal but I have been able to produce a good amount of indiviudal sales over the years.

Now I understand. You have to switch gears, and its not that easy. I have no idea why you thought group was better than individual, I guess its just your preference. Group is a pain in the ass to me. You are unconsciously skipping through the interview process. Same thing with switching gears from life to ind. health. If I took 50% of the clients that I've gotten sub std life rates on in the last 6 months and tried to put them in health policies, I would place maybe 60%. However, you are going from a guaranteed issue setting to full uw which is even harder.
 
Re: writing 15 policies a week??

Now I understand. You have to switch gears, and its not that easy. I have no idea why you thought group was better than individual, I guess its just your preference. Group is a pain in the ass to me. You are unconsciously skipping through the interview process. Same thing with switching gears from life to ind. health. If I took 50% of the clients that I've gotten sub std life rates on in the last 6 months and tried to put them in health policies, I would place maybe 60%. However, you are going from a guaranteed issue setting to full uw which is even harder.

I think group is better from a commission standpoint. Individual plans are a one hit for the first year and then it drops to 5% the 2nd. A group plan you make larger commission that do not drop off the next year sometimes even increase if the company grows. I have had a few groups go from 5 lives to over 50. When they get into that 50 range you make some jack on commish.
If you give the group clients good services and always look to save them money & time they don't leave you. I have only lost 2 group accounts in the last 9 years both were AOR's.
One of them I will be getting this Jan.

With your group clients when some one leaves the group plan its a good source for an indiviudal sale if they are not taking cobra.
 
Re: writing 15 policies a week??

Group plans can provide a steady way to pay the bills. It takes a long time to build up a block of any size, but once you get there it is a sweet ride.

I worked the group market for most of my career before burning out. Now I am tiptoeing back in.

I won't say one is better than the other, but if you get tired of what you are doing a change of scenery certainly helps.
 
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