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Frank do you have your own call center, or do you just have field agents under you? Just wondering if what you are doing is all done over the phone?
I ask because I am part of an agency here in San Diego that just recently put together a mini call center for calling T-65's, 3 telemarketers on a dialer calling for 2 licensed agents. I'm going to be the one that calls them on the FE after the advantage or med-supp plan is sold.
I think that the FE is better sold by the agent that sold the Med supp or advantage plan but for some reason our agents are gun shy on the cross sell. Your thoughts?
The "call center" I have would be me. I sit in the "center" of my office and make calls. haha I no longer have agents working under me.
Just about everything I'm selling now is over the phone because of time constraints. However, going on appointments is the part of what I do that I enjoy the most. I believe I can build a stronger, longer lasting rapport with my clients that way. That is especially important when selling Med Supps.
Cross selling FE, at least for me, is easiest done by me when I make the Med Supp sale.
The business model you are working under sounds like an assembly line operation, not one designed to make the new client feel "warm and fuzzy" and let them know that the agent will be there if they every need help. "Bim bam thank you mam, next." Sounds like they are in it for the "fast buck".
The public's perception of us is we are there to see how much of their money we can get in the least amount of time. By one agent making the Med Supp sale and passing that client to another "stranger" to give them a call and try to get more of their money confirms that feeling. In other words, if I were the client I think it would piss me off.
The writing agent should be the one that offers to further assist them if they need a few extra dollars to cover funeral expenses. I enjoy selling insurance because of the personal satisfaction I get out of helping my prospects and clients, not just to see how much of their money I can get.
What is the business model for staying in touch with clients? Is there another "stranger" that they will have to talk to if they need help, have questions or problems?
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Pardon my newb question, but what's a YIO?
That is funny Newby.
It is a CRM I developed for agents to keep track of their clients and prospects. The link below will take you to my website. YIO stands for "Your Insurance Office".
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