Phone script for Medicare changes

[J.R.]

You are an instigator. I could get in trouble so many different ways here.

The used bookstore didn't have the particular Godin book you were recommending at the moment. So.... I came home with Purple Cow.

Medigap sales is a manufacturing process. There are some constraints and restraints to it so I am having some difficulty transferring the Old Beetle and New Beetle advertising concepts to it. If I say anything like that on the forums, it will probably go over about as well as suggesting that insurance companies pay claims out of inventory.

If Purple Cows are only going to be interesting to look at for awhile, does that mean we should really be looking for green skunks?

I could start a thread called Medigap Sales and Purple Cow Marketing and give my "fan club" another chance to take pot shots at me.

I got crossways with sshafran recently in two different threads on two different issues. One relating to webpages, the other asking for help. I don't have the discipline, comprehension or retention to sit down and read one of these from cover to cover. So I was reading a little here and there and was absolutely astounded when I saw concept and vocabulary relating to those issues.

The webpage issue, besides a technical problem which it was hard for me to believe someone would pay for, let alone defend, was that I did not perceive the page to be purple cow advertising. I thought it was falling into the trap of awareness is enough.

As I read Godin's description of consumer behavior, I thought "I am looking for a sneezer to help me with market focus and product understanding". For those who are already inclined to criticize me, the result is "expecting agents to work for free". It was most interesting for me to see, in a recent thread, that experienced insurance agents can have exactly the same Medigap shopping problems I have as a non-agent consumer.

-Get a license
-Sell
-Help Seniors
-Buy Scotch
-Rinse and repeat

I couldn't fathom talking about insurance as a consumer and your posts are well written. A few holes need to be filled, but that's an easy fix. If I wasn't an Agent and didn't love What I do for a living there is no way I could talk about this stuff all day, everyday It'd probably be worse than talking about P&C, which bores me to death. You've got potential man, but come on now...get off your ass and go stake your territory!

 

[midwestbroker]

I have to second the Gitomer recommendation. Yes, they are not large books, but they also don't have a lot of antidotal stories in them as well. I would wager if you took some of Zig Ziglar's books and took out the "fluff" they would be the same size.

There are no silver bullets or industry secrets to selling insurance. 2 main factors:
The needs of the client
The ability of the agent
Want a good phone script? Get really good and asking questions, finding the true concerns of the client/prospect, and offer solutions that will address those needs. That works in person as well.