Ok. I talked with him Wednesday, I left him a voice mail and he called me back asap. Very nice young man. Let me start off by clearing up a few things I posted in the original thread. First of all this kid is no newbie to the sales world, before coming on captive with bcbsla he sold sales coaching seminars with some sales coach guru type guy who has written some books and traveled around putting on these seminars. He told me he was spending 3 nights a week on the road and that got real old when he and his wife started having babies. Imagine that!!!!! 100 policies is also misleading and I apologize for that, let me explain. We work on a point system 1 point per sale or one policy issued. There is opportunity to get points several ways, policy issue, rollovers,addons,example ,cancer/serious disease,and a cash per day hospital indemnity. So as you can see he has opportunity to turn one health policy which would count for 1 point into 2-3 points.
Getting to what he really does is this, he uses Salesforce, says it is his life line. He used it in his former sales job and just applied it to the insurance business once he made his career change. He never buys leads, uses what bcbsla gives us. Which is points based, the more you sell the more phone duty days you get and the more leads they send you etc.
Never gives up on a lead until they tell him to stop bugging them. He uses this Salesforce to religiously send out emails and snailmail following a very detailed process(he did not enlighten me on this process).
Also he has a very specific set of policies that he quotes all with low premiums.
1. 2500 deductible 80/20 (no copay)
2.
HSA 3,300 deductible 80/60 (Single)
6,600 deductible 80/60 (family)
3.2500 deductible 70/30 with $50 copay $500 drug deductible
Based on the number of bcbsla policies sold on einsurance.com 70% are high deductible low premium and that is where most are missing the sales in our state. People are looking for low premiums and live agents are quoting them what they themselves would buy, not what the client can afford.
I sent him an email asking him how aggressive/passive his emails and letters to prospects were but he has not replied as of yet.
I had to basically pull all this out of him, he was cordial but I could tell he was not willing to just spill it all out for me on a step by step basis.
Re: Captive Agent Sells Over 100 Policies A Month???
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