Insurance Agent Forum

[Frank Stastny]

Originally Posted by healthagent

Leads me to wonder why 95% of all agents who buy leads crash and burn.

This is not a very popular answer or what most want to hear but it accounts for the majority of the agents I have seen crash and burn.

They are too lazy to learn and invest the time it takes to know how to prospect. They want it handed to them by one of the "seasoned agents" on the board.

"Go to my website, find the plan you want, click here and fill-in the blanks, put my agent number here and click send."

The internet is a wonderful thing but it has drawn a lot of "wanna-bees" into the insurance market who think all they have to do is have a website and clean underwear once a week.

We get new agents here every week who are looking for the "easy way to do it" or a "gimmick" to fool the prospect into filling out an app.

[moonlightandmargaritas]

Originally Posted by Frank Stastny

"Go to my website, find the plan you want, click here and fill-in the blanks, put my agent number here and click send."

If this is true, how did ehealthinsurance.com get to be the largest health insurance agency in America?

Now we'll get all kinds of posters that will tell us that ehealth is not competition for them...can't do the job that they do, blah, blah, blah.

They're fools.

I don't argue that they are wrong...but it is what it is. The results don't lie!

Frank, don't get me wrong, I admire the relationships you've built doing medsupps over the last what, 20 years? But anybody that thinks that insurance (or anything) will be sold at the end of the next fifteen years like it was at the beginning of the last fifteen years will go the way of Eastern Airlines, People's Express, the railroads, dodo birds and...General Motors!

It will still be all about relationships - but relationships will be built far differently in 2024 than they were in 1994.

[Delta76]

True. The only one solid piece of info I can give any new agent coming in is if they're "broke" with no previous successful cold-calling experience their odds are near zero.

Absolutely! However, I'm proof that they're not zero. I came in with no money, no sales exerience, no life experience, no business experience, shy personality, and no product/sales training. Most difficult thing I've ever done in my life, many sleepless nights. But it can be done!

[medx]

Absolutely! However, I'm proof that they're not zero. I came in with no money, no sales exerience, no life experience, no business experience, shy personality, and no product/sales training. Most difficult thing I've ever done in my life, many sleepless nights. But it can be done!

Brings back memories.

[robliano]

Preach it brother, you deserve to be commended and should be inspiring to others!!

Originally Posted by Delta76

Absolutely! However, I'm proof that they're not zero. I came in with no money, no sales exerience, no life experience, no business experience, shy personality, and no product/sales training. Most difficult thing I've ever done in my life, many sleepless nights. But it can be done!

[vlade1212]

I think cold calling can be done with a script, but you have to work the script and get good at it, so it doesn't sound like a computer talking. Granted cold calling is not easy at first but, if you continue to do it over time it becomes just an everyday part of what you do. Also, I have read many of Rob's posts and one thing that got me to thinking about and doing cold calling was his post on time. I figured I had one or two hours a day that I could cold call and how many people can you touch in one or two hours. If even one appointment came from it and you sold it no matter what the premium was it cost you well only your time. I figure B2B walking/talking and cold calling are better than the internet leads are these days. The cold calls and B2B leads are "exclusive" to you cause no one else called them only you. These two ways cost the least only your time and maybe a little bit of money for marketing material for walking/talking compared to $7-$15 for internet leads. I would say we all have time if we calculated all the time reading and posting here how many hours do we all waste? Those hours could have been used cold calling to get some more appointments which could equate sales and $$$$$$. Just my two cents!

[Frank Stastny]

Originally Posted by moonlightandmargaritas

If this is true, how did ehealthinsurance.com get to be the largest health insurance agency in America?

Now we'll get all kinds of posters that will tell us that ehealth is not competition for them...can't do the job that they do, blah, blah, blah.

They're fools.

I don't argue that they are wrong...but it is what it is. The results don't lie!

Frank, don't get me wrong, I admire the relationships you've built doing medsupps over the last what, 20 years? But anybody that thinks that insurance (or anything) will be sold at the end of the next fifteen years like it was at the beginning of the last fifteen years will go the way of Eastern Airlines, People's Express, the railroads, dodo birds and...General Motors!

It will still be all about relationships - but relationships will be built far differently in 2024 than they were in 1994.

I do not totally disagree with you. I was referring to new agents who have gotten into this business thinking that all they have to do is build a website and either hire someone to do their prospecting or that by having a website people are going to flock to them.

There are many insurance professionals who have learned to use other people, leads and websites to their advantage. We don't see them posting here though looking for an easy way of selling. I've never seen a post like that from you or John or some of the other professionals here.

I also agree that in the coming years agents who do not continue to grow with the changes taking place are going to be on the outside looking in.

However, what was consistently successful for me in 1995 as the most effective way to sell Medicare Supplements is still the most successful way for me to sell Medicare Supplements today. Is that likely to change in the coming years, absolutely. Is there a good reason for me to abandon what is working today and try something else, no.

As the market changes I am willing and ready to change with it. It ain't broke yet so I am going to wait a little longer before I try to fix it.

I would never try to sell health, life or LTCi the way I sell Med Supps. They are unique unto themselves and I have it down to a "science".

[SportsNut]

Originally Posted by Delta76

Absolutely! However, I'm proof that they're not zero. I came in with no money, no sales exerience, no life experience, no business experience, shy personality, and no product/sales training. Most difficult thing I've ever done in my life, many sleepless nights. But it can be done!

The odds are less than 1% that you are still here... So never say never, (or ZERO) as the term is used in this thread.

You are probably one of those kids that sat up front in geometry class, too.

[1manshow]

20+yrs ago, Starting with 0 policies myself, I found a simple script then that worked better than anything I've tried over the past 20 years. My initial call was nothing more than Hello Mr Dover, DW here with the W agency here in town. I called to see if I could have your permission to send you out a free gift along with a little info. about my company ? Thanks, I have your address as.....

Second call in one week Hello Ben, DW here again from the W agency.............called to see if you got the package I sent over.........Great... thank you for allowing me to introduce myself. Before I go I should tell you I'd be glad to mail you out some info. that may show you how to save money on your #$@insurance.... if you don't mind answering a few quick questions......either way, I developed a warmed lead for future follow-ups

God I'm glad I don't ever have to do that again

[insuranceexec]

Originally Posted by SportsNut

The odds are less than 1% that you are still here... So never say never, (or ZERO) as the term is used in this thread.

You are probably one of those kids that sat up front in geometry class, too.

I sat in the first row.................LOL

[healthagent]

Before 6 years ago every insurance agent in the country had to build their own book. A few (very few) did it starting with friends and family. Everyone else did it by cold calling or being active in their community.

[robliano]

I think due to texting, Wii and the continued progression towards insulation, real relationships will be even more critical to any sales professionals success.

Customer loyalty + customer satisfaction = clients for life.

Originally Posted by moonlightandmargaritas

It will still be all about relationships - but relationships will be built far differently in 2024 than they were in 1994.

[moonlightandmargaritas]

Originally Posted by healthagent

Before 6 years ago every insurance agent in the country had to build their own book. A few (very few) did it starting with friends and family. Everyone else did it by cold calling or being active in their community.

No, not really.

For many moons and suns, agents have also grown their business through direct mail, seminar marketing, print advertising, and the more traditional marketing methods.

[healthagent]

All true. All we know at this point is the average IQ of anyone who wanders onto some random website and puts in their real name, address and phone number is about 10 points higher than Downs Syndrome.