Insurance Agent Forum

[al3]

I'm doing my cold-calling routine. OK, some folks are not in, and some folks are not interested, but hardly anyone hangs up.... and I never expect others in the financial biz to EVER cut the cord.

So this guy comes up on my GoLeads list:
http://www.innovativecollegefunding....o_ronadams.htm
And I call him. His secretary answers and I give my name and why I'm calling and she says "We're not interested. We have insurance." I say "Whom do you have coverage with?" She hangs up.

OK, so I'm a glutton for punnishment. Remember this is a small town (28,000 people) and I know half of them having been here for 25 years. I find the guy's website and I write him the following short note:

I just called your office (at 1:05 pm) to inquire about your healthcare coverage and your secretary hung up on me when I asked whom you had coverage with.

I only mention it because I also sell health coverage to parents of college bound kids... for them as well as for the kids... and I come across a lot of folks who need help with college funding... and I refer them to various people I know locally.

Just a suggestion. You should instruct your secretary to NEVER hang up on ANYONE in the insurance or finance business but should put them through to you. You never know who is on the other end of the line, what their book of business might be, etc.

I'm in my 50s, have lived in Fair Oaks for 25 years... and I know a few people... perhaps a few more than you. Train your staff to be cordial to everyone who calls. After her hang-up would I refer anyone to you? Would you refer to me if the roles were reversed?

Just a friendly bit of advice from one local businessman to another.

Regards,

Al

A. Canton
Adams-Blake Insurance Solutions
Fair Oaks, CA
916-962-9296 (best)
888-544-8081 (toll free)
www.insurancesolutions123.com
ac@insurancesolutions123.com
CA Lic # 0F31110

I got a one line note back from him. "Don't bother to call back." I was really stunned. I mean here is a nationally known financial planner who hangs up on others in the financial community. So I wrote him this note:

> don't bother to call back.


Ron:

I was expecting a short note saying "Yeah Al, that wasn't smart of her to hang up on you. I'm sorry. I'd like to discuss some common interests." That's what professionals do.... even those without a lot of pretentious designations after their name

All you wrote was the one line above. Nothing else. Just a rude sentence without even signing your name.

I'm sorry you didn't see my email as an attempt to help you or maybe establish a dialogue because that was my express intent.

After your reply above I'm NOT planning to call back. I've known arrogant men like you all my life and I know it's a waste of time to try to do business with them. You have a good resume. If you had some good business sense to go along with the resume, you'd be a good resource for me.

I sure expected a different reply from someone of your background and experience. I can only assume that your financial and analytical skills are far better than your people skills.

I'll leave you with a bit of knowledge that somehow along life's journey you never picked up on:

If you do a good job or make a good impression on someone, they will tell someone. If you piss-off someone... they will tell everyone.

What do you think I'm going to tell my sphere of influence about you? And after being self-employed in the Sacramento area for 25 years, just how large might my sphere be?

Oh, and I own a publishing company (www.adams-blake.com) so you are not the only person on the planet who knows how to use the media.

I wish this had come to a better conclusion between us.... but some guys just don't get it.

Al

I don't know about you folks, but I never hang up on anyone. I do my best to find out who they are and SELL them!!! I'm just totaly wigged out that a major financial planner would 'dis' a fellow community member (my home is about a 'long fly ball to center'... from his office!)

I understand when the painter or the gardener hangs up. They don't usually have sophisticated business experience. But a financial planner who has had a 6-page article in Senior Advisor?

Honestly folks. Don't 'dis' other sales people. Get them on YOUR side and see if you can be a referral source for them!

Do you remember this song (below)? What ever happened to the Orlons? Probably the same thing that will happen to the guy who hung up on me! What goes around, comes around!

-Al

Don't hang up (No No)
Oh don't you do it now,don't hang up (No No)
Don't hang up like you always do
I know you think our love is true
I'll explain the facts to you,don't hang up

Give me a chance or our romance is through
Don't hang up, Oh don't you do it now, don't hang up

I took a walk with Mary Lou
I ran around to visit Sue
She had some boys I never knew
Don't hang up
They took a ride so baby I went too

Stopped at the record hop I had to be a sport
We jumped and we did the slop
Then you walked in....and I was caught
Don't hang up, Oh don't you do it now
Don't hang up

A- you got some explain'in too
A like that chick I saw with you
So talk fast like you always do
Don't hang up, you've got one chance
Or our romance is through

Instrumental

Then you walked in and you were caught
Don't hang up Oh don't you do it now don't hang up

I didn't say our love was through
But if we made a fool for two
Cause making up is fun to do
Don't hang up

Cause no one eles will ever do but you
Don't hang up Oh don't you do it now
Or you'll be sorry baby
You know I love you baby

[Golddoor]

I have two transmission shops near my home and I stopped by each of them a few months ago doing B to B and one shop the owner was a complete A-Hole. Practically ran me out and told me not to come back. Well the other transmission shop a block a way was very professional and told me that they wasn't interested but would hang my flyer up on the bulletin board. Well about a month later my transmission went out on one of my vehicles and take a guess which shop got to do the $2700.00 worth of work?

I also had a lady, whom my wife takes our golden retrievers to to get groomed a few times a year, go off on me when I called her doing telemarketing last week. She told me to go to hell and not call back as soon as I started to tell her why I was calling. I then called her back and told her that we bring our dogs up to her shop to get groomed and that since she was so unprofessional and hung up on me that we would be taking our dogs to her competitor down the street.

[salpro22]

Originally Posted by al3

I'm doing my cold-calling routine. OK, some folks are not in, and some folks are not interested, but hardly anyone hangs up.... and I never expect others in the financial biz to EVER cut the cord.

So this guy comes up on my GoLeads list:
http://www.innovativecollegefunding....o_ronadams.htm
And I call him. His secretary answers and I give my name and why I'm calling and she says "We're not interested. We have insurance." I say "Whom do you have coverage with?" She hangs up.

OK, so I'm a glutton for punnishment. Remember this is a small town (28,000 people) and I know half of them having been here for 25 years. I find the guy's website and I write him the following short note:



I got a one line note back from him. "Don't bother to call back." I was really stunned. I mean here is a nationally known financial planner who hangs up on others in the financial community. So I wrote him this note:



I don't know about you folks, but I never hang up on anyone. I do my best to find out who they are and SELL them!!! I'm just totaly wigged out that a major financial planner would 'dis' a fellow community member (my home is about a 'long fly ball to center'... from his office!)

I understand when the painter or the gardener hangs up. They don't usually have sophisticated business experience. But a financial planner who has had a 6-page article in Senior Advisor?

Honestly folks. Don't 'dis' other sales people. Get them on YOUR side and see if you can be a referral source for them!

Do you remember this song (below)? What ever happened to the Orlons? Probably the same thing that will happen to the guy who hung up on me! What goes around, comes around!

-Al

I love the picture of the guy in front of the bookcases. I love a good library, but that is very funny given his occupation.

I am curious, do you normally keep on pressing the issue when somebody says they are not interested? Im not trying to rag on you, just find out your plan of attack. I noticed my stress level went down A LOT once I changed my original pitch and simply thanked the person for their time if they did not convey interest.

[al3]

I'm curious, do you normally keep on pressing the issue when somebody says they are not interested?

No. Never. I ask who they have coverage with. I then ask if they are happy with the plan they are on. If they say yes, I say "Well when you get a big rate increase try to remember 'insurancesolutions123.com' and I'll help you make a chagne. OK?" And that's that.

If they say they are not happy, or that they are on COBRA and they want to engage, I let them go on, maybe ask if they have considered a different group or indiv. plan. If they say they have no time to discuss it I ask if they would like me to call back.

If I can get a real person on the line I can usually interest them in saving money, etc. My problem is that no one is ever at their office! Or I get people who are not interested in getting healthcare but want to discuss the politics of it, etc. Sometimes I'll let it go a few minutes but most often I give them the 'other call' I need to take and I'm off.

Hardly anyone ever hangs up. Maybe once a week, if that and it's almost always someone who is not fluent in English (I stopped calling Mexican restaurants as their English is not too good and my Spanish needs a lot of improvement.)

Al

[Newby]

AL3, I agree with you 100%. People don't realize they run off customers for their own business just by being rude to people who they perceive as "unuseful" to them.

I try to live by the idea that you judge people by how they treat the ones that can do nothing for them.

The guy's an ass.

[salpro22]

No. Never. I ask who they have coverage with. I then ask if they are happy with the plan they are on. If they say yes, I say "Well when you get a big rate increase try to remember 'insurancesolutions123.com' and I'll help you make a chagne. OK?" And that's that.

Interesting approach to use. Seems open and inviting. Are you trying to pre-qualify on the 1st call?

Hardly anyone ever hangs up. Maybe once a week, if that and it's almost always someone who is not fluent in English (I stopped calling Mexican restaurants as their English is not too good and my Spanish needs a lot of improvement.)

I experienced a similar experience until I stopped using the term la Migra in my pitch. Sometimes I can even throw in a good joke if the timing and personality are a match

[al3]

Interesting approach to use. Seems open and inviting. Are you trying to pre-qualify on the 1st call?

It depends. Most often, no. However if I sense someone is really interested I'll ask their age and give them a quote on the phone from the rate charts (I knows some of them by heart by now anyway... since I only write a few plans... mostly HSAs... and the rates are similar.)

Most folks I just ask for the email address and send them the following.

Dear xxxxxxx:

It was nice speaking to you today. My agency, InsuranceSolutions123, specializes in healthcare related insurance. I write both individual plans and business group coverage.

There are many reasons to (re)consider your coverage. Here are just 12 of them:

1. Your monthly rate is too high.
2. You are paying for a services you don't use (i.e. you are healthy and don't go to the doctor often)
3. You are on group but the rates have increased or employer has increased your share.
4. You are on group but are thinking of retirement or quitting.
5. Your doctor has left your network and you want to stay with him or her.
6. You are very young and have no coverage.
7. You are on or near Medicare and need 'gap' coverage.
8. You have started a business and seeking 'guaranteed issue' group insurance (2 or more).
9. You are a business owner with group but want other quotes as renewal approaches.
10. You don't like the HMO plan and want greater flexibility (i.e. a PPO)
11. You need assistance with COBRA or HIPAA conversion.
12. You have medical issues and can't get coverage anywhere else and need an expert to help you.

I'm going to ask that you make a commitment and take the FIRST step. I'm very good at what I do and get a lot of referrals. However, I can't handle the number of clients who say they want me to help them, but who are not really 'motivated to make a change in their coverage. I do my best to direct my efforts to those who have 'real needs.' I don't do a long phone interview asking for your address, your health, etc. like other agents. Why? Because I've spoken to hundreds of people in the past who say "Sure, send me a quote." I then spend a lot of time to do the research and never hear from them again. I've learned that those who really value my services, advice and hard work are willing to make the first step themselves.

So, if you want me to help you, you need to go to http://www.insurancesolutions123.com and read about how I conduct this business.... and how 'broken' the entire system is... and how I can help you with it. If you see value here, then....

Please do this if you want me as YOUR agent:

Click on the Free Quotes button at the top of the screen and fill in the form with information about yourself and anyone else you want covered. Make sure you fill in the part about whom you have coverage with now. In the 'comments' section let me know what you wish to pay for coverage. Both are very important. I will find you plans that are in your budget. I can't do anything for you unless I know your budget and what coverage you currently have. Then click the Submit button at the bottom.

There is an optional procedure:

Click on one of the carrier (Blue Cross, Blue Shield, etc.) links and research the plans that are available. You can get quotes if you want, but don't apply until you talk to me. I need to make sure the plan you are interested in is right for your situation. Let me know via email ( ac@insurancesolutions123.com ) which plan you like.

Once I get the information, I will send you rates and plans that I think would be in your best interest to consider.

So now it is up to you. If you want to save money, get a better plan, or perhaps get your first coverage, go to http://www.insurancesolutions123.com . I will do my best for you, but you have to take the first step.

Best regards,



Al

Alan N. Canton
Adams-Blake Insurance Solutions
Fair Oaks, CA
916-962-9296 (best)
888-544-8081 (toll free)
www.insurancesolutions123.com
ac@insurancesolutions123.com
CA Lic # 0F31110

I add a scan of my handwritten signature and a .jpg of my picture (something I learned from John P.)

I'm still working on the language here. I think it is still a bit too long and maybe a bit too 'in your face' but I don't want tire-kickers or lookie-loos. I want clients who are 'motivated' for change. My feeling is that if they are not 'ready' today, they will not be ready tomorrow... so let them keep the letter (if the wish) and get back to me when they either get a rate hike, or in the case of those with no coverage, when they get sick or have an accident (which of course is too late... but there is always group... another kettle of fish discussed in another thread.)

HTH.

Al

[somarco]

Al -

I love your 12 step program. Great idea.

Overall a very good letter which is something I have come to expect from reading your "stuff". My preference is for shorter, 1 - 2 sentence paragraphs rather than lengthy ones.

Makes for easier reading.

Your encounter reminds me of a lady I "met" last week. Internet lead. Called a couple of times. Finally connected about 10 days after her submission.

She bought already.

Really? What plan?

Aetna.

Good company. Which plan?

PPO 2500.

You are aware of the limit on Rx?

Yes.

(No she isn't. Has no idea). Why did you settle on that plan?

It was less than COBRA and it had dental.

Almost anything is less than COBRA. So, your dentist is in their network?

No he isn't. I have to run. Thanks for calling.

So, I sent an email comparing the Aetna coverage with a similar plan including dental. Showed her (in the email) how the two plans compare (without revealing my carrier) and how my plan had better benefits for $130/month less.

10 minutes later I get a response. Tell me more, she says.

After a week and probably 30 emails (and two phone conversations) she asks for the app.

She get's a better plan. I get a client that will pay me $800 over the next 12 months.

All because she answered my question & I gave her something to think about.

Churchill said, never, ever give up.

I don't.

[healthagent]

I couldn't be happier if someone hangs up on me. No time wasted - onto the next call.

[Frank Stastny]

Originally Posted by al3

I add a scan of my handwritten signature and a .jpg of my picture (something I learned from John P.)

I'm still working on the language here. I think it is still a bit too long and maybe a bit too 'in your face' but I don't want tire-kickers or lookie-loos. I want clients who are 'motivated' for change. My feeling is that if they are not 'ready' today, they will not be ready tomorrow...

I talk to a lot of people who may not be ready "today", but for a lot of different reasons are ready "tomorrow".

I think you are right about it being "too long and maybe a bit too 'in your face'". As in an understatement even. I personally wouldn't respond. It sounds like you only want people who are sitting there with their check book in front of them waiting for you to tell them the amount. It really doesn't sound like you want to provide service nor "work" for the business.

If I tried to sell Med Supp insurance like that I would die on the vine. Most prospects don't know that they "need help" until I point out the differences between what they currently have, that they may think they are happy with, and what I can offer them.

If you want my business I would expect you to work for it, not send me to a website and expect me to spend all that time doing the research. If I was going to do that, then I wouldn't be interested in talking to an agent. Generally people who do that on thier own make a lot of mistakes.

Isn't that what "selling" is. Helping educate people to let them know that there are better options for them?

Just because we have all these new advances in technology doesn't mean that they are better than the tried and true methods of selling. I believe people still like dealing with real people, not a computer screen.

Why do you "scan your signature"? If you are making it a personal letter isn't it a little tacky to print your signature? I sign every letter I send out, it really doesn't take that long.

I think not having your signature is better than printing it. It tells me that you probably didn't even see the letter and are just "dumping letters" to hundreds of people hoping you get one back. I pitch letters that are suppose to be personal with a printed signature.

Are you really sending that letter out to people or is it just a draft that you are asking us to look at?

Sounds like you are trying to be an "underwear" agent.

[Frank Stastny]

Originally Posted by somarco

Al -

I love your 12 step program. Great idea.

Overall a very good letter which is something I have come to expect from reading your "stuff". My preference is for shorter, 1 - 2 sentence paragraphs rather than lengthy ones.

Makes for easier reading.

Your encounter reminds me of a lady I "met" last week. Internet lead. Called a couple of times. Finally connected about 10 days after her submission.

She bought already.

Really? What plan?

Aetna.

Good company. Which plan?

PPO 2500.

You are aware of the limit on Rx?

Yes.

(No she isn't. Has no idea). Why did you settle on that plan?

It was less than COBRA and it had dental.

Almost anything is less than COBRA. So, your dentist is in their network?

No he isn't. I have to run. Thanks for calling.

So, I sent an email comparing the Aetna coverage with a similar plan including dental. Showed her (in the email) how the two plans compare (without revealing my carrier) and how my plan had better benefits for $130/month less.

10 minutes later I get a response. Tell me more, she says.

After a week and probably 30 emails (and two phone conversations) she asks for the app.

She get's a better plan. I get a client that will pay me $800 over the next 12 months.

All because she answered my question & I gave her something to think about.

Churchill said, never, ever give up.

I don't.

I really like your approach. I also "agree" with a prospect and then ask a very telling question. If you tell them up front that they have a crappy plan then it immediately puts them on the defensive. That is a really nice smooth approach.

You were in control of the situation from the beginning and stayed in control. You really worked to get her business and showed her that the plan she thought she was happy with was not the best one for her

[newmindfashion]

Gotta side with Petrowski on this also. There's just too much business out there to get bogged down on one a--hole and not enough hours in the day as it is.

[newmindfashion]

Gotta side with Petrowski on this also. There's just too much business out there to get bogged down on one a--hole and not enough hours in the day as it is.

[K-Dub]

I called one of my leads yesterday and was told, "we just got on a plan and are very happy with the plan and agent." I asked him, who did you choose? He said Mega Life! I asked him if the agent explained the plan and limits it may have, he said yes. I asked him if he'd like to explore some better options, he said no.

How do you go up against that? Send a letter? With links to different websites that show what garbage it is? Let it go? I just hate seeing this happen, he totally got worked by this Mega agent. It's tough since you want to tell them how dangerous it is and what a bad decision they made without insulting their decision making.