Originally Posted by nfl72
stated by TPAA
"I consider my self an expert"
the definition of an expert is "an old drip"
Seems to fit nicely here! when you have all the money in the world and turn old and crusty, [ie TPAA] you need a bigger carrot.
I have evolved completely opposite of TPAA over time.
I used to do a lot of qualifying over the phone. Now I use the Massey method. Say as little as possible over the phone and schedule as many as possible. In fact; over schedule if possible. Makes up for the no shows.
From time to time I do find myself hitting a big one where if I had attempted to qualified over the phone I never would have just hung up.
You just never know
An old drip? You cut me bro, you cut me deep...
I can assure you your appt settings would be a whole lot different here than in Michigan- Here, you have to drop your min age to 50 in order to just barely crack getting 20 a week
Problem with the early 50 leads is, and you'll get 4-5 of them each batch. I can't speak for other states but here in Florida half those leads are usually males that are unemployed, living at home, or waiting to get their SSI approved and have no bank account and have a AMSCOT card with no money on it... I consider myself an upper tier sales agent and can close almost 90% of my appts- last year I started to do analysis on those appts and no matter how good you think you are- you couldn't close them on a $6 app.. Trust me-
And if you did? You'll be damn lucky if their first premium clears. When I first started in this business doing MP I was working 7 days a week busting my arse making 160k a year in AP- had to.. every client worked and you had to run your appts at night when they got home.. so you were usually restricted to 2 maybe 3 appts a night if you were lucky- and saturday was usually your full day and thats a hard day because most those clients had kids and were doing football etc.
I worked hard and built a house and paid it off in 6 years- My student loans paid for, my cars are paid for, no debt on my credit cards... Sure, I can spend a grand a week on leads and double my production and work my arse off.. but I don't want to-. Right now, With the system I developed over the phone setting appts I work Tues, Wed and a saturday every other week and can produce 80-100k in AP.
There's a lot of agents that show great AP numbers- But I guarantee 20% of those lapse.. And at the end of the year when you compare those agent Gross vs Net.. And there's a big difference in Net income vs AP-
I started going old school, way before laptops, when we use to have a rate book in our back pocket.. when cold door knocking was how you got your leads.. Know what I didnt do the last 10 years??? Ask for a referral... last year I decided to ask for referrals on a close... It's almost as good a lead as you'll get, when you call them, they'll listen to you because you mentioned their brother, sister parent etc... So far this year I sold 6 policies on referrals alone, something I didn't do the last 10 years for whatever reason-Not great.. but it adds up over time.. I also now give out my business card when I stop in between appts for lunch.. last year stopped into Dennys.. waitress was like 65.. gave her my card, she called me 2 days later- went there and not only sold her but 2 other waitresses... Working smarter, not harder...
I just ordered 30 tele leads for the first time in a couple years last week.. I went straight for the kill on those... "Hi, this is agent X- you spoke to one of reps the other day and they told you I would be calling, How much insurance are you looking for and are you looking to get something in place in the next 30 days?"
The only answer I want to hear from them is "About 5-10 thousands.. looking to get something soon".. Then I'll continue- If not I excuse myself and hang up the phone- Out of those 30 I sold a husband and wife for about 700 AP and a 63 year old man in perfect health looking for a 100 K 20 year term- gave him a quote over the phone and have an appt to write him this wednesday
My expected ROI is about $900.. I'm not chasing rabbits down holes anymore, cutting off the fat and weeding out the deadbeats
Liars & Buyers.... Find the latter....