Selling Final Expense Via Telephone

[steveadlman]

There is no question as to whether or not it is growing in popularity with agents, it already has. There are also a lot of, especially new agents, who are failing because they believe it can be done beginning day one.

The questions is, not are they selling more, but is what they are selling staying on the books long enough for the agent to earn the full year of commission. For the "pros"? The answer is most probably yes. For the rookies? The are probably going to go broke buying leads and incurring charge backs.

Just because it is possible to do does not mean that every agent with a computer and telephone is going to be successful at it.

God love the "new guys" who want to become underwear agents right out of the box. It's job security for those seasoned, professional agents who know how to help prospects make well-informed, intelligent decisions as opposed to just trying to sell them something.

Good advice Frank.

 

[arnguy]

Wino: "I sale a lot by phone." Really, I thought you sell a lot by phone.

Frank: "I tell agents I train to roll play on the phone....." I guess that can be done if they are on a train rolling down the tracks. Otherwise, I believe they play a role.

I am in a pissy mood today, guys!

 

[Frank Stastny]

Wino: "I sale a lot by phone." Really, I thought you sell a lot by phone.

Frank: "I tell agents I train to roll play on the phone....." I guess that can be done if they are on a train rolling down the tracks. Otherwise, I believe they play a role.

I am in a pissy mood today, guys!

I really prefer they do it on the "roll". It makes them put their pants on and keeps them away from the porn sites.

 

[arnguy]

Dammit, Frank, I thought one of the perks in your training was the best porn sites on the internet. I guess I was wrong.

 

[WinoBlues]

Really going through the Depends today?

Wino: "I sale a lot by phone." Really, I thought you sell a lot by phone.

Frank: "I tell agents I train to roll play on the phone....." I guess that can be done if they are on a train rolling down the tracks. Otherwise, I believe they play a role.

I am in a pissy mood today, guys!

- - - - - - - - - - - - - - - - - -
Really going through the Depends today?
Ps.... doing this during 3 hr trip to do a deal I could not close on the phone.

Wino: "I sale a lot by phone." Really, I thought you sell a lot by phone.

Frank: "I tell agents I train to roll play on the phone....." I guess that can be done if they are on a train rolling down the tracks. Otherwise, I believe they play a role.

I am in a pissy mood today, guys!

 

[arnguy]

Double post, Wino. Shame on you. The Tequila will take care of things after dinner,

 

[Nolby5]

No. I use Lincoln Heritage and Senior Life.

How do you get past the issue that on the forum most say LH is very expensive?

 

[Daytona_Guy]

How do you get past the issue that on the forum most say LH is very expensive?

You don't. You can't hide the 10 ton elephant in the room.

If your client could purchase $10,000 in coverage from LH at $70 per month and get $20,000 from Foresters for the same $70 per month, your LH business won't be sticking around for too long.

If you have done this as a telephone sale, you can bet this client will be pursued again by another final expense agent - most likely representing a less expensive carrier than LH - it's hard not to find one less expensive than LH. This means you are challenged not only with how much you can sell at those rates, but more importantly, how much stays on the books with those rates.

There's nothing wrong with selling final expense by phone; but it's over 100 times more effective to lead with a Medicare Supplement and then add on the final expense policy after the fact. See the video.

 

[jdeasy]

Jdeasy,

That $130,000 ap YTD with only spending $4k on marketing is an amazing ROI. What lead company are you using? Are you doing direct mail or buying individual leads? I am in the process of getting started selling final expense (been in business for almost 6 years just in a different market) and am trying to learn as much as possible on the best way to market. I have been buying individual leads for $18 a pop and they have not been as profitable. Any help would be greatly appreciated.

I didn't see this question until today, sorry. I get my leads thru EFES. I get 15 leads per week and I pay $11 per lead.

I don't buy leads anywhere else.

 

[crons79]

Jdeasy, how far away from Somerset, KY are you? I have a brother who is a Chiropractor in Burnside, KY.