Final Expense Selling Machine.Where Are The Referrals

anyloan2 · 12-30-2008, 12:27 AM

I Have Been Selling Final Expense For Almost 9 Months And Have Had A Great And Rewarding Time Doing It. (i've Written Over 210,000 In Personal Production, 36k Which Was In My First Month In The Biz, And Have 16 Agents Under Me Currently Writing 70k Plus.) But I Would Like To Know What Is The Best Script For Getting Referrals?

I Typically Pull Out A Sheet And Have Them Starting Writing Down Names And Numbers When I'm Finishing Up The App. I Also Do The Triangle Where I Door Knock The Neighbors. I Would Like To Break Our Company Record Of 44k In One Month From A Single Agent And Know That This Is The Key And That I Am Capable.

Please Let Me Know What Has Worked The Best For You!

snowman · 12-30-2008, 03:16 AM

I use the qualifiying rule. This is MY rule, NOT an insurance company's rule. I tell them they do have to qualify as to their character and I need the names, phone #'s and addresses of 3 references that I will be contacting for a reference. This is also a close. Use a typed sheet with your letterhead and spaces typed in for the information. Put it in front of them with a pen and then shutup. First one speaks loses. Have them fill it out. They start trying to decide who to put down as references instead of giving objections. Tell them they need to call these references in advance to expect me. Then set your appointments. Tell them why you need to speak with them personally about your new client. I have a short list of questions I have already typed out on letterhead. I ask the references to please fill out the questions about the applicant. and place that in front of the reference. This gets them used to signing. 99 percent of the time the references will give you a good recommendation. After you get a recommendation talk to them about their needs. Make it a soft inquiry. The bottom line is I don't want to do business with someone that can't or won't give me a reference. It's either because they don;t really want the product and will cancel as soon as I leave or they have something to hide. Either way they won't be a long term client. It's my version of Markingriffin's Living Will refferal method.

somarco · 12-30-2008, 07:40 AM

I tell them they do have to qualify as to their character and I need the names, phone #'s and addresses of 3 references that I will be contacting for a reference.

So, you feel comfortable with deception?

Russ · 12-30-2008, 07:51 AM

Originally Posted by somarco

So, you feel comfortable with deception?

Exactly.

Uh....I don't think I would or could do that....if I were the "potential client" and an agent was asking me for that......bye-bye agent....bye-bye sell.

3 references to buy a FE plan? "Qualify as to their character"?

Why not just write the business and then....drum-roll.....ask them for referrals?

Markingriffin · 12-30-2008, 09:47 AM

Originally Posted by snowman

I use the qualifiying rule. This is MY rule, NOT an insurance company's rule. I tell them they do have to qualify as to their character and I need the names, phone #'s and addresses of 3 references that I will be contacting for a reference .

Hmm, I don't think this is legal. If your client calls the insurance dept and tells them that you made them qualify for the policy by the character , what would they do to you?

I think there are better, safer ways of getting referrals. If you sell yourself and not the insurance, you will get the referrals.

You can always ask them, did you do a good job helping them today and would they recommend you to a friend or family member.

If my boss calls you after I leave and ask you what kind of a job I did helping you today, what will you tell him? Let them client tell you what a great job you done and then ask for referrals.

There are tons of ways to reward the client with gifts without rebating.

Something simple to also do, is leave the client with 10 of your business cards and ask them to recommend you to some friends.

I become friends with all my clients and they don't mind helping me out. Sometimes, then ask me to call a friend or family members, without me having to bring it up.

Anytime someone gives me a referral and the person ends up buying something from me, I always go back to the person with a gift. I do not tell them I'm going to do this, and it is a nice surprise. They will end up giving you more referrals and they will help you.

tryan326 · 12-30-2008, 10:33 AM

Yeah that does feel kinda shady. Plus I could only imagine how uncomfortable the client may feel...probably not a good idea if you want to build a long term relationship. If anyone should be providing references as to their character it should be you as the agent.

Sometimes asking them for the info of those they've listed as benef leads to good referrals.

retread · 12-30-2008, 10:54 AM

Originally Posted by anyloan2

I Have Been Selling Final Expense For Almost 9 Months And Have Had A Great And Rewarding Time Doing It. (i've Written Over 210,000 In Personal Production, 36k Which Was In My First Month In The Biz, And Have 16 Agents Under Me Currently Writing 70k Plus.) But I Would Like To Know What Is The Best Script For Getting Referrals?

I Typically Pull Out A Sheet And Have Them Starting Writing Down Names And Numbers When I'm Finishing Up The App. I Also Do The Triangle Where I Door Knock The Neighbors. I Would Like To Break Our Company Record Of 44k In One Month From A Single Agent And Know That This Is The Key And That I Am Capable.

Please Let Me Know What Has Worked The Best For You!

If my memory serves me correctly, I saw another member that capitalized every word. I noticed that you have just signed up... could it be that you were on this forum under another name in the past?

Stratos · 12-30-2008, 11:00 AM

Originally Posted by anyloan2

I Have Been Selling Final Expense For Almost 9 Months And Have Had A Great And Rewarding Time Doing It. (i've Written Over 210,000 In Personal Production, 36k Which Was In My First Month In The Biz, And Have 16 Agents Under Me Currently Writing 70k Plus.) But I Would Like To Know What Is The Best Script For Getting Referrals?

I Typically Pull Out A Sheet And Have Them Starting Writing Down Names And Numbers When I'm Finishing Up The App. I Also Do The Triangle Where I Door Knock The Neighbors. I Would Like To Break Our Company Record Of 44k In One Month From A Single Agent And Know That This Is The Key And That I Am Capable.

Please Let Me Know What Has Worked The Best For You!

I call BS on this guy.

straightshooter · 12-30-2008, 11:11 AM

Referrals are not hard to get - if you simply help people and ASK...folks are glad to help you if you treat them the same way that you want to be treated.

Deception is illegal, not necessary and tarnishes the business for those of us who conduct business as professionals.

Do the right thing!

anyloan2 · 12-30-2008, 12:19 PM

I Have Nothing To Gain By Over Stating My Production. I Wouldn't Switch To Another Carrier For Any Reason. I Love Where I'm At And Have A Company Record To Smash. The Girl That Wrote 44k In One Month Started Back In April When I Did. I Have Written More Total Ytd Biz But Haven't Written More Than 35,996 In A Single Month.

How Many Referrals Do You Typically Get Per Client?
I Always Give Them And Referral Sheet And Us The Shut Up Method Currently. I Typically Get A Few Here And There But Nothing That Is Consistent Or At The Level It Should Be.

Also What Is The Best Opening Line That You Use To Set Referral Appointment?

I Am Successful Because You Can Always Learn Something New!!!

I Came From Mortgage Biz, Owned My Own Company Making Over 500k My Best Yr And Made A Lot Of Bad Real Estate Investments That Made Me Take A Change In Scenery From The Stress. Also I Knew My Agency Owner As A Client And Saw The Checks!! Making A Lot More Than I Was In My Peak.

HoosierDaddy · 12-30-2008, 12:36 PM

Originally Posted by Stratos

I call BS on this guy.

I Agree... If you want to know how to get referrals just ask... "What method do you guys use to generate referrals?"

For me, I like to put the client in a old fashion Iron Shiek "Camel Clutch" and say... "OK grandma tell me who your friends are!" That always works in getting names...

That was a free tip... No override required...

anyloan2 · 12-30-2008, 12:53 PM

Lol... I Prefer The Rear Naked Choke Myself.

No Overide Neeeded

Jk

Markingriffin · 12-30-2008, 01:01 PM

Originally Posted by anyloan2

Lol... I Prefer The Rear Naked Choke Myself.

Jk

I love watching U.F.C.
One of the champs (Evan Tanner) just died this year. His motorbike ran out of gas and he thought he could walk about 100 miles in the desert in 115 degrees weather. He was 37 years old. I hope he had life insurance. You know that things like this happen everyday. That is why it is important to have life insurance.

O crap, I'm sorry. I can't help it. I'm always in selling mode.

Stratos · 12-30-2008, 01:14 PM

What truely amazes me, is having an agent state his income, sub agent total, and yet is online fishing for information on how to improve on his "Final Expense Selling Machine". It could be his youthfullness (25y/o), his immaturity, his lack of being accepted growing up. I don't know. But everyone thinks there is a magical answer to being successful at anything.

Here is my tip, work hard, work smart, and be respectful. You will be amazed how far that will take you in life and in your business.

There is no magical trick to this. There are no leads drawing 5% or 6%. There is no way to make money selling in your underwear. You are not going to find the holy grail surfing the internet 8 hours a day.

The next tip will cost you a 10% override.

TRK3031962 · 12-30-2008, 01:25 PM

Just remember in asking for referrals, be specific, it helps the client think. If you just generally ask for referrals it gives them the whole world to think about at once and it 'freezes' up their thinking for the most part. If you can ask them more specifically things like...who do go to church with? who do you play bridge with, etc. Of course it helps if you've found out a little about their hobbies and things along the way. It just narrows down the field and they can think clearer as to who to refer. Make sense?

Mac1958 · 12-30-2008, 03:10 PM

Yikes. This notion of deceiving the client is depressing.

Lying to clients, especially to seniors, is what gives this profession such a bad name. It's also what motivates CMS to put tougher and tougher regulations on all of us. It's a self-inflicted wound.

With respect, anyone who has to lie to be successful in this business would do themselves and everyone else a favor if they would consider a different line of work. They're making things much tougher on the rest of us.

No one is lied to, cheated and deceived more than our seniors. They deserve better.

...

snowman · 12-30-2008, 05:00 PM

"Deception", "lies", "illegal"? I wasn't going to reply to any of these posts because I don't know any of you well enough to know what kind of person you are and what kind of "CHARACTER" you have. But enough is enough.

First of all, each and everyone of you put one or more "CONDITIONs" on whether or not you want to do business with someone. For some of you you use these conditions to determine whether the client meets your criteria. Some of these conditions are o.k. such as do they live close enough, can they meet me at a mutual time, are they in a warm receptive mode, etc..

I am willing to bet though that for some of you some of the conditions you only care about are are they a warm body, do they have a pulse, is there enough money in their bank account, etc.

All of us put conditions on which companies to represent as well. For some of us what's important is how much excess reserves a company has in order to pay claims. For others it's just how much advance premium can I get before the business falls off the books.

All I've done is formalize the process of "ME" determining whether or not "I" want to do business with someone. I don't HAVE to sell someone a policy and they don't HAVE to buy from me. And believe me, if your client has lied on their applicatin(and who hasn't had that happen that's been in the business a few years) and the company finds out about it it will decline the app anyway not just grade it.

So don't tell me I'm lying or deceiving people when I try and find out what kind of character they have. If ALL you care about is getting a check that's fine. I would much rather know I'm doing business with someone who I feel is an honest person with morals and standards. If you don't want to KNOW that's fine, but don't knock me for trying my best to find the best clients I can.

Bob

somarco · 12-30-2008, 05:06 PM

don't knock me for trying my best to find the best clients

So it's OK to lie to your clients. I presume you don't care if they lie to you as well.

Interesting way to conduct business.

Frank Stastny · 12-30-2008, 05:20 PM

Help me, Help me. I'm drowning in all this crap.

Lies and deception. That is exactly how the public sees insurance agents. Why? Because of agents like those posting above.

That ain't right! This time, more so than any other, I am really holding back.

Referrals are not given, they are earned by providing excellent service. I never ask for referrals especially from a new client.

However, large portion of my business is referrals. Every piece of correspondence I send out has a PS at the bottom. "If you know anyone else I can help with their insurance needs I would appreciate you giving them my phone number."

snowman · 12-30-2008, 05:38 PM

O.K. I think I see what the problem is. The original post was about referrals. I responded with how I get "references". If you'll notice, none of my posts refer to referrals.

I think there is a quantum difference between referrals and references. IMO referrals are for agents who operate from a position of weakness. To me asking for a referral is kind of like a dog begging you to throw him a bone. Please oh please, if you think I did such a good job for you then please, oh please, can you, could you please tell me who else would be kind to me. If that's your style and it suits your personality fine. For me, I provide references when I sit down with someone and they have the freedom to check me out at anytime. I should be able to and have the right to do the same with them. If this intimidates you or otherwise makes you feel uncomfortable that's your problem not mine.