In Home Presentation for Auto/Home/Life

mferrara · 08-29-2008, 07:34 PM

I am an active reserve agent with Farmers Insurance, have been in training for a few weeks, should be appointed with Farmers by the end of next week, so I am getting closer to the point where I will be able to go out and prospect working on that first appointment. Now since I am new at this whole thing and like all agents starting out don't have any funds for an office, I am strictly working out of the house. My question is how did your first couple of in house presentations go when you were staring out? In class they tell us to just use F.O.R.E (Family, Occupation, Recreation, Enjoyment) to gain rappor, however, this is easier said then done. I would like to hear from all of you actively in the field doing in home presentations. How was your first time, how did it go, and after how many presentations did you start to feel comfortable? Any tips as well would be greatly appreciated it. I look forward to your responses!

GreenSky · 08-29-2008, 07:54 PM

Originally Posted by mferrara

I am an active reserve agent with Farmers Insurance, have been in training for a few weeks, should be appointed with Farmers by the end of next week, so I am getting closer to the point where I will be able to go out and prospect working on that first appointment. Now since I am new at this whole thing and like all agents starting out don't have any funds for an office, I am strictly working out of the house. My question is how did your first couple of in house presentations go when you were staring out? In class they tell us to just use F.O.R.E (Family, Occupation, Recreation, Enjoyment) to gain rappor, however, this is easier said then done. I would like to hear from all of you actively in the field doing in home presentations. How was your first time, how did it go, and after how many presentations did you start to feel comfortable? Any tips as well would be greatly appreciated it. I look forward to your responses!

Rapport is bullschit. If you get in front of someone, all they want is price and service. If it was 1940, then that F.O.R.E. crap would work.

Just my opinion and I might very well be wrong.

Rick

moonlightandmargaritas · 08-29-2008, 08:08 PM

Based on almost 20 years experience in the business, this would be my advice: whatever Farmer's tells you to do, to be successful, DO THE OPPOSITE.

They should have a clue, but the truth is they don't.

PS-I'm not pickin' on 'em, it's not just them.

healthagent · 08-29-2008, 08:20 PM

....I guess it's kinda telling when you're in Farmers training yet rely on a message board to figure out how to gain business. So much for Farmers - seems as worthless at tits on a bull.

mferrara · 08-29-2008, 10:12 PM

Geesh, alot of negativity here. My goal was not to start a Farmers bashing discussion, all I am trying to accomplish is some tips of the trade from those of you that have had experience in the field. I was hoping to hear some first time stories is all.

healthagent · 08-29-2008, 10:17 PM

Well this might be controversial but here goes;

I've done in-home presentations for years and rapport before the presentation is generally a mistake.

The reason is it comes across as buttering them up for the kill and eludes that a product or price is going to be introduced that is not going to be what the client is looking for.

The pet the dog, compliment the house, etc...is for freezer plans and time shares.

I came in and politely got down to business. For me, rapport came after I closed the deal and that was the time we shot the ****.

My advice is come in, be professional and impress people with your knowledge and concern over matching them with the right product instead of striking up rapport before the pitch.

GreenSky · 08-29-2008, 10:31 PM

Isn't that pretty much what I said?

Rick

moonlightandmargaritas · 08-29-2008, 10:51 PM

Originally Posted by mferrara

Geesh, alot of negativity here. My goal was not to start a Farmers bashing discussion, all I am trying to accomplish is some tips of the trade from those of you that have had experience in the field. I was hoping to hear some first time stories is all.

Are you more concerned about feeling good, or what works?

mferrara · 08-29-2008, 11:09 PM

Healthagent, thank you for your advice, I appreciate it. I know if you asked me what it was like to take the mound in a championship game for the first time I could tell you that it sure was nerve racking and scary. I remember looking at the first batter, he was sure a big fella. Hoping I would be able to throw consistent strikes. After I threw that first pitch for a ball, I was like oh man here we go, but once I settled down and got that first strike, it sure felt good. After that first strike out I was in the zone, etc.... You know just a little insight as to what it is like sitting in front of a customer in there own home being under the gun...

healthagent · 08-30-2008, 07:41 AM

I would hope Farmers would let you tag along with a senior agent so you could see a few presentations.

lisar1208 · 08-30-2008, 08:51 AM

Hello, just out of curiousity do they give you leads? Do they not have a main office or somewhere you can work out of?

mferrara · 08-30-2008, 05:39 PM

I am not sure if they have you tag along at all, I have only been in the training class for 3 weeks now, we are just getting into the presentation part of the training. They don't provide you with leads, however, they do have salesgenie in which we are able to pull leads from. They do have a district office which is where the training takes place, but as for a place for you to work out of that is a big negative.

lisar1208 · 08-31-2008, 09:14 AM

Working with Farmers are you captive?

1manshow · 09-03-2008, 12:54 PM

I agree with getting down to business. Patronizing by a virtual stranger is probably going to piss most people off.

Earlier in my career, I collected testimonials from three or four dozen very satisfied clients and put in into a "what do your neighbors think of us?" type of brochure. If I had to leave the appointment without the app. I always left them with some of this type of literature to look at.

We still include testimonials in with every prospect mailing that leaves my office.

healthagent · 09-03-2008, 01:21 PM

Rapport needs to be used with the right prospects and this is how sales is partially talent.

There are prospects you can lose if you don't build rapport, and prospects who would rather scrap their nails down a chalkboard than "shoot the ****" with you - they just want to sign up.

If you can't learn to read your prospects there's gonna be some embarrassing dead air if you launch into "So how 'bout those Bears!"

When I'm sold something I can't stand rapport - give me the details and price and shut up. No, I don't give a c**p that you're married with three kids and if you're son plays soccer that's great - so does mine - now again, shut up and give me the details and price.

saieddie · 09-03-2008, 01:30 PM

Different strokes and all that. If you're dealing with someone who wants you to come to their house and talk insurance, you need to start off with some kind of rapport, else why would they trust you enough to do business?
Anyone who's buying solely on price, will do so over the phone and save you a trip.

BiggitySwat · 09-07-2008, 03:40 AM

Originally Posted by saieddie

Different strokes and all that. If you're dealing with someone who wants you to come to their house and talk insurance, you need to start off with some kind of rapport, else why would they trust you enough to do business?
Anyone who's buying solely on price, will do so over the phone and save you a trip.

That's a good point. Being where I am though and in a different culture, rapport is not only welcome, but demanded. I find that if I don't have my clients laughing at my jokes and pouring their heart to me about their job/hobbies as I'm setting up my presentation, my chances of having a sale drops off significantly.

Like said before - if all your purpose is to talk about the price of an insurance plan and what it comes with, what stops the prospect from just calling your carrier directly and buying it over the phone, saving themselves the inconvenience (and possible risk) of sitting down with a salesman?

SFTICA · 09-07-2008, 10:30 AM

"Even my dog knows he should try to lick my face before he begs"

You need to lick some face first.

I read that in a book, good advice, you do need to find things in common with prospect in case your price and service are equal you can earn the business on the referral or similar hobbies kids on same sports team etc.

Soaringagent · 09-09-2008, 01:21 AM

Different insurance sales presentations work for every type of personality. For me, it seems like people lose respect when I go to their house. I prefer for them to come to my office.

djs · 09-09-2008, 02:03 AM

There is a method to the madness. You do have to know who you insure, and getting to know them a bit helps a lot in the longrun.

The trick is to match personality types. A type 'A' driver style personality doesn't deal with the smalltalk BS. Straight to the bottom line. Others will give you their life story without you even asking. Just follow along after your first question or two, mirror them, you'll do well. As time goes on, you'll start to feel more comfortable weaving questions into the presentation.

The one thing I strongly disagree with Farmers / State Farm / Allstate (pick your captive P&C agency) is that the client does NOT want an education in insurance, they just want to know that their problem will be taken care of. Once you figure out how to not push to hard on trying to teach them everything you know, you'll do well.

Here's the thing.... you'll blow your 2nd, 3rd, 5th presentations, and many more. Don't worry about it. Move on to the next, but take a moment to think about what you could have said, should have said, differently. Learn from the errors, improve next time. Don't try to cookie cutter everyone into the same thing or same presentation. You work for them, act like their advisor, not a salesman, you'll do extremely well.

Dan