Insurance Agent Forum

[Wprice]

Originally Posted by LaffAgent

The difference between selling tangible and intangible products is no greater than the difference between selling life and selling p & c. (I'm a life guy, by the way)

Sure the technicalities are different, but the root skill is the same. Think about it this way: You can be the most knowledgable person in the world about human anatomy. You can have watched a thousand operations. But if you don't have a steady hand, you can't be a surgeon. Maybe ...MAYBE... you can practice and make your hand slightly more steady, but if you're a shaker you're a shaker and you're never gonna be a surgeon.

If you don't have the sales gene, you don't have it.

I completely disagree that the basics of P&C and Life are similiar. Life requires Much MUCH more showmanship. Here's my favorite trick with life. I bring in a loaf of bread, a pair of baby shoes and a picture of a house. after getting to know the people for about 5 mins, I set up the three items on the table and say the following:

"Mr Prospect, you work to put food on the table, a roof over your head and shoes on your families feet. What would they do if you're gone?"

The look is amazing....

Along with P&C I've dealt with the most boring agents and bought from them because I had to. Not wanted to.

[salpro22]

Originally Posted by Wprice

I completely disagree that the basics of P&C and Life are similiar. Life requires Much MUCH more showmanship. Here's my favorite trick with life. I bring in a loaf of bread, a pair of baby shoes and a picture of a house. after getting to know the people for about 5 mins, I set up the three items on the table and say the following:

"Mr Prospect, you work to put food on the table, a roof over your head and shoes on your families feet. What would they do if you're gone?"

The look is amazing....

Along with P&C I've dealt with the most boring agents and bought from them because I had to. Not wanted to.

1) Can I keep the bread and is it fresh. I only eat light-bread or multi-grain.
2) What type of shoes. I only wear Cole Haan and Moreschi.....
3) Picture better be in color and framed....


I like your method....

[Tar Rat]

It seems to me that the real trick to making it work in the insurance biz is not actually knowing everything, but knowing more than your client-- or making them think you know more. That's basically what sales are all about, regardless of what product your selling. I think you can apply the same principal to taking the test... i.e. don't second guess yourself. You'd be surprised how much you really retain from study when you don't stress yourself out. Stay calm and go with your gut, that's what I do and look how cool I am.

[arnguy]

Wprice, do you leave the loaf of bread with the prospect/client? What type of bread do you take to the house?

[arnguy]

mjlerario, the best advice I can give is "study, study, study." Let us know how you make out.

[Frank Stastny]

Originally Posted by Tar Rat

It seems to me that the real trick to making it work in the insurance biz is not actually knowing everything, but knowing more than your client-- or making them think you know more. That's basically what sales are all about, regardless of what product your selling.

I'm not sure I would agree with you. It's really not hard to know more than the prospect. Maybe if all you are trying to do is sell an insurance policy that may be true.

However, if you are really going to help them make a well informed, intelligent decision about getting the policy that is the best investment of their premium dollar, I think you need to know everything there is about what you are selling. Also what your competition is selling.

If you truly help someone get the very best policy they will not only thank you and keep it, they will tell everyone they know about "their insurance agent".

[Mattw]

Pay for practice exams. The company giving you the exam probably offers practice exams for a fee. Buy lots of the those exams.

Try www.Promissor.Com. They do the exam testing in Washington state and provide practice exams for a fee.

I just passed my (Life/Disab) exams and the questions can be tricky.

[ROGCHAP57]

if your company is paying check out Compu Cram for Life And Health, it's about $80 but the way it helps you review is well worth it, just my 2 cents.
Good luck on the test.

[WBunch]

For what its worth, STUDY, STUDY, AND STUDY. I passed every one of my license exams (Life, Health, & Accident, Series 6, 63, 65, and 7) all on the first pop. Why? Because I studied my butt off. I scored a 93 on my Life exam.

[salpro22]

Originally Posted by Frank Stastny

I'm not sure I would agree with you. It's really not hard to know more than the prospect. Maybe if all you are trying to do is sell an insurance policy that may be true.

However, if you are really going to help them make a well informed, intelligent decision about getting the policy that is the best investment of their premium dollar, I think you need to know everything there is about what you are selling. Also what your competition is selling.

If you truly help someone get the very best policy they will not only thank you and keep it, they will tell everyone they know about "their insurance agent".

Agreed. I want all of my clients to talk about me as being the health insurance expert/successful small business owner. Ideally, I hope to keep the majority of my clients for life because I LOVE the small business market.........and true entrepreneurs persevere whereas others give up and fall, but don't get back up. I really don't want a client who tells me they only plan in being in business a year or two.

You can be a great salesman and make some very nice money without an extensive knowledge of a product or the market, but where is the fun in that!

[telechic]

I think that if you don't pass a test no matter what kind of test that it is does not mean that you will not pass it the next time...and if you should fail it once more....try, try again. The only thing that determines if you are a failure at something is you. If you let what others say and the fact that you didn't pass it the first or second time intimidate you, then you will manifest negative thoughts (which is known to always cripple you mentally) making you believe that you aren't cut out for the profession. A person that wants to sell insurance really bad can accomplish becoming a super sharp insurance agent if they eat, sleep, and breathe it. I believe success in this business or any other sales business is made up of a mixture of things:

1. Determination (will take you a very long way)
2. Willingness to do whatever it possibly takes
3. Focus
4. Positive thinking
5. Understanding that there is ALWAYS room for improvement

I myself don't have any experience "yet" in selling insurance, but I have experience in sales (wireless door to door sales). I can honestly sit here and say that that job was the hardest job I have ever had, but I ate, slept, and breathed cell phones (plans and all). I worked for MCI Worldcom and I was so determined to be at the top that I was in my department. I sold and closed the deal on over 50 contracts consecutively for 3 months (until the whole dept was unfortunately was shut down due to reasons beyond my control). I held one of the positions for the top 2 sales field reps and even shocked the regional manager at how well I was doing which in turn got me approved for a raise. There were other reps there that were cocky and laughed and said that I was doing this and that wrong and they would say how I was probably going to not get sales doing it my way. I was burning up with so much determination though that I followed my heart and utilized the ideas that I came up with. I kept my flyers with me at all times in my car and every person that I came in contact with received one. All I discussed with people was my plans and how I could help them. I never pressured anyone to purchase from me, but I always left a deep lasting first impression that I was wanting to help them. I made so much money and it felt great. My phone rang so much that I would have to turn off my phone by a certain time of the evening just so I could get time to myself and chill. I can admit though I was on fire.

I have told a freaking story, but I only said all that just to make a point that passing or failing on your 1st or 2nd try of that test does not determine whether or not you are meant to be a insurance salesman/saleswoman. You are cut out for whatever you believe you are cut out for. If this is what you really want, go after it ....no matter how many times it takes for you to take that test over...keep taking it till you pass that sucker. I would suggest for anyone that is having troubles with passing the tests, getting prospects, or whatever to read this book called The Magic Of Thinking Big by David J. Schwartz, Ph.D. There is nothing that you are not cut out for that you may want...all it takes is persistance and practice and from my impression of you I believe you have it to have taken the test a 2nd time already. Keep at it, you'll pass it.

Alot of the greatest and well known people in the world failed things their first and second and some even failed a third and fourth and fifth time at things that they were attempting to accomplish....but the reason they are so great is because they didn't let it stop them or get em down. They kept on trying to they finally accomplished what they were trying to do. Jim Carrie and Tyra Banks are really good examples of people that were told that maybe what they were trying to do was not meant for them, but if you look into it...you'll see that they let that go in one ear and out the other.

[Winter]

Okay, well it is good to be motivated and ballsy and have determination. It is also good to develop a strategy for gaining the knowledge for passing the test rather just going in there like you are bungee jumping.

Take a CD based training license course that has a large selection of practice questions and exams. Use those exams to generate practice test results that give you a diagnostic look at the areas that you are doing well in and the areas where you need help and use that as a guide. Keep doing that over and over until you are passing the practice exams with a high score. If you get to the point where you are remembering answers to questions and need fresh material then get another CD course and use that too, this is if you are serious and have been flunking exams. My point is, yes be motivated, but get some knowedge along the way too.

Many years ago, I got my CD based training course from BYSIS and it worked very well. Can't remember what the company was but the actual exam was easier than their practice tests.

Winter

Originally Posted by telechic

I think that if you don't pass a test no matter what kind of test that it is does not mean that you will not pass it the next time...and if you should fail it once more....try, try again. The only thing that determines if you are a failure at something is you. If you let what others say and the fact that you didn't pass it the first or second time intimidate you, then you will manifest negative thoughts (which is known to always cripple you mentally) making you believe that you aren't cut out for the profession. A person that wants to sell insurance really bad can accomplish becoming a super sharp insurance agent if they eat, sleep, and breathe it. I believe success in this business or any other sales business is made up of a mixture of things:

1. Determination (will take you a very long way)
2. Willingness to do whatever it possibly takes
3. Focus
4. Positive thinking
5. Understanding that there is ALWAYS room for improvement

I myself don't have any experience "yet" in selling insurance, but I have experience in sales (wireless door to door sales). I can honestly sit here and say that that job was the hardest job I have ever had, but I ate, slept, and breathed cell phones (plans and all). I worked for MCI Worldcom and I was so determined to be at the top that I was in my department. I sold and closed the deal on over 50 contracts consecutively for 3 months (until the whole dept was unfortunately was shut down due to reasons beyond my control). I held one of the positions for the top 2 sales field reps and even shocked the regional manager at how well I was doing which in turn got me approved for a raise. There were other reps there that were cocky and laughed and said that I was doing this and that wrong and they would say how I was probably going to not get sales doing it my way. I was burning up with so much determination though that I followed my heart and utilized the ideas that I came up with. I kept my flyers with me at all times in my car and every person that I came in contact with received one. All I discussed with people was my plans and how I could help them. I never pressured anyone to purchase from me, but I always left a deep lasting first impression that I was wanting to help them. I made so much money and it felt great. My phone rang so much that I would have to turn off my phone by a certain time of the evening just so I could get time to myself and chill. I can admit though I was on fire.

I have told a freaking story, but I only said all that just to make a point that passing or failing on your 1st or 2nd try of that test does not determine whether or not you are meant to be a insurance salesman/saleswoman. You are cut out for whatever you believe you are cut out for. If this is what you really want, go after it ....no matter how many times it takes for you to take that test over...keep taking it till you pass that sucker. I would suggest for anyone that is having troubles with passing the tests, getting prospects, or whatever to read this book called The Magic Of Thinking Big by David J. Schwartz, Ph.D. There is nothing that you are not cut out for that you may want...all it takes is persistance and practice and from my impression of you I believe you have it to have taken the test a 2nd time already. Keep at it, you'll pass it.

Alot of the greatest and well known people in the world failed things their first and second and some even failed a third and fourth and fifth time at things that they were attempting to accomplish....but the reason they are so great is because they didn't let it stop them or get em down. They kept on trying to they finally accomplished what they were trying to do. Jim Carrie and Tyra Banks are really good examples of people that were told that maybe what they were trying to do was not meant for them, but if you look into it...you'll see that they let that go in one ear and out the other.

[telechic]

Winter, speaking of "balls" lol, you are actually breaking my balls because you didn't seem to understand my post lol. If you read my post over again you will realize and notice that I said try, try again as well as it just takes persistance and PRACTICE. We aren't 2 year olds here....and I think we are all old enough to have the "common sense" to know if you fail a test to go back and study again. I discussed much more than just having motivation and one thing you have to keep when screwing around with sales is motivation. See how far you get without it lol. Obviously there has been some unmotivating responses to this guy's post....and I am sure he was looking for some support instead. Even I have the little study pre test cds you are talking about that you get with some pre licensing courses, but it makes no point in the world to have it if you aren't motivated to use it and study it. So that just leaves us with fact that both go hand in hand (motivation is what keeps us trying over and over again testing as well as going back to study something all over again)...study the material whether it's a cd and book combination or just straight online based. Either way, no one would pass the test if they were'nt motivated enough to put study time into learning whatever material they have. And then see....that still brings you back to being motivated enough to do all that studying. Correct me if I am wrong. You looked over everything else I had posted like all I said was "Hey, don't worry, just stay motivated and go back and take the test lol rotf". I mean c'mon that doesn't even sound logical does it now? lmao. Read my post again.

Originally Posted by Winter

Okay, well it is good to be motivated and ballsy and have determination. It is also good to develop a strategy for gaining the knowledge for passing the test rather just going in there like you are bungee jumping.

Take a CD based training license course that has a large selection of practice questions and exams. Use those exams to generate practice test results that give you a diagnostic look at the areas that you are doing well in and the areas where you need help and use that as a guide. Keep doing that over and over until you are passing the practice exams with a high score. If you get to the point where you are remembering answers to questions and need fresh material then get another CD course and use that too, this is if you are serious and have been flunking exams. My point is, yes be motivated, but get some knowedge along the way too.

Many years ago, I got my CD based training course from BYSIS and it worked very well. Can't remember what the company was but the actual exam was easier than their practice tests.

Winter

[patch36]

I'm a good test taker. I studied practice test CD's over and over again until I averaged a passing score and then I went in and passed the test. Never took a class, but I had a business background and a lot of life experience (old). I passed the p,& C, L&H, 6, 63 & 65 by studying a book for answers to the practice test CD. Study like hell for 2 or 3 days and take the test the next morning. I passed every test the first time doing it this way. I had to retake my 6 & 63 & 65 lately and it wasn't any easier than the first time I did it several years ago. I think they made the tests harder ?

I set up a young man last September in the business. He had just finished his MBA and was looking for a job but having no luck. I told him about a company in his area looking for agents to sell MA's. He was leary about the money and the expense to get started, but he went for it. He FLUNKED the test the first time in spite of my warning to study his ass off. He did it again and passed, but barely.

He was the top agent with the company this last AEP & OEP. He closed his leads at a rate of 200 pct higher than the next best agent who was a veteran insurance saleman. He had never sold on commission only before. His only secret was that he worked hard. He followed up on every lead and did his job. He only worked part time because his wife was working and he had to take care of his son everyday until 1pm.

He has since found a job for his MBA and has left the business for now, but will probably do it part time this fall, and will probably be the top producer in his market again.

I used a CD system for all my tests from examfx.com , I think.