Originally Posted by sman
I don't lay them all out on paper either, but I do tell them the rates of a couple of the most competitive carriers. I tell them why I'm recommending a specific carrier (this carrier has the lowest rates in the state). I want them to know I am looking out for their best interest. When they don't know you from Adam, it's good that they see you as the person whose goal is to get them the best plan and not just being a quick hit artist.
The problem with jacob is that he is on record as stating he does what's best for him, not the client. So for him to call someone an idiot for the way they do business, well...
The way you described is exactly how I sell. Funny you basically agreed with me, even though you won't admit it.
If a doctor gave you 5 different prescription options, what would you say? you wouldn't have a clue because you aren't a doctor.
We are the "experts". the clients are clueless and need advice! If they are type II diabetics and had a heart attack 6 yrs ago, they don't know that they don't qualify for any of the "mutual" carriers (Gerber/MOO/Assured Life/etc). They don't know the difference between attained age and issue age. They don't know the difference between part B of Medicare and Plan B Med Supp. Hell, most don't know the difference between Medicare and Medicaid!
When I meet with someone, I decide what company to show based on:
#1 what do they have now?
#2 what is their health? Do they have GI options?
#3 What are their current health care costs, and what can afford?
#4. What would be better for them than they have now, based on the info learned?
#5 What will my commission be?
That was for SMAN. Kidding on that last one!
Well, sort of! If they don't qualify for the plan I wrote I make ZERO, so you need to know what you're doing! Also, I won't write New Era if it is a GI situation, because they only pay $25. Sorry I have a wife who stays at home with 2 kids, and they count on me for support.
I have written for 5 different carriers in one day before. all of them had specific needs, and all of them were different. I will NOT ask them to "choose" a company. That is ridiculous. If they are in perfect health and could take any plan, I will still show them ONE company.
I do, however, make the point that I can write ANY plan in the state, but are making a recommendation based on what they have told me.