Insurance Agent Forum

[That Guy]

Hi all,

I am starting tomorrow not only as a new insurance agent as I just past my test 2 weeks ago but as an independent agent. It feels good for the fact that I am literally my own boss but also scary for the fact that I have no real training. I'm working under a long time family friend some 8 hours away who's got me going in a general direction and who I call on when questions arise but other then that I'm on my own.

I am going to start by focussing my efforts on the trucking industry especially locally owned companies for specific resons.

But I would also like to attempt to steal away some of AFLAC's customers knowing that I can cut their rates by up to 50% by simply offering benefits from companies that don't advertise with ducks during the Super Bowl. Have any of you had success in doing this?

If so what kind of advice can you give to a complete and total newbie?

Thanks


.......here goes nuttin

[STIBROKER@AUSTIN.RR.COM]

Not going to happen.....they don't buy off need but rather name on these kinda deals....

Originally Posted by That Guy

But I would also like to attempt to steal away some of AFLAC's customers knowing that I can cut their rates by up to 50% by simply offering benefits from companies that don't advertise with ducks during the Super Bowl.

[moonlightandmargaritas]

Originally Posted by STIBROKER@AUSTIN.RR.COM

not going to happen.....they don't buy off need but rather name on these kinda deals....

Excellent point.

Let me shorten your learning curve even further...

Your offer of saving 50% will be met with apathy. Some will be highly suspicious of it.

Somebody can always sell it cheaper.

[Charpress]

I don't know. I kind of like the "We don't spend money on ducks" sales approach. I don't think I would get specific on how much you can save. I think I would say something like "significant" or "a lot" and let an illustration speak for itself.

It is a hard market to break any way you look at it, however. Congratulations on your enthusiasm in any event.

[ABC]

I like the spirit! Good for you getting all fired up.

So what are you goint to sell from a supplemental standpoint that is 50% cheaper than the Duck?

If you really do have a good product that pays claims that is 50% less then that should be your selling point.

[moonlightandmargaritas]

Originally Posted by Charpress

I don't know. I kind of like the "We don't spend money on ducks" sales approach.

S'pose if it wasn't effective they would continue to spend that kind of coin on TV spots?

[Patriot]

You may have trouble pulling "duck people" off of Section 125 plans unless its enrollment time. Other than that, GO FOR IT!

Ignore the naysayers and Sell YOURSELF and your SERVICE (and savings), not any particular brand (they can always buy a stuffed duck at the toy store or win one at the state fair), as it is fairly well-known that AFLAC is a revolving door agent-wise, so they may not be happy with their current agent(s) and their service.

[Delta76]

The reality is that the business owner is the ulitimate decision maker and unless the employees are complaining to him already, it's not his money anyway. It would cost him time and likely money for his employees to switch. I believe you will have a tough time with this angle.

[Dave020]

Word of advice, don't bash (or even mention) the "duck". Makes you look bad. Focus only on benefits and savings.

I once knew an agent at NML who lost a $100k annual premium case for making a remark about "Snoopy". The case was awarded to a Met agent. People like Snoopy and people like ducks (heck, even that annoying gecko has his moments).

If you get a chance, read Frank Bettgers's (sp?) How I Raised Myself from Failure to Success Selling Life Insurance. He makes a point (ages ago) about the competition.

[moonlightandmargaritas]

Originally Posted by Dave020

I once knew an agent at NML who lost a $100k annual premium case for making a remark about "Snoopy". The case was awarded to a Met agent.

Hope the client was smart enough to insist on a ride in the blimp.

[That Guy]

As far as the product is concerned I'm not quit sure as I'm not taking this route yet. It's an avenue I'm hoping to pursue down the road and/or on off days. I was just told by my "mentor" that he can offer products that are that much cheaper. Companies that don't focus far less on marketing but in turn provide the same benefits at a much lower cost.

I'm guessing the the products will have to be shopped individually rather then under one roof (AFLAC).

It does makes sense however the employers would reject this idea based on the above post. But then again if you hit the road all day (B2B as this forum says) and try to convince them on savings as well as service that a few would realize that they were sold simply on namebrand alone and not quality of product or service.

Times are tough, why make your employees pay more for the same benefits?


Keep in mind I still don't know what I'm talking about
- - - - - - - - - - - - - - - - - -
Is simply stating the fact that the duck is ran during all the major television events which proves the point alone that the premiums are going to be higher to pay for all that high dollar tv time considered bashing?

I just thought it painted a picture clear as day

[Dave020]

Originally Posted by moonlightandmargaritas

Hope the client was smart enough to insist on a ride in the blimp.

Speaking of which, didn't someone on this board promise me a blimp ride?

[STIBROKER@AUSTIN.RR.COM]

We do not support sexual favors on this board....please refrain....

Originally Posted by Dave020

Speaking of which, didn't someone on this board promise me a blimp ride?

[moonlightandmargaritas]

Originally Posted by That Guy

I was just told by my "mentor" that he can offer products that are that much cheaper. Companies that don't focus far less on marketing but in turn provide the same benefits at a much lower cost.

But then again if you hit the road all day (B2B as this forum says) and try to convince them on savings as well as service that a few would realize that they were sold simply on namebrand alone and not quality of product or service.

Is simply stating the fact that the duck is ran during all the major television events which proves the point alone that the premiums are going to be higher to pay for all that high dollar tv time considered bashing?

Yes, this is all quite logical, but the problem is....

LOGIC DOESN'T SELL.

You're pissin' into the wind. One final piece of advice - forget about trying to "convince" someone of something. Instead, focus on being a conduit to help them convince themselves.

You'll have a LOT more success that way.

[Charpress]

But taking advantage of all the duck advertising is the point. People know immediately what you are talking about and you're starting from an amusing point and you just skipped over several minutes of ice-breaking chit chat. Look how Avis came out of nowhere with their "We're in second place so we try harder" campaign."

Now, this is where you have to be careful. Certainly don't bash Aflac. Just use their advertising to your own advantage. Avis didn't bash Hertz, they just used the tremendous advertising efforts of Hertz against them.

I'm not disagreeing with much of what has been said. I just think that if you have determined to go down that road, there are good and not so good ways to get there.

[somarco]

it's not his money anyway. It would cost him time and likely money for his employees to switch.

Bingo!

didn't someone on this board promise me a blimp ride?

Are you into fat chicks too?

Avis didn't bash Hertz,

We're number 2, and we try harder.

Great line.

So was "just as good as a Xerox"

[moonlightandmargaritas]

Originally Posted by somarco

Are you into fat chicks too?

"Oooooh she was a big one. She was so big I needed a ladder to get on top of her." - Rodney Dangerfield.

[robliano]

Don't focus on lower prices, sell the value and benefits in a good product to the right person, everyone thinks selling on price is the golden ticket. I disagree, as do the studies about how people buy.

Originally Posted by That Guy

Hi all,

I am starting tomorrow not only as a new insurance agent as I just past my test 2 weeks ago but as an independent agent. It feels good for the fact that I am literally my own boss but also scary for the fact that I have no real training. I'm working under a long time family friend some 8 hours away who's got me going in a general direction and who I call on when questions arise but other then that I'm on my own.

I am going to start by focussing my efforts on the trucking industry especially locally owned companies for specific resons.

But I would also like to attempt to steal away some of AFLAC's customers knowing that I can cut their rates by up to 50% by simply offering benefits from companies that don't advertise with ducks during the Super Bowl. Have any of you had success in doing this?

If so what kind of advice can you give to a complete and total newbie?

Thanks


.......here goes nuttin

[ABC]

Originally Posted by robliano

Don't focus on lower prices, sell the value and benefits in a good product to the right person, everyone thinks selling on price is the golden ticket. I disagree, as do the studies about how people buy.

Sales Coach

What studies are you looking at?

Anytime I have picked up a new group client I had to save them money. When it comes to new businesses 90% of the time the owner wants to see a market snapshot. Why would they want to see what other carriers are quoting?

I have picked up AOR's with selling my services as it will save them time.

[Charpress]

Let's pretend I own a small business and I'm putting in a good bit of money each year as my share of an insurance benefit. Now let's pretend that That Guy has gotten in front of me (never mind how at this point) and is making his sales pitch to move from Aflac.

That Guy: "You have used the Duck for years. They have done a good job for you, but the fact is that a good bit of what you are paying the Duck goes for their funny ads. Don't you love their ads?"

Me: "I guess so."

That Guy: "Well, here's a chart of what you have been paying the Duck over the past four years and what you would have been paying for my company. My company is rated as well and is very service oriented. As you can see, you would have saved x dollars because my company believes more in saving their clients money than in spending on advertising."

Me: [thinking] "Mmm.... with those extra bucks, I can take my secretary to the next convention."