From The Desk Of Pat Wedeking
Timely
Subjects
Often this note from the President reflects ideas from 50,000 feet and there’s a
need for that. But right here, right now we’re going to talk about some things a
little closer in; some random, important issues I’ve gathered over the past 30
days that I made a mental note to share with you directly—from me to you, friend
to friend, producer to producer.
- Convention
- Lead Flow
- Our Leads, their leads, ANY leads
- Direct Response Sales Summit
- LeadBoss
- AIG American General - West Coast Life
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If I Can, YOU CAN!
It’s not hard to find
articles that claim to have the magic answer on how to increase your life
insurance business. Open any magazine or email promotion and you’ll find
someone saying, “Simply follow our system and prospects will beat a path to
your door.”
If you’ve been in the
business any length of time all these methods tend to run together and never
seem to live up to their assertions. Sure, it may have worked for them at some
point in time, but now their “business” is selling their system to you.
That is not what this article
is about.
The “secret” to dramatically
increased business is so simple, so fundamental, that you may dismiss it without
giving it a try—but before offering more I should give you some background.
Ok, now the secret...
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The Skill of the Mini-Sale:
So Customer Says: That sounds
OK...
I'll Call You Back
In selling insurance, there
are some pivotal small “sales” which --- each time – mark the edge of the
darkened cesspools from which the total Sale, bobbing and swirling down, may
never reappear. Each little mini-sale requires dedicated sales work, from
obtaining a mailed application back from the client, to urging the client to
urge his doctor to urge the filekeeper to send needed medical records, to
helping a client accept the fact his or her rates will be higher when the exam
reveals high cholesterol. But each one is a crucial little sale in itself. Maybe
it’s a little like a hockey game.
Probably every insurance
professional can tell you how – at least once a day – he or she is behind one
goal, one-on-one with the goalkeeper in the last 10 seconds of the game. Of
course we are service professionals, helping clients to find what insurance is
best for them. Nevertheless, you’ve got to make this shot, this mini-sale
against the Keeper of Lost Sales, or the game won’t go on.
An example: You’ve quoted
someone on the phone, you’ve asked for the sale, they’ve agreed the need is
there and the price is good and they have the money and what’s more, the client
is a marathon runner…So you ask: Which does he think is better, 20 years or
30…But, what is he saying?.. ”I’ll call you back.”
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Seven Keys to Direct Response
Impaired Risk Selling
Before Submitting:
- Empathy
- Take a little time
- Find something to relate to
- Show empathy for pain or discomfort
- Create a sense of urgency
- Premium Tolerance
- How much is comfortable
- Start at, say, $200 per month and work down
- Must be employed (no disability)
- Ask the Right Questions
- Have Questionnaires Ready
- Go to http://www.onlyfinancial.com/impaired.asp and print off - keep on file till needed
- Explain that they cannot withhold information
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LeadBoss Q&A
How do I export my leads?
1) Enter search criteria in the basic search or advanced search screen
2) Select the results that you want to export
3) Select export in the dropdown and click Go
4) Select the fields that you want to include in the export and click Go
Can Leadboss display a popup reminding me before
a reminder is due?
Yes, this is the default behavior. For this to work you must enter a Due Date
for the reminder, and you must set the TimeZone for the Due Date according to
the TimeZone that you work in.
Popup reminders will remind you 15 minutes before a reminder is due.
Click Here for more LeadBoss Q&A |
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OFG Press Releases
Take a moment to read
through our press releases, and to learn more about our exciting
services and products which will increase your bottom line!
Press Release Archive |
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"Getting to Know Each Other"
Each month we will profile different
members of the OFG Team. This month, please click on the links
below to....
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Sales Corner
Upselling in the Direct Response Life
Insurance Market
Three things that will make or break a Direct Response Life Insurance
Selling Operation
- Having a consistent flow of quality leads
- Ability to handle impaired risk business
- Effectiveness in Up Selling
The key to Upselling is ASKING THE QUESTIONS and
EXPECTING THE SALE.
In this market there are three broad categories of up sells:
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Insuring additional lives
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Increasing the face amount
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Increasing the length of the policy
Click Here to Read the Full Version....
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Please Join Us
For Our Biweekly Teleconference's
iForum
"Engineered To Make You Money"
A
monthly teleconference of vendors, carriers and the nations top producers in
the Direct Response Market
Next Teleconference
New Day & Time!
Thursday
June 10th
at 12:00
PST
iShare
A
monthly teleconference of the nations top producers in the Direct Response
Market.
Next Teleconference
New Day & Time!
Thursday
June 24th
at 12:00 PST
Open to all
Only Financial Group vendors and agents.
For those
wishing to sit in, contact Brad from OFG at:
reminder emails will be sent
with access number
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Impaired
Risk through
OFG
Easy as
ABC, 123
Has your client been Declined, Postponed, Rated or Refused?
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