In response to “Increase sales by saying no”
You’re right on target. Many salespeople spend too much time on unqualified leads. The good news is that when we receive a referral introduction to our ideal client, we fill our sales pipeline with only qualified leads. We save time and work with great clients.
I agree with this wholeheartedly. Just two weeks ago I had to drive to another town about 40 miles away to see an elderly lady of 83. I did this because I knew the family and she was the mother and mother-in-law of my clients.
Our appointment was set for Monday at 3:30 p.m. I sent a reminder note and called the day of meeting and left a voice mail with a request to return the call. I did not hear from them so I assumed they forgot. I got a call later that night from the son. He said he was held up at work. I asked if he had a cellphone to let me know of this. He said he did not want one.
So I asked if we could move the appointment to Wednesday at the same time. He agreed.
I met with the mother and she had a whole host of health problems. So I needed to call the home office to get guidance. But I could not get the right person. So I had to complete the interview and applications the next day. I was so glad to get out of the home. Why? The daughter brought in three small, very noisy, uncontrollable children. The next day I called agent support only to find out the lady is not insurable. So I passed her name along to another agent who likes this kind of business. Myself? I am regrouping and increasing my efforts on my high-value prospects and clients.
Wayne Cunningham, CLU
In response to “Aviva: What to expect when you’re expecting…”
Thank you, Michael, for the Midwestern solidarity! When push comes to shove, who would you rather have in your corner, Middle America or people with lizard scales? Too bad for Aviva...
Edward Blake Mendez
Indexed annuities may not be so hot for Aviva but they have been and will continue to be just great for conservative annuity owners.
In response to “MetLife to scale back variable annuity sales”
What does William J. Wheeler mean when he says only 250 VA contracts are in the money out of 375,000 in the marketplace?
Answer: When the cash value of a variable annuity is lower than the guaranteed death benefit, the customer is in the money and the insurer is liable. Example: You deposited $100,000 in a variable annuity in 2008, and now it’s worth $70,000. If you die, MetLife pays at least $100,000.
In response to “The Best Sales & Marketing Ideas: LTCI Sparks”
Been doing this for over 20 years now. It’s a great practice and I know that I’ve gotten at least 40 percent of “no’s” turned into sales because of it. The letter signing is the point at which the greatest possibility for a turnaround in attitude will occur. It might take another day or two for the prospect(s) to actually get motivated enough to call and apply. My procedure is to leave a copy of the letter with them at signing “for their files.” If their attitude is changing, reading it again after I leave reinforces that changing attitude. Letters to the adult children may be a good idea, but I’ve done it with a great degree of discretion. It can (and has) backfired on me twice. Finally, if I do call after the fact, it’s about an unrelated issue. I let them bring up their “second thoughts” if they want to.