Friday at 1pm EST info@marylandquotes.com if you want to attend
Even if you've attended past webinars I still need you to email me if you want to attend.
Now, a reality check. I got a great email from Al, a friend of mine out in CA saying he loves my blog but would like more reality about the ups and downs. I'm great about posting the ups, almost never post the downs.
First of all, here's what I got yesterday from Assurant. Yes, that's an unusually good week and I also have renewals in there.
However, my typical day is getting my ass kicked from morning 'till afternoon. I get blown off, stood up (for phone appointments) said "no" and anything else you can think off all day.
I'm on the phones in the morning calling past leads and following up. Almost all of my calls end up in:
"We haven't had a chance to look at the information but we'll call you back when we do."
"I think I'm gonna just stick with what I have now, but thanks."
"You got me at a bad time but I have your caller ID so I'll call you later."
"This all looks great but I really need to look it over and think about it. Can you give me a week or two?"
"It looks like we're gonna do this, but I don't have time right now."
That's over 90% of my calls. The truth is simple; 10K a week at 20% is six figures and 10K is only 3 deals a week. How many agents are actually making six figures? Dunno - not many.
IF you're ethical, IF you're doing a thorough pre-screen and IF you're only dealing with people where you're bettering their position 10K a week takes a LOT of work.
Don't pay attention to these agents you see doing "50K a week" selling online. Overwhelmingly they are slam artists, not agents.
Because agents avoid getting told "no" and because they avoid that they strive to speak to the least amount of people a day instead of the most amount.
I don't care what your lead source is - overwhelmingly 90% of your phone calls will end with no submitted application. A lot of people simply can't handle that and when they just start to realize those numbers they do something wrong:
They start looking at "what am I doing wrong" and second guess everything they say to prospects. And when you think what you're saying is wrong of ineffective it's a fast downward slide from there.
There's not too much you can say wrong to people who are buyers. They either really want coverage or really want to change what they have. I do far most listening them talking with people I close.
In fact, I pretty much know I don't have a deal when I'm the one talking. There's not an agent in this country closing better than 1 out of 10 leads from any source. Again, you pick up the phone and have a 90% chance of not getting the deal.
A lot of new agents look at senior agents and think we have our presentation so well honed that we get far more "yesses." No, we've simply learned to deal with high volumes of no's.
Today I have 6 people to call back to go over rates and quotes. 5 of those 6 won't go anywhere.
1 comment:
Well put John. Been there, done that, got the t-shirt.
The one thing that keeps me sane is having confidence as a health insurance expert and a strong network of friends and colleague's.
Anybody who says being told no doesn't impact you is in denial. Unless you're looking for ways to perfect what you're doing and learn what causes people to say no, you're fighting an uphill battle.
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