The most important part of Insurance selling is having leads. Regardless of how those are generated, having people to see each and every week is the difference between succeeding or not. The goal of every lead is getting an appointment…period.
The chief mistake I see agents make in appointment setting is over qualifying the lead.
We’ve all heard the Kool-Aid “…use our leads and systems and you’ll make $100’s of $1000’s of dollars a year.” Only to find we’re coming up short and over $2000 in debt buying those leads. They didn’t tell you that those leads have been previously worked and continue to be resold to agents even now. Their answer to why you’re not having success “…it’s your fault”, “…you’re not calling enough”, “…everyone else is succeeding.”
Then after asking for help, you’re ghosted. They stop answering your calls, answering your emails and never return your calls. Why? Because they have no idea how to help. They have no idea how to coach you into being successful. They’re being taught to recruit and see who is successful and those that aren’t to just move on to the next person. They’ll ignore your request for a release so you can move on to an IMO that actually can help you. Forcing you to have to wait the six months before you can self-release.
Joining groups such as these is no reflection on you. After all the Kool-Aid message can be quite compelling. The old adage of “If it sounds to good to be true, it usually is” fits perfectly. They’re taking advantage of your situation just to get you contracted and start buying leads.
These IMO’s make lots of money on selling and reselling leads. They also sell point-of-service leads which are from past agents, and now you, whom they ghosted but sold a few policies to replace those polices you wrote. Their attitude is “ethics be damned” replace the polices.
If you were lucky enough to find an IMO to help you succeed, you’re now saddled with chargeback debt and a possible Vector preventing you from future contracting and advancing. I wish there was an easy way around this issue, but unfortunately, there is not. You’re responsible for paying back any outstanding debt.
To avoid this very unpleasant experience, do your research before signing up submitting any contracts. Ask specific questions regarding their leads – “…are they exclusive to me?”, “…are they fresh or have they been already worked?” Ask whether they have mentors you can talk too. How does their mentorship program work? Do they have a release policy and what is it and where is it stated. Note: don’t ask for a release document up-front. If you do the IMO will move on to the next candidate. Respectable IMO’s will not want to work with someone who already wants one foot out the door before they’ve written their first policy.
The best IMO for independent insurance agents is knowledgeable on product, knowledgeable on presentation, has the tools for you to succeed, and can provide the level support you’re looking for.
This is an objection I find more prevalent in working the Mortgage protection market, although it does rear its head in Final Expense as well. Most people site the life insurance they have from their work place as enough coverage for their needs or they have enough money in the bank to cover the cost of a burial.
If you are lucky enough to be sitting in front of folks that feel this way you have the opportunity to educate and enlighten your prospect. The very first words that should be said are to compliment the prospect on planning ahead and considering the need for life insurance and the different goals in your life it addresses.
As the festive season wraps us in its warm embrace, it's a time of joy, reflection, and connection. For you, as independent agents under my mentorship, it's also a crucial period to gear up for the opportunities and challenges of the New Year. I want to share with you insights and strategies to ensure that you're not just stepping into the New Year, but leaping forward with purpose and confidence.
The holidays offer a unique blend of personal joy and professional opportunity. While it's important to immerse yourself in the festivities, connecting with family and recharging your batteries, this period also offers a chance to reflect on your professional journey. Use this time to think about what you've achieved and where you aim to go. Remember, every personal interaction during this season can also enrich your professional network.
As we bid farewell to the old year and welcome the new, it's crucial to have a plan in place. January 2nd marks not just a new day, but a new chapter. Here are some steps to ensure you're ready:
In the New Year, many of your clients will be more open to discussing their financial future. This is a prime opportunity to talk about the importance of life insurance. Your role is to help them understand how life insurance can be a key part of securing their family’s future.
As your mentor, I'm here to support you. This includes:
Your success lies in the relationships you build. Every client interaction is an opportunity to establish trust and rapport. Always listen to your clients' needs and advise them with their best interest at heart.
As we enjoy the holiday season and gear up for the New Year, remember that you're not alone in this journey. I am here to guide, support, and celebrate your successes with you. Let’s use the holiday season as a launching pad for a prosperous year ahead.
I'm excited to see what you will achieve and how you will grow. Here’s to a festive season filled with happiness and a New Year filled with triumphs. Let's make this upcoming year a remarkable one for each of you, as independent agents of change and success.
Happy Holidays and a successful New Year to you all!
