When you’re looking to find out information on leads the first step is to look at the lead type. Each lead type should be evaluated differently with a different set of questions you need to ask. Let’s look at each lead type separately.
The times are a changing. If you don’t change with it your ability to connect with prospects in a meaningful way will suffer. Know your market; be up-to-date on current events that are impacting your potential clients.
If you are working mortgage protection; how was the area you are working affected from the housing debacle of 2008? A basic fear is losing what they have spent time building up again. Should they suffer an unplanned event (either passing away prematurely or a catastrophic illness) how will their surviving families keep their home?
You’ve heard me say “we’ve all fallen victim to instant everything.” With all the ups and downs across the country of COVID-19 has only exacerbated this situation as more people are home spending more time online.
The lack of sales in our personal life insurance business has made most of desperate to make a sale. We want to complete a sale using the shortest possible path in the shortest amount of time so we can move on to the next sale. In life insurance that path starts with making appointments, moving on to giving presentations, field underwriting, writing up applications, and closing.
On the surface this seems fine after all our time is money, right?
The first thing we think about when we hear the term “ethics” is our interaction with our clients. After all ethics is part of the CE credits we need every two years to keep our license in force, so we can continue providing our services and make a living.
So why then does ethics go out the window when some IMO’s conduct the business of their agencies?
Don’t get me wrong there are IMO’s that do act ethically in their day-to-day business. Unfortunately, it isn’t the IMO’s that promote recruiting as the first order of business.