by lifeagent911 » Sun Jan 04, 2009 03:01 am
The fact is that no one wants to stop and think about death or dying. They don't want to think about what is going to happen to their families if they don't come home. I for one don't like thinking about not being here for my family. I would rather think that nothing is ever going to happen to them or me. I like going to bed at night, believe that I will wake up the next day and everything will be okay. I like to think that I will never get have a heart attack, stroke, or get disabled. In order to get me in the right buying mood, you are going to have to get me emotional and thinking about my family. Most clients are also like I am.
Let me give you an example. I just bought a French bulldog puppy. The dog cost me $1,500 bucks. I didn't need or want a dog. I can't afford a dog right now at that price. But a friend that sales dogs brought one over to my family and used emotions to sale me this dog. Within 10 mins, my kids were asking me if we could have it and my wife was already falling in love with the dog. I love my wife and kids and would do anything in the world for them. I sold one of my four wheelers and bought the dog. I got emotional and got to thinking about the wife and kids. I loved it when I told them we were getting the dog.
You ask me what this story has to do with buying insurance. It has a lot to do with it.
I'm an avg person. Sometimes you have to make the client get emotional and think about their family, in order to get them to buy life insurance. I would have never bought that dog on my own. We have to get the client to think about something they really don't want to think about. Most of them think it will never happen to them and we have to remind them that it can.
The main reason I bought life insurance, is that I wanted to be able to tell my wife that if I die that her and the kids will be taken care of. I would give up anything in the world for them. I put my life insurance bill on the top of my list because I know it is important to have. My family is the most important thing in the world to me and I know other people are the same way.
I carry all of my life insurance polices that I bought on myself and my wife with me on all of my life sales. I could spend an hour on why I do this, but trust me, it helps. I believe in insurance and how it helps people. I see it just about everyday.
I try and make all of my sales personal and share with them some of my life stories. Most of my clients love to share their stories with me. We always talk about their family members and what matters the most to them.
I just wanted to share this random thought I had after buying this dog.
Let me give you an example. I just bought a French bulldog puppy. The dog cost me $1,500 bucks. I didn't need or want a dog. I can't afford a dog right now at that price. But a friend that sales dogs brought one over to my family and used emotions to sale me this dog. Within 10 mins, my kids were asking me if we could have it and my wife was already falling in love with the dog. I love my wife and kids and would do anything in the world for them. I sold one of my four wheelers and bought the dog. I got emotional and got to thinking about the wife and kids. I loved it when I told them we were getting the dog.
You ask me what this story has to do with buying insurance. It has a lot to do with it.
I'm an avg person. Sometimes you have to make the client get emotional and think about their family, in order to get them to buy life insurance. I would have never bought that dog on my own. We have to get the client to think about something they really don't want to think about. Most of them think it will never happen to them and we have to remind them that it can.
The main reason I bought life insurance, is that I wanted to be able to tell my wife that if I die that her and the kids will be taken care of. I would give up anything in the world for them. I put my life insurance bill on the top of my list because I know it is important to have. My family is the most important thing in the world to me and I know other people are the same way.
I carry all of my life insurance polices that I bought on myself and my wife with me on all of my life sales. I could spend an hour on why I do this, but trust me, it helps. I believe in insurance and how it helps people. I see it just about everyday.
I try and make all of my sales personal and share with them some of my life stories. Most of my clients love to share their stories with me. We always talk about their family members and what matters the most to them.
I just wanted to share this random thought I had after buying this dog.
Posted: Sun Jan 04, 2009 04:50 am Post Subject: insurance
THIS 'emotional thing' I would NEVER do.
Posted: Sun Jan 04, 2009 05:09 am Post Subject:
I think it is awesome that you have this type of relationship with your clients, this builds good re pore and establishes a good relationship between you and the clients, I would feel like you are down to earth and that I could discuss my needs with you.
I like this customer friendly approach myself.
Posted: Sun Jan 04, 2009 06:24 am Post Subject:
Good For You!! There seems to be an element of emotion in every decision someone makes in life. Buying Life Insurance for whatever the reason will involve some element of emotion. Love for your family, Protection against premature death, Protection of your family's lifestyle, Money for college education, Love of your money and property, Protection of a business partnership, Protection of your estate and final expenses.
I think a lot of people don't realize how the need for Life Insurance Transfers from one reason to another as we grow older. Most buy a policy for a given need at that time in their life when in fact . . . the need for Life Insurance is always present. It's need just shifts to be used for a different purpose.
Posted: Sun Jan 04, 2009 05:59 pm Post Subject:
The reason (IMO) that people will purchase life insurance is to (as you mentioned) solidify their family's finances when they are gone...to make sure that their standard of living does not change. Then you have the pragmatic who is very practical and wants all the ducks in a row 'just in case'...
Now if by 'emotional' you mean that they need to face the 'fact' that some day you ain't gonna be here buddy, and you need to take care of your family in death like you do in life'. ok, i'm with ya'....if however you mean by emotional getting someone all weepy eyed to the point that they DO make a large purchase with their emotions rather than their head...I think that's wrong....and would hazard a guess that any financial guru (of which I admittedly am not) would tell everyone that you never ever buy anything or make any decision based on emotion....we've all been there (make emotional purchases) and suffered 'buyers regret/remorse' the next day....I can name a few vehicles in our young married life that were purchased this way....I get to 'make the sale' it would benefit you as the salesman to get prospective clients emotional. I however, think there is a very fine line between getting them to understand their own need, and 'playing on their emotions' (not that i think you do, but we all know sales reps that do this)...just something to think about from both sides..
just bought a French bulldog puppy. The dog cost me $1,500 bucks
:shock: SHUT UP! :o sorry I can't get past 1500 for a puppy! and not even a show dog! yikes brother! Listen I've got some GREAT property here right next to the Might MO....actually you can see, aaaa, the bridge, i think it's the golden gate bridge, yeah, that's it, and from the other side you can see the a a a statue of liberty yep, right there it is...i'll make you a sweeeeeeeeet deal on it... :wink:Posted: Mon Jan 05, 2009 02:35 am Post Subject: insurance
I'm with you, LORI. I can't 'play' on someones emotions like that, just to get a higher 'commission', etc. That's just horrible. If different things 'rub me the wrong way', I'm very outspoken about it.
Posted: Mon Jan 05, 2009 07:13 am Post Subject:
I'm firm with my idea...that it would sell better if we sell on the basis of the USPs of the product rather than just pointing out to an unforeseen factor.
There might be some buyers who'd give in to your emotional approach but there won't be too many!
If you'd concentrate more on explaining the different features it would be more appealing to them. You could help them know and analyze the strength of your product (e.g. for life it could be the accumulation of cash value) as compared to your competitors.
Posted: Mon Jan 05, 2009 07:15 am Post Subject:
I think that emotion is attached to whatever we do. Okay, lets rephrase what life has said….the agents don't sell us policies on emotions, rather they help us to see the needs we however can't able to find out otherwise.
I further agree with what lifeagent has said, many of us don't want to think what will become to our family after our death. Some people are really mean and care only about their own benefits. Its important to let these people see what they are putting at stake for their interests. I personally have encountered with people who give a darn to their family and simply ignore the importance of life insurance in their lives. IMO there is no harm in applying little emotion in motivating these idiots to think about life insurance.
Posted: Mon Jan 05, 2009 07:31 am Post Subject:
Well, anonymous, the USP would come into play when the client is inclined to discuss the purchasing issue with the agent. And, certainly, we all should learn the benefits that we may get from the plan before purchasing it. I certainly don't recommend emotional purchase of financial products. It's may be alright upto buying the cute puppy :wink: but with the products like insurance is a strict NO NO. the agent can help the customer identify his needs but shouldn't sell the plan the client won't need.
Posted: Mon Jan 05, 2009 10:44 am Post Subject: insurance
I've spoken to a few Insurance Agents who, as soon as I ask them how much 'coverage' I may need, and what I can afford, they go into their, " Well...imagine this.." pitch. If I wanted their 'pitch' about this and that, I would have asked for it. That 'kind of thing' realyy 'turns me off'. If my questions aren't answered from the 'get go', I just walk away.
Posted: Mon Jan 05, 2009 01:25 pm Post Subject:
I am ok with the idea of engaging the emotions of the customers when selling a product. Of course, I would not say it works all the times.
More importantly, the agent must be certain of the needs of the customers and it is ok for the agent to associate the product features with the emotional or personal needs of the customers. After all, emotions always trigger actions and the agent just need to be sure that the actions taken by the customers are justified by the logic of making the purchase.
Insurance is not merely about how much to pay for the premium and how much to receive in the event of claim, it is about love and fear. Insurance is a vehicle for people to express their love and care for their loved ones. Insurance is also to help people overcome the fear of losing income due to disability and the fear of not having college money for their children.
If a salesperson is not able stir the emotions or dreams of the prospects, the salesperson may have tough time to sell certain luxury products such as yacht or motor home since it defies the logic to own motor home or yacht if a person is going to use them just a few of times in a year
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