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: Mon Jan 05, 2009 03:21 pm Post Subject:
I think as far as the agent is sincere enough to make my money going in proper place & my welfare, even though as a customer I will allow him to make more advertisement to get this job done from me as any marketing person does it.
Posted: Mon Jan 05, 2009 11:44 pm Post Subject: insurance
I would not want the 'sugar coating' this is usually given, on ANY kind of seeling to me. I would want it 'straight and to the point'. Don't give me some kind of story that would take 'you' 2 hours to tell me....just tell me the facts.
Posted: Tue Jan 06, 2009 02:03 am Post Subject:
It is fine if a salesperson can close the deal just by highlighting all the relevant facts. In fact, salespeople would love to have more of such customers.
Posted: Tue Jan 06, 2009 04:24 am Post Subject: insurance
By reading these posts, it's obvious to me that SOME 'Insurance Agents' play alot of 'cold-hearted' games with people. I, FOR ONE, don't 'play those games'.
Posted: Tue Jan 06, 2009 04:45 am Post Subject:
A good analogy is the use of sugar coat in medical industry. The patient has the choice to take the medicine with or without sugar coat.
It is however the responsibility of the medical doctor to make sure the right medicine being prescribed.
Posted: Tue Jan 06, 2009 06:19 am Post Subject:
I have found that those agents I know that make a lot of emotional sales tend to also have less retention long term.
maybe these clients suffer from annother emotion with them, REGRET.
Posted: Tue Jan 06, 2009 10:23 am Post Subject:
It is important for an insurance agent to understand what the customers need and also provide them with the required information for them to make informed decisions.
Emotional sales approach, depending on its suitability, is only a means to facilitate buying decision.
It is important to frequently go back to the customers to do a financial review to decide if circumstantial changes warrant further adjustment in the customers' overall insurance and financial planning.
Posted: Tue Jan 06, 2009 01:22 pm Post Subject:
I think we do this in many areas, not just life insurance. I have seen where people will pump tons of money into burial expenses, burying loved ones in the most expensive clothing, casket and etc. It is a sad time in their lives and they think that they are doing the right thing or in some way it makes them feel better until the bill comes in and it is way past the normal funeral expense.
I have seen alot lately where, people are buried in what they would wear everyday, I think this is the smart way to go. Just seen a guy buried in his deer hunting clothes, I think if he would have had a voice in it, he would have chosen these clothes, he would have never worn a suit in life and I don't think he would prefer it in death either.
Posted: Tue Jan 06, 2009 05:34 pm Post Subject:
Just seen a guy buried in his deer hunting clothes,
That's exactly what I'd do with my beloved....he's often said, 'put me in my ''king of the mountain'' bibs (very expensive camo wool overalls).I think if he would have had a voice in it, he would have chosen these clothes, he would have never worn a suit in life and I don't think he would prefer it in death either.
..on this topic, we buried my brother in levi's and a work shirt, which he always wore, and his paul bearers were dressed the same, my dad had even said, 'spread the word we don't want to see any suits at his funeral he hated that'...my dad also has left instructions to put him in his best pair of bibs... :wink:People definately buy with emotion especially with a sudden death....i guess they think, 'this is the last thing i can do for this person i loved so i'll buy the best'....fortunately i was the voice of reason at my brothers, when everyone was leaning that way (my dad had to pay for everything)...and i said, 'come on....when it comes down to it it's a box right? he would've thought it stupid to buy 'top of the line' when no one is going to see it everyday!....unfortunately there are some funeral salesmen that attempt to slap the guilt on the family in that regard too playing and betting on emotional purchases.
Posted: Wed Jan 07, 2009 09:01 am Post Subject:
I have found that those agents I know that make a lot of emotional sales tend to also have less retention long term.
Does this imply that the agents fail to sell the right kind of plans to these clients? IMO if you have sold the right plan to them they'll not drop out of it.
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