Discover how to select the best final expense sales opportunity.
Today's article discusses how to find the best final expense sales opportunity. I'm going to describe what you need to look for to determine if companies or agencies are going to be best suited for what you're looking for in the final expense agency search so you can determine if selling final expense insurance is a good career for you.
First of all in picking the best final expense sales opportunity, you have to determine what matters most to you. And in my opinion, having access to the best final expense training available is paramount to a new agent's success. Without proper training and understanding the numbers behind how to sell final expense, many final expense agents fall by the wayside and flunk out.
Number two is the sales approach. How do you sell this stuff? How do you ask for the business? How do you do everything involved to make a sale happen?
Number three is having verifiable lead generation system that brings in high quality final expense leads.
To help you figure out how to select the best final expense sales opportunity, make sure to ask the following questions:
1) What kind of training to you bring to the table?
2) How much have you worked in the field?
3) Do you currently work in the field?
4) Are you an actively producing agent and a manager or are you just a guy in a suit that sits behind a desk and hasn't sold anything in years?
5) What do you do for leads-- direct mail, telemarketing leads? What's your average agent's result?
6) Can I talk to an agent?
As an agency manager, these are the questions I would ask as a new agent, now that I understand how the final expense business works and what pitfalls every agent needs to avoid.
The one thing that makes a big difference in figuring out which final expense agency is best to sell for is this: Who is directly responsible for me getting out there and succeeding?
There have been people who both love and hate to work with New York Life, and the common denominator between both is what level of mentorship the agent received from his direct manager.
(Note: not all final expense sales opportunities are the same. Discover what "hidden secrets" these agencies like the ones linked above DON'T want you knowing regarding the truth about selling final expense insurance.)
What it ultimately comes down to is, in my mind, if you value training, a duplicatable final expense lead program, and support, then you need to work with someone who can verifiably prove that they can succeed in this business and have done so for a long period of time.
At Final Expense Agent Mentor, I'm a big believer in service and I'm a big believer in training. I think those are the most critical aspects of finding the best final expense sales agency to sell for. The other factor is accessibility. The biggest challenge in the final expense sales business is having access to somebody who can help you place business. I don't believe in getting involved with a captive company because working with only one or two companies severely limits your ability to sell superior products and replace inferior coverage with better coverage, in addition to the agencies running them having "scammy" producer contract language which can hurt you long-term.
In an independent agency situation, like the way I run Final Expense Agent Mentor, my agents are all contracted with the best final expense companies. I hand-select the companies that are going to be best for your customers, which helps you get both better quality and more volume of sales.
Learning those companies is what the challenge is in this business, as you'll come to find, so having somebody accessible like myself, helps you find which carriers will be best so that you can place the right company the first time.
I'm of the persuasion that the best final expense sales agencies to work for are NOT the biggest. They may not answer your phone calls. They may not be able to service you. You'll walk past a ton of business because you're not training so crucial in the beginning.
For me, it's really important to have that and that's why I run my agency the way that I like it like that. I think the best final expense sales agency to sell for are smaller by design. I don't want millions of agent without the ability to help them. The most experienced agents in this business truly value what they receive in the beginning. They've seen agents come and go because of failing by not following the fundamentals, and not having somebody to help them out when they needed.
In summary, finding that best final expense sales opportunity comes down to the person who recruits you. You want to find somebody you connect with, you've got a cordial relationship with, but also somebody who will shoot you straight. You want somebody who cares enough about your success to tell you the truth, even though it may hurt your feelings. But then you want somebody who will want to move you out of the door and get you out there selling, and then plug you into a system that's proven to work.