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Jared Garcia – National Recruiter 210-384-2976
Danny Rodriguez – National Recruiter 210-384-2979
There are three reasons agents fail in Final Expense sales jobs:
All of our top agents are delivering a minimum of fifteen presentations a week.
What is the importance of final expense leads? Leads are just part of the equation. They are a tool to help you give 15-20 presentations a week.
Where does the training come in? Final Expense Boot Camp gives agents the best presentation out there.
So now agents should be thinking, “I’ve got twenty leads, I ‘ve got a good presentation, now it’s all up to me, it’s all up to my work ethic.” If an agent decides, “I’m going to just give five presentations”, then that agent has just fired himself. If an agent has twenty leads and only gives five presentations, that would be like getting a job at Walmart that requires forty hours of work a week, but only showing up for five hours. How long would it be before Walmart fired that employee?
Working for oneself as a final expense sales agent is no different. The work ethic has to be there and that is what makes the difference between success and failure in the final expense market.
Why do we not charge for Final Expense Bootcamp? I’ve been told I should charge for our Final Expense Sales Presentation Training. I have not felt comfortable doing that because I feel that should just be part of the package—part of you becoming a member of my team. Someone that is selling the training, obviously that is where he is making his money. There’s no investment in you and no incentive to make sure you succeed. His money is made up-front.
I don’t believe in selling our final expense sales training materials, because I’m going to reap the rewards of training you when you go out there and become successful. There is no reason to fleece the flock. You are already working on straight commission, you have to have money for gas, you have to put money up for leads—I would rather you took your resources and put them in to going out into the field and getting in front of clients. It is just what feels fair to me. Come be a part of our team, where we make an investment in you.
There is a misconception out there that it takes a while to get started in the final expense business—this is just not true. Normally when agents fills out their contracts and start-up kit, if their credit is good, we get their agent number back within 3-5 days. The start-up kit tells us what zip codes the agent wants mail delivered from. Once we get their number back, we charge their card for the first batch of mail they’re going to buy. They’re one week in to it, we get their agent number, we charge their card, the mail goes out and from that time, they have two weeks before their leads come back in. They’re going to have 15, 20, maybe 25 leads, depending on the startup package they chose. They’re going to have those leads in two weeks.
During those two weeks, it’s crunch time. This is why we call it Boot Camp—it is hard-core training. The agents are going to have to learn the presentation, learn the companies and the underwriting guidelines of those companies, how to fill out the application, how to add up the premiums and how to navigate the different options for each client. Each company’s underwriting requirements are different—agents need to learn which company to place clients with. With some companies, if you are on home health care, it is an automatic decline. Some companies don’t ask the question. Some companies, if you were insulin dependent before age 50, it is an automatic decline, some it’s an automatic return of premium with a waiting period. Some, they don’t ask the question. If all that is going on with the client is insulin-dependency before 50, we can get them first day coverage.
Now, once an agent goes through the Final Expense Boot Camp training, those leads come back in, they go out immediately with those leads, they go out and deliver the presentation we trained them on. They can write business, and most of our agents do write business, that very first day they go out. They come home, they submit the application, and within 3-5 days of that submission, the commission will be in their bank account. We have arrangements with our core carriers that pay commission on issue. Within 3-4 weeks of signing up, someone who has never sold final expense insurance before can expect commissions. We know that to be successful in the final expense insurance field, you need to bring three things to the table: a strong work ethic, a good attitude, and your personal presentation. Go through Final Expense Boot Camp and you will have a great personal presentation. The rest is up to you.
Buying any sort of insurance policy can frustrate you, whether it is for your home, vehicle or apartment. It doesn’t need to be that hard. Reduce your stress by learning more about insurance. Use the following tips to get started.
Always take into consideration the money you will have to spend on insurance before buying something. Do you really have to have a boat or another car? It is possible that you’d come out better by renting certain things as needed, in order to avoid high insurance costs for owning them. Eliminate anything you no longer need.
Be sure to obtain your own estimates on any work you are having done. If you are filing a claim, be sure to get your own estimates from a trustworthy contractor. Insurance providers often want to send their own people, but you are better off hiring someone yourself. Even if the insurance company sends a contractor to examine your property damage, you should still ask your own contractor to give you a second opinion.
It’s often the case that you will receive a discount when you have more than one policy with a company. See their offer and compare it with other offers to see which one is the cheapest.
Get quotes from different sources and companies before deciding on an insurance policy purchase. Some insurance carries will discount a policy bought online instead of with a broker or agent. Be sure you obtain various quotes, for different channels and companies.
Think about covering all of your needs for insurance under an umbrella-style policy. A policy of this type can extend coverage from one policy to many of your assets, including houses, automobiles, water vessels, motorized bikes, recreational vehicles and more. Having such coverage gives you serious clout with the insurance company, should you ever need to file a claim. It can also provide you with heavily discounted rates, as opposed to insuring these items separately.
Small claims should not be filed, even if the incident is covered. Constant claiming will result in increased premiums, which could cost you more than the small claims were worth. There are also many insurers that offer customers discounts and rewards based on the number of years they have spent without filing a claim. You should use your insurance for major claims that are a significant loss.
It’s best to have confidence in your choice of insurance. Knowledge will ensure that you can trust your instincts. If you have found out what you need to about the insurance you need, then you should easily be able to find the coverage you want.
Never be late when paying your insurance premiums. This will keep more money in your pocket. The majority of insurance providers perform policy audits on a yearly basis; the company may add late fees and related surcharges during this time. If you are habitual late payer or even someone who misses payments, they may increase your premium.
If you have ever shopped for an insurance policy you know that it is not something simple. However, if you know what you are doing, what you’re looking for, and what offers and deals are available to you, then you will come to see that it is actually quite a simple process.