Insurance Campus.Org

The Insurance Industry Person-To-Person Networking Center

Scott Phillips

New to Business, Recommendations?

I am a Bivocational Pastor who till recently built homes. Due to the economic downturn I was faced with needing to find a way to generate additional income. I was offered a job with a company I had never heard of and two long time friends in the business said, "I would go with a major company that will train you and give you good support. I took this advice and called and was hired by NYL.

So, I took the class and the test and should have my Lic. in the next day. So I am brand new. What advice and pointers would you give someone like me? What would you do if you were starting out.

Leads... do you buy them and where do you recommend.
Lists... Where do you get yours and who do you recommend.
Strategy, Marketing Plans.

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Replies to This Discussion

Padra S. Ramtin Permalink Reply by Padra S. Ramtin on April 1, 2009 at 4:58am
Scott welcome to the club, wow your at a new turning point in your life, I found myself there to when I decided to make insurance a career as well, When I first joined I was the sales manager for a life and health agency, we sold insurance policy’s nationwide over the internet and in person we were the first agency to have online signatures; we were the top 30 producers for the state of California for individual health and life and my most recent company West Coast Auto Insurance 50 offices in Cali was sold to form the largest Auto brokerage firm in California. No one ever taught me in this industry I had to learn from all my own mistakes. So here is what I teach all my employees to give a running start = what you need is someone you can bounce some ideas off of, remember every market is similar and quite different too. You need to find a buddy (to work with like a workout partner to push each other) and a mentor (for guidance, don’t make the same mistake we made avoid them and give yourself a head start). If not look at the top sales person in your group and see what he is doing right, then duplicate it and work it into your own words so it becomes second nature more natural for you. Also learn the three step process of selling insurance, Quoting – Selling – Closing; remember FACTS TELL and STORIES SELL (I live by this), use a story when selling to explain, a lot of couples do not want to talk about death but make it more of a reality since you see it everyday. You don’t need to learn leadership skills you have that already, work on your weak points to make them stronger and make your strong characteristics shine more. Internet leads have a 15% to 3% Closing ratio and most of them have already been sold to 8 agents in your area it’s a waist of money in my area California. Besides looking at selling personal life insurance try selling Group Life, Imagine you land a company that has 300 employees and they option to buy life insurance from you, now you are receiving a commission check on 300 policies on one large sale. Oh by the way try to see if you have any contacts in TAX preparers/ accountants for referrals on this tax season, as the customer gets their refunds they can put that money towards a life policy, plus the preparers can prescreen their income level too.

Good luck and keep me posted.

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Street Savvey Permalink Reply by Street Savvey on August 3, 2009 at 2:35pm
Hi Scott,

I know so many VERY successful agents that love NYL and also very successful agents that came from NYL, but the point is, NYL is one of the top trainers in the industry.Stick with them till you know enough to jumo or stay with them for a great ride.

I love the ideas from the other members about talking to other pastors. "The smaller the niche,the more you get rich". Rhonda Sher has a wonderful course on referral marketing. I think her web site is www.thetwominutemarketer.com. Great stuff in getting several referrals each day from strangers! Plus,it's fun to do if you like people.

My pastor is still stalling on buying life insurance and he has seen many penniless widows and families PLUS no retirement plans for many ministers! I've referred him over and I'll badger him to get it done this month! PTL!

You can be the next Pastor Life Insurance Specialist in America! oztransfers@yahoo.com is my email.

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Street Savvey Permalink Reply by Street Savvey on August 4, 2009 at 1:57pm
Hi again Scott,

I just viewed a creative,funny and timely video about obtaining leads. Actually it confirmed some of the things I mentioned previously.

Go to this web site and watch, corny in the beginning and in the end, but it has great content for beginners and vets!

https://ironfist.infusionsoft.com/go/insvillains/grouchy/.

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Robin Starr Permalink Reply by Robin Starr on January 16, 2010 at 11:31am
I recommend contacting people you know. This is a relationship business, and the insurance sales are secondary. I've bought leads (find out how many times the vendor sells the leads - you need to know that). Lists are great, but who you know is the key!

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