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 Posted: Tue Jan 06, 2009 4:45 am Post subject: |
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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.
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Xoseph
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| Posted: Tue Jan 06, 2009 6:19 am Post subject: |
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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.
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beatuplunchbox
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| Posted: Tue Jan 06, 2009 10:23 am Post subject: |
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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.
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Xoseph
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| Posted: Tue Jan 06, 2009 1:22 pm Post subject: |
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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. |
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goodnatured
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| Posted: Tue Jan 06, 2009 5:34 pm Post subject: |
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| Quote: | | 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). | Quote: | | 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... 
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.
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Lori
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| Posted: Wed Jan 07, 2009 9:01 am Post subject: |
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| Quote: | | 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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simon
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| Posted: Wed Jan 07, 2009 11:07 am Post subject: insurance |
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I understand the 'sales' are the Insurance Agents'
bread and butter'. However.........'we' (in general) want what is best for our loved ones. That doesn't necessarily means it's 'the best.' |
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sdchargersfan
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| Posted: Sat Jan 24, 2009 4:57 pm Post subject: |
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What ever my wife tells me that I need to buy, then I buy it.
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what i think
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| Posted: Sat Jan 24, 2009 5:40 pm Post subject: |
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| Quote: | | What ever my wife tells me that I need to buy, then I buy it. |
good man!
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Lori
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| Posted: Sun Jan 25, 2009 2:20 am Post subject: insurance |
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| WHATITHINK...............you need to sit down, WITH your wife and discuss what is the best policy for you. NEITHER one of you should make crucial decisions for each other. |
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sdchargersfan
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| Posted: Mon Jan 26, 2009 3:01 am Post subject: |
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skchargersfan, wow over 900 post. Wow. Is this forum how you make a living? So this is your life? Put the computer down and go sell some insurance or go to church or something.
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John Kirkland
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| Posted: Mon Jan 26, 2009 4:48 am Post subject: insurance |
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| Hello, JOHN. It's NOT skchargers..............it's SDCHARGERS. San Diego Charger fan. Yes....I DO have alot of posts. NO...it's NOT how I make a living. Single mom ; work full time ; serve in the Army Reserves. Why should I get off the computer?? |
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sdchargersfan
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| Posted: Mon Mar 02, 2009 3:22 pm Post subject: |
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well,
Your post was a good read. I believe it would be a near impossible pitch face-to-face.
I could imagine getting this exact write-up in the mail. in letter form, and then looking over a page 2 document that shows industry comparative pricing, and then I MIGHT respond to the agent in my own time.
And then again, I might not be ready, and resent the letter for it's marketing appeal, but if it was a good read then this makes it harder to resent, and easier to forgive as a well thought out marketing technique
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adbox
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| Posted: Sat Mar 07, 2009 2:08 am Post subject: |
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Where did Mark go on this site? I like his stuff.
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tamara
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| Posted: Sat Mar 07, 2009 10:58 am Post subject: |
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Emotion do play an important role in the career of an insurance agent. You need to fix your expression right and your eyer should be filled of emotions which will force your prospect to buy the product immediately you are try to sell to him since last half an hour.
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