How To Sell Life Insurance - UNBELIEVABLE - YouTube

In this video we're going to go over how to  sell life insurance and it doesn't matter if  

you want to sell term life insurance final  expense insurance whole life insurance or  

universal life insurance dude it's all good we'll  be covering some extremely pertinent information  

for anyone with a life insurance license look  guys most people think that insurance sales  

is something that it's not and here's another  thing what used to work years ago isn't exactly  

applicable if you want to be successful  today oh yeah bubba you'll see exactly  

what i'm talking about and guys if you'll  stick around until the end of this video i'm  

going to show you how to get a copy of the  new agent file that is perfect for anybody  

that decides to target the market that made  final expense trainer a youtube must-watch  

channel yes that's right the final expense sales  industry with that being said don't you move a

muscle

I'm Doug Massi and thanks for checking out our  youtube channel final expense trainer so before  

we get started i do want to say that our videos  are all about selling life insurance products and  

other products in the senior market including  medicare advantage and medicare supplements so  

with that being said if you're newly licensed or  you're thinking about getting licensed to sell how  

does you want to know how to sell life insurance  products you're going to either start as a captive  

agent or a independent agent and to start please  give this video a thumbs up that way youtube will  

keep sharing our content with new viewers and  subscribe with the notifications turned on ding  

the little bell want to ring that thing that way  you'll be notified whenever we do put out a new  

video now with being captive versus independent  the problem is there's a lot a lot of like semi  

captive shops they tell you you're independent  but you're really captive and what happens is like  

one way to know that is they won't release you  and like the commission levels are going to start  

for the first year commission levels are going to  be like 100 percent or less look there's nothing  

wrong with starting with a company like primerica  or new york life just remember when you sell an  

insurance product through them your commission's  going to be about 25 of what it should be or less  

uh 30 first year commission on a life insurance  product that's like like term life or ul a whole  

life is ridiculous you're getting crushed so  as a captive agent there are a lot of pros  

and cons and i will say i started out as captive  and now i'm completely independent our agency what  

we do at our agency is we teach independent  insurance agents how to do the process and  

we start our commissions basically 110 or higher  for new agents that are willing to commit to leads  

so you know just keep that in mind because you're  going to need leads in order to sell insurance so  

if you're going to commit to leads with you know  some multi-level marketing company and get paid 60  

first commission you might as well consider  working with a legitimate company like ours  

however i did start as a captive agent and it  was the best thing i could have done my first  

year commission was 60 at one point i learned  so much and we'll get into that at one point  

i actually asked my boss after being there for a  couple years if i could get an extra five points  

and his answer was and this is the old school  mentality if you're not happy here you can go  

meanwhile i'm his top guy so whatever that's the  mentality things used to be in this business but  

what i learned was super priceless their system  is why i was a top producer why i was their  

number one producer out of the two insurance  agencies they have they taught me work ethic  

i had to be in the office basically five days a  week to make phone calls for a couple of hours  

and they would have meetings and we would talk  about like i would talk with the manager about  

the sale that i made the night before and we would  go over it so you're learning as you're selling  

and you're learning from your mistakes and stuff  that to me is awesome that is why you want to be  

captive if you're going to be captive and you're  going to give up a bunch of commission the other  

thing that they had was a fixed cost lead program  so i knew that i was going to be able to have and  

back then when i was at hartford age i was going  to have my 10 direct mail aids that were brand new  

every single week and i love that nowadays you  can be with a legitimate agency like ours and  

still get the much better commissions the  better training and access to those same  

fixed cost leads and we never resell our leads and  that's the problem with most captive companies so  

if you're going to be a captive agent you're most  likely the first leads they're going to give you  

at least until you know what you're doing a  little bit are going to be leads that someone else  

already worked and in most cases you'll actually  have to pay for those leads imagine having to  

buy leads that other agents had that they couldn't  sell and my phone night then i had to be we called  

it an office evening monday was full and my phone  night was sunday so i had to come in from like  

four until nine o'clock on sundays didn't  matter if the miami dolphins were playing or not  

i had to be in that office on the phone setting  appointments that was part of the process that  

taught me how to get really good on the phone  and taught me work ethic too and it's funny  

because even when i was able to switch to monday  i realized that sunday was the best phone day and  

so for those of you calling your leads to me  the two best days to call to set appointments  

are saturdays mainly in the morning so maybe  between ten and two those four hours you can get  

more out of working i should say calling six hours  on a regular day um but sunday evening sunday  

evening people answer the phone no one's trying  to sell people stuff on sunday so they will most  

likely think who could this be and actually answer  the phone so there's your pro tip for the day call  

on sundays and if you think what i'm saying is  nonsense please leave a comment i love to hear  

from you guys i don't care if you agree with what  i'm saying or disagree please share something  

love it ask me a question got a suggestion for a  video in the comments below when we first started  

doing mortgage protection i should say i was  doing it before my wife got licensed one of the  

things that was crazy about your typical mortgage  protection life insurance sale is that i would  

drive an hour for one appointment and that would  be normal sometimes even further even a little bit  

hour and 20 hours 30 minutes and if there was  traffic you were you were stuck it happened in  

miami there were times where i'd be in traffic for  like two hours go to one appointment and then come  

back home one of the things i love about final  expense sales is that when you have a lot of leads  

you're spending less time in the appointments  than a regular mortgage protections if you're  

you're doing a good presentation selling your  typical life insurance mortgage protection product  

you're in the house with the client for like  45 minutes before you give the price if you're  

doing a really good job explaining the product  actually what i was selling for the hartford  

was a universal life so the presentation i got  to talk about you know how the pricing worked  

and how the different options were available and  how cash value worked with the universal life pro  

uh product and also like the interest rates the  guaranteed interest rate versus the non-guaranteed  

interest rate so for me that was a great product  for me to start with the presentation was long so  

by the time we got to final expense and  we started calling to set our appointments  

i learned that's not how you do it if you're  going to one area that's an hour away i would  

have either multiple appointments set or at least  a lot of leads i'm not going to drive one hour to  

one appointment and you shouldn't either unless  you're selling a life insurance product like  

mortgage protection where you just don't have the  leads and the appointments and a big difference to  

me between selling mortgage protection and selling  final expenses that with mortgage protection  

you really can't i mean you can if you really want  you can door knock leads but it's so much harder  

with final expense if you're working easier rural  areas like the ones that we have always traveled  

through throughout florida you're going to be able  to door knock your leads and get inside real easy  

compared to mortgage protection so the bottom line  is more leads and if you're doing final expense  

more pre you're going to get in more doors more  presentations and more sales than you will with  

mortgage protection and there are downfalls or  negatives and pros about both one of the other  

thing is like mortgage protection it's hard you're  selling to professionals so if you're a real  

classy type of guy or gal it's going to be easier  for you especially if you're a professional  

sales person it's going to be easier for you to  sell mortgage protection if you have the leads  

like i said i i couldn't even get the leads  at the end the leads were gone so but even  

if you're working other type of leads and you're  figuring out ways to do it you're selling to these  

people that are kind of picky and they think they  know it all think about you're selling to doctors  

they think they're god so final expense the  opposite the senior market is the easiest  

people in the world to sell to the second  thing i love about the final expense is that  

once you have these clients now if you decide  later that you want to do i don't know medicare  

advantage sales you've already got clients that  you can legally compliantly go back to and sell  

now the negative on the final expense side is the  placement and the persistence is not going to be  

as good as your typical life insurance sale but  look when you're running a lot of leads which you  

can get a lot of leads for final expense you're  going to make more sales anyways and there's  

renewals on most of the term in ul products  there's like super little renewal if any at all  

direct mail is king no matter what you're selling  but there's more than one way to skin a cat right  

you can run your own ads on facebook there  is nothing wrong with purchasing a program  

you can get a program for maybe around a thousand  dollars that basically will teach you everything  

you need to be able to create your own insurance  ads there's a bunch of companies that do it  

so maybe that would be something to look into  if you're real smart otherwise you can purchase  

a lot of these facebook leads or or even google  type of internet leads if you're buying a five  

dollar insurance lead you're buying a piece of  garbage if you're spending five bucks on a lead  

you are buying a lead especially if it's anything  internet or computer related that is being sold to  

everybody else so don't waste your time i don't  even consider elite to me you're better off in  

the phone book just dialing through numbers  oh we don't have phone books anymore ah now  

you know how old i am so but you're probably  better off doing that than working these cheap  

garbage internet leads and if you're thinking well  maybe i can do my own mail drops for regular life  

insurance for mortgage protection that's going  to be tough too i'm telling you the returns are  

really really bad you can easily spend five six  hundred dollars on a mail drop targeting your  

specific people only to get back a few leads you  don't want to do that that's one of the reasons  

that we love final expense it's just too easy  to generate the leads to get the leads compared  

to the other industry now is it super easy not  for someone that doesn't know what they're doing  

that's new that thinks they're going to figure  it all out and recreate the wheel you're you're  

already on your way out of the business if that's  your thinking but we already have platforms that  

work all insurance agencies do so i really suggest  if you want to know how to sell life insurance  

products do what you're uploaing what your  agency is teaching you do what other people that  

are successful are doing exactly whether you're  independent or you're captive it doesn't matter  

follow the leaders with general life insurance  sales a lot of agents they don't have money  

they're not sure maybe not real good at sales a  lot of the uh especially the multi-level marketing  

companies and the companies like new york life  and like primerica are going to tell you to go  

sell your friends and family to me depending on  your personality maybe there's nothing wrong with  

that i never did that me trying to sell my family  member something like this has always been kind of  

weird i would bring it to their attention let them  know that i have the products but the last thing  

that i'm gonna be is that guy at the barbecue  that everybody avoids you don't have money for  

leads your new pnc agencies a lot of them will  allow you to come into their office to call  

their clients and make sure their clients are okay  with what they have and or the clients that don't  

have the insurance with them anymore recall them  and basically let them know hey i work for joe's  

pnc i'm just calling to make sure everything is  okay you have any question about your homeowners  

if you do you can always call us i'm there oh  and by the way we have a new program that's  

designed to cover your mortgage and pay for your  mortgage in the event that you or your wife die  

i'll tell you what why don't i come out it'll take  me 20 minutes to go over this with you i've got an  

opening tomorrow between 9 00 and 9 30. how's that  with you okay if they're getting the pnc agency is  

getting some benefit out of this then they will  allow you to do it and this is pretty much a book  

of business that you have to work with right from  day one which in the event where if you go captive  

a lot of these captive shops are going to give you  customers like that to call a lot of them won't  

even have leads they'll be like yeah we got leads  here's a book of business these are our clients  

give them a call go sell them more insurance  get creative i met a gal so we did a training  

with a group of insurance agents just a couple  weeks ago and i met this gal and what she did was  

phenomenal she said hey guys she was from thailand  she says i know of a really good thai restaurant  

we went to the thai russ there was a big group of  insurance agents there hanging out eating enjoying  

it and i noticed she really socialized with them  a lot and she helped all of us with our orders  

i know thai food so didn't need to help me but  anyways awesome gal what i realized she was doing  

was bringing business to this company this place  she had never been to okay and then going back  

and selling them universal life insurance get  creative if you're thinking about selling over  

the phone it is the hardest thing in the world  when you're new unless you are a super talented  

telesales person and you find a company with a  system and that's really the way to sell over  

the phone don't try to figure it out on your own  it's going to be hard if you think you're going to  

call like a list of names and sell over the phone  you're wasting your time and everybody else's find  

an insurance agency with the products that you  want to sell over the phone and sell them over  

the phone face-to-face kind of the same thing when  you're new you're going to need help you're going  

to need guidance it's up to you figure to figure  out what's best for you and how you're going to  

sell guys hopefully you got something out of this  for a copy of the free new agent file i mentioned  

earlier email me at doug ufesonline.com for  information on joining our sales team and selling  

insurance products through us as an independent  agent full renewals full commission levels the  

whole nine yards killer leads you can just email  me at that same address remember when you put the  

needs of your clients first everything  else will usually fall right into place