A question was recently asked, “Should I get an office or work from home as I’m starting to grow and it’s obvious I need admin help already?”
I was still a one-man show when I rented my first EXPENSIVE office in a Regus complex in Lake Mary, FL. It was an investment in appearance for the clients, which never once came because I sold over the phone, and an investment in accountability of having somewhere to SHOW UP every day. This was the key for me.
When I started working with someone else, knowing that they were going to show up, so I had to show up, created a very productive environment for both of us. I would swear to you that business really began taking off as a result of that simple move. It was great to be around other productive people that were showing up every day to work.
I know you don’t have this problem and laziness/accountability are not factors in what you’re asking, but if you’re ever going to grow to 5 or 10 employees or 100 if you so desire, it is going to happen sometime, anyway, and I would argue that it is best to build it before you need it. Create the envelope bigger than you need and then you will find a way to fill it.
Now looking to move offices for the third time due to growth, I know that if I had not stepped out in faith to get outside of my home office, I would never have been where I am today. Why? Because it was comfortable; it was TOO comfortable to work from home. Yes, it’s cool to be running my own company, but I knew early on that I could not grow enough on my own.
Having a remote admin assistant did not work for me. When I had someone working next to me, who heard everything, then started repeating the answers I gave to the people they were then talking to, it created a synergy that has now replicated over and over again.
In my office now, someone will say something that’s a great answer and then the others will start repeating it and a best practice is born. That cannot happen with remote folks. – my two cents. -cw
Having been asked to listen to recordings of hundreds and hundreds of agents getting started in selling by phone, one common theme has held many back.
Brett Kitchen, in this video below, talks about this problem when selling over the phone and how to address it. I call it “practice it until you perfect it.” Others call it, “Fake it ’til you make it.” Either way, you have to be aware of the potential to sound TOO interested in the sale outcome and you have to know what effect it has on people.
Brett’s group sells IUL (indexed universal life) products by phone to high-income individuals using radio ads.
No matter what you’re selling over the phone, this issue can be a problem! They can hear desperation through the phone!
And remember what Mike Brooks says in the Top 20% Webinar series (at the bottom of this page), “A bad lead never gets better.” Move on from angry, disgruntled, difficult people!
Instead of a case that would pay $269.69, this video shows how the commission, first year, is $1,067.70 because CJ asked told of the availability of the cancer plan. He asked about heart attack/stroke coverage, and he asked about life coverage.
This sweet lady was used to paying $700 per month for her employer plan that had restrictions, networks, and co-pays. Now, she has a MUCH better plan (Plan G), lump sum coverage for Cancer, Heart Attack or Stroke, AND permanent Life Insurance coverage locked in now at the age of 64.
The is in a much better position, fully covered, and happy with her new security and price.
See the video:
Perfect example of a great cross sell.
CIGNA’s electronic application makes this point and click easy without having to re-enter the client’s information again in multiple applications.
Decades ago, companies like McDonald’s learned that if you merely asked, “Would you like fries with that?” that a significant amount of people WOULD. Their profit is all in the extras..just like the movie theaters. They make nothing on the ticket sales. It is all on concessions.
This is good coverage, provides peace of mind, and because of a process like this, helps the agent to make additional income by taking care of clients in a meaningful way.
Learn how to sell cancer policies, etc. at:
The first week of May, Chris and the other top 150 or so Aetna agents, and their guests, were in Iceland for the production award from 2015. Many on this trip, including Chris and his wife, Nicole, had just returned back to the states from Rome with the Mutual of Omaha trip just less than two weeks prior. It was a quick turnaround for another out-of-the-country adventure.
The weather was cold, mostly due just to the incredible wind in Iceland, but the camaraderie forged between new friends made the trip a priceless gift. Sharing ideas and various business practices with the folks there just proved, once again, that it all works.
Just like the Rome trip, Chris met with many agents and discovered that what they were doing was working just as well. Whether it is direct mail, a phone room setting appointments, or agents dialing for their own leads on a predictive dialer, it is all working. Some were there because they do seminars. Some just get lead lists of T65 folks and go “door knocking”. Still others hire in-house telemarketers to find interested folks. It all works. That was the biggest point.
While on this trip, Chris was greeted about around 10 agents throughout the week that came up to introduce themselves. They were members of MedicareAgentTraining.com and had found the site valuable in their business. This was very humbling and had continued from the week prior, at the National Medicare Supplement Conference in Kansas City, where this happened approximately 50 times. It was great for Chris to be able to meet members and others from the Medicare community who he might have only seen online as their black and white username!
One of those that came up to Chris in Iceland was 20 year old Bridge.
Bridge sets his own appointments, using the predictive dialer. As one of the winners of the Aetna trip, he is obviously doing very well in the business. He sat down with Chris and talked about this, and how he just got his 19 year old cousin to get into the business with him recently. His cousin, who just turned 20 now, sold six policies this week on his own, the week that Bridge was in Iceland with Chris and the Aetna crew.
See Bridge tell the story:
This is a quick video Chris did about Iceland that relates to the Medicare field:
Photos Chris and Nicole took on the 2016 AETNA trip to Iceland:
We owe it to our prospective clients to know what we are talking about.
When a prospect asks you about a particular company, and you don’t know anything about that company, SEARCH IT.
I have been asked, in the last six months, to represent and promote two companies that a simple Google search reveals have HORRIBLE financial histories that are out there for the public to see.
If you think that your newly signed client will not be searching Google for the name of the company that will hold their financial future in their hands, you’re mistaken. They will do the searching, even if you won’t.
So, do your “due diligence” and search for the company history and see what your clients will see when you are confronted with a question about a company or considering representing one.
This morning’s support ticket was an agent asking why I do not offer Shenandoah Life.
This was part of my reply:
There is no way in the world I would put someone with a company that has such a history.
A simple Google search, which you should have done and your clients WILL DO will usually solve these.
You should research any company that your prospects mention
A few of the top things you would discover:
West Virginia has always had a law that prohibits agents/companies from writing Medicare Supplements more than 30 days from the effective date.
This was a very strange restriction and quite bothersome for any agents working the Turning 65 “T65” market in West Virginia.
Well, it appears they’re coming around.
In a notice just recently issued, West Virginia is becoming lenient on this issue, and the carriers are starting to respond by now allowing a case to be written 90 days in advance of the effective date.
(Note that in most states you can write 6 months in advance.)
So, applications can now be written up to 90 days in advance of the Medicare effective date. It’s not clear when the various carriers will catch on to this, but now you have the document in case you need to send it to them!
More to come, for sure..
What a great career, where we are rewarded handsomely by helping people.
I don’t know why it is, but I always seem to have my breakthrough thoughts – in the shower. Why is that? I’ve given up trying to figure that one out.
For years I’ve studied personal development and internet marketing. I am confident that doing both has resulted in my business success, which is a whole world away from 10 years ago when I was a sheriff’s sergeant working 12 hour shifts and always having to live paycheck to paycheck.
What had to change was, me.
What I learned, by first identifying mentors and then changing HOW I processed the information that I saw in front of me, I could start to change the results in the time I spent working on my business.
It was not enough to merely focus on the cold calling, the follow up, the company’s E-App, and Steps 1, 2, 3; I had to change how I saw my business in an effort to serve others and – very, very importantly, how I dealt with the challenges and frustrations that come with ANY business venture.
Last week, my agent training membership site hit 2,000 members at the site’s 3 year anniversary.
In that time I have received countless success stories from agents saying that the site’s information has changed their lives, provided freedom from a J.O.B. (just over broke) and put them on a path to financial freedom.
But, sadly, too, I have experienced the communication from agents who’ve said that they are giving up, did not achieve immediate successes and, without enough positive results to their satisfaction at that point, they’re throwing in the towel. They went back to hourly jobs, working for someone else, because they could not make it work..not successful enough for their markers with the time they’d chosen to invest up to that point.
I know, beyond a shadow of a doubt, that it is not for a lack of information, companies available, training, or product education. It is because of an internal inability to process the negative experiences that are inevitable in business.
When the rejection comes, and it will, how do you process that?
When you successfully help a new client and they express how thankful they are that they met you, how do you internalize that event?
Hear me LOUDLY here.. Whichever one of those you CHOOSE to focus on will drive that future outcome and you will experience more of what you have chosen.
If you have two plants next to each other and water one, without watering the other – one will grow and one will slowly die. DUH, right?
The same, exact scenario unfolds in our business when we CHOOSE to focus on what just happened with the 80/20 rejection that is inevitable in any business.
A focus on the negative result WITHOUT a celebration and internal reward on the GOOD result causes more of the negative outcome. You will, always, experience more rejection than success in any business. Are your expectations balanced to adjust for that? You must compensate for this inequity by making a HUGE focus on the gains and putting those front and center in your mind when you decide each morning -“What am I thankful for??”
This behavior is a choice. It is not natural. It is focusing on the seed, which grows, rather than the storm that it finds itself in. It takes a conscious decision, each and every day as to how you are going to start it.
Call centers that I have consulted for often have a big, huge bell in the middle of the room where all of the callers are working. When a worker there makes a sale and writes an application, they get up, walk over, and RING THAT BELL.
Why do they to this? Because it is proven that rewarding the great result, while choosing to accept the NATURAL negatives that happen along the way is the best path to long term success. Keeping one’s head down, following a proven system, and working UNTIL the success is evident to everyone around you IS the secret.
When they are rejected, or when a client decides to take his or her business to someone else, do they go around the room and spread the rejection? NO. Why?
So, back to this morning – in the shower I suddenly realized that the personal development skills I have made into habits line up perfectly with the online marketing I’ve been doing, with the A/B Split Test.
Given the feedback of the day/week/year, which direction are you going to go?
Please watch this short video. I hope you are encouraged and I hope you make the choice to guard your thoughts and guard your emotions.
You are in solid control of where you choose to go in your own head.
This is no trivial thing. The best system in the world will not work if your QUIT/DON’T QUIT threshold is set too high and focused only on the losses along the way.
My wish for you is continued success and continual breakthroughs. For you, it should not be a wish, though, it should be a plan that you work until it happens.
The system works, absolutely.
The question is, will you stay around long enough for it to materialize in your life.
I think about you (members) daily and want you to succeed.
This new home health/recovery product is GREAT for those who cannot afford, or qualify for, Long Term Care.
See the video:
This policy is currently available in the following states:
AL, AR, GA, IN, LA, MS, MO, NV, NC, OH, OK, SC, SD, TN, UT
Equitable’s unique household discount required only one member to be signed with Equitable’s Medicare Supplement and, if they lived with anyone in the house over the age of 30 (but not more than 5 people in the residence) they qualified for their 7% “household” discount.
Other companies that have “household” discounts, such as Mutual of Omaha, have been unable (as of yet) to get theirs approved in Illinois.
Mutual of Omaha and Aetna both have spouse discounts that require both to be covered for a discount to apply.
In other states, however, Mutual of Omaha is rolling out a 12% household discount if the covered member lives in a home with anyone over the age of 60.
In it unknown whether Equitable’s household discount will be replaced with a spouse discount, requiring both policy holders to own Equitable’s policy in order to qualify for a discount.
See the Equitable statement:
When Chris Westfall mails policies to clients (which is required in certain states like LA, WV), he does so in a “priority express” envelope that gets special treatment/perception by the client, but costs no more than first-class postage. These envelopes do not require Priority or Express postage – mere first class stamps!
See the video explanation:
You can get these priority/urgent envelopes here: