This is the PUBLIC information out there.. the PRIVATE (members-only info) is even better.
Make sure you are a member of MedicareAgentTraining.com
Transcript:
Hey it's Chris Westfall. I've got a
thought of the day for you and I heard
this this morning from another insurance
professional and I thought it was really
cool it's so true and exactly what we do
you know growing up as a kid I used to
watch westerns used to watch Bonanza and
all the wild wild west Six Gun shootin
westerns and if you think about it back
in the 1800s the night early 1900s when
they wanted to send mail they had the
Pony Express that was the way to send
mail and what it was was one writer
headed in a direction on a horse and he
would ride as fast as he can from one
location to the next when he got to the
stop off location what would he do he
would drop off his bag and pick up
another one and he would change his
horse why would he change the horse
because if he rode the same horse
continually for whatever it was 15 hours
that day the horse would drop dead and
would be of no use to anyone so he would
have to change horses or else risk
having a dead one and not going anywhere
so what's the point the point is if
you've been selling insurance the same
way for 20 or 50 whatever-it-is years
and I hear from agents who always tell
me had one this morning said I've been
doing things successfully for the last
five years in Medicare everything's been
working Direct Mail seeing people in
person but things are slowing down even
tried seminars and less people are
showing up to the seminars less people
want to go out and show up to a seminar
and the cost of direct mail to get
people there is going up all the time so
the return on investments getting worse
and worse well the question is what do
you do when your horse starts dying this
statement that's the question what do
you do when your horse that you've been
riding starts dying you need to change
horses and get on one that'll ride
faster cleaner and more healthy to
what's going on now and how would argue
as they had a conversation with an agent
last week I would argue that the time
for horse and buggies is over yes the
horse and buggy will still get you to
destination but since they came out with
things like electric cars that it gets
you zero to sixty and three point
whatever seconds why would you if you
want to get faster if you want your
business to grow if you want things to
be able to scale why would you continue
to drive a horse and buggy if that's
your goal because we all have a finite
period of time every day however much
time you want to put in I like putting
in 12-hour days and then that's about
enough but we all have the same 12 hours
a day that we could put toward our
business why would you want to ride a
slow horse if you could ride a rocket
and that's the only point does it take a
new set of skills to learn how to do
things today with electronic
applications and having conversations
and building rapport and doing
electronic applications over the phone
yes it does so spend a weekend with your
chosen carriers getting to know their
underwriting their health questions and
their electronic application process
practice it with their electronic
applications practice it in the sandbox
where it doesn't go anywhere what we do
with the new carriers application is
we'll write an application on meds up
for Mickey Mouse
we won't obviously put it all the way
through but that's how we get familiar
with the new electronic application you
obviously don't want to do it like that
on the phone with someone you want to do
it ahead of time so there's plenty of
time to get acclimated to the new
technology one time so that you're
riding a rocket or an electric car as
opposed to a horse or still using the
horse and buggy like we used to use 20
years ago that's again if you're
comfortable where you're at you're
comfortable with your level of income
and how much you can bless other people
from what you're making been great stay
where you are but I've always found that
my biggest breakthrough an income and
being able to make a difference and make
an impact on people in my community has
been when I step out of what is
comfortable when I step out of what I've
always done I step out of what's
comfortable I break through and make
another introduction I meet somebody for
the first time I do a live event and
have a hundred agent show up when I go
out of my comfort zone and do those kind
of things it helps not only me but it
helps
family it helps my agents it helps other
people's business it helps more clients
on a you know multiple scale so I just
encourage you to step out from where
you're comfortable do something you
haven't done before change your horse if
your horse is dying and by all means be
open to what's working now I hope that's
been a benefit to you my name is Chris
West of all if I can help you reach out
have a great day
you
