It is quite simple for agents to fail in learning how sell final expense. The sad reality about sales is that 90% fail to learn how to sell final expense, regardless of their industry. Why is this so?
Agents who give up on themselves are the number one reason they fail to sell final expense. They enter the business with unrealistic goals that don’t reflect reality. Many new final expense agents see the world from an outside perspective and realize that it’s just a matter of talking to people to be successful in final expense. It would be so simple!
Learning the skills required to successfully sell final expense takes time. Training in final expense sales can take months, if not years. Many new agents don’t realize that sales is very different to a traditional salaried position. Every day brings up emotions. Straight commission means that you are literally unemployed every day. You must “eat what your kill!”
You can’t prepare yourself for it if you have never experienced it. Only then will you be able to understand it and live it. Many people can’t deal with it.
Another reason people fail to succeed is that they don’t find the right agency to train them and prepare them for reality. They join a company that sells “Blue Sky” which means they get all the benefits of a life of Final Expense without the hard work required to be successful in the long-term.
New agents often fail because they are involved in agencies that try to shortchange them and extract as much money as possible. It becomes a type of sales agency with revolving doors.
Agents should do their research at the front-end. Get to know other agencies. Find out about the personality type of your manager. Find out who has been successful. What length of time have agents been with them? Ask for evidence. Ask for proof.
What are you getting for your investment? Because the manager will make money from your production. It is up to you to ensure that there is value. These questions are worth your time. It is important that you read this again. Most agents don’t know what questions to ask or what to expect.
Agents don’t realize that this business requires a business mindset. Agents must purchase direct mail and will not have access to a referral network. They will need to purchase leads in order to get started.
I recommend that you have at least $4,000 to $5,000 for a final expense direct mailing lead system. If you don’t have enough, you can still work full-time and you will be able to tell if you invested $2,000 to $3,000 in a telemarketing final expenses lead system.
Start with the right foot. Be ready for the ups, downs. It is important to be willing and able to persevere with it knowing that the long-term benefits are worth it. It is what makes it all worth it.
This is why many agents fail to learn how to sell final expenses. It is important to have the right people to guide you. It is up to you to know you have that support.
Are you able to work hard and follow all the instructions?
This is the true measure of your success or failure.
David Duford is the founder of Final Expense Mentor.
David is a successful trainer for new and existing agents in final expense burial insurance.
