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Your Insurance Sales Manager Comes From Planet Mars
Telling Your Insurance Sales Manager he is a Brainwashed Idiot Robot is a compliment. He is a lousy scam artist, making promises and delivering none, and ruining many good people’s careers. Don’t worry though; there is a 9 out of 10 chance he won’t be selling life insurance before 4 years are up. Apparently the General Manager thinks he is also disposable.
Just because a life insurance sales manager can sell, does not mean he should become a manager. Being promoted to the position of an office life insurance sales manager, results in an unusual evolution occurring. His brain is erased of compassion, understanding, and concern. Now is reprogrammed to focus in on large amount of money created by overrides off his agents. In addition, he is compensated with a base salary. First objective is to build up at least a baker’s dozen of new agents.
A life insurance sales manager is presumed to be a commander. Carefully tutoring and guiding his recruits through obstacles, making sure none fall by the wayside. NOT HERE.. Your leader needs to impress the General Manager as a qualified company man. A company man instructs new agents to do everything by the company book, no exceptions. These are rules made for new agents, not rules for him. His top priority is himself..
First the life manager must recruit relentlessly. A large percentage of people answer to the Sunday newspaper classifieds. The bait to find potential newcomers willing to change occupations is the personalized training and high income stated. It sounds TOO GOOD TO BE TRUE. Answer the ad, and a few nonsense questions, and you are told you definitely should schedule an interview. The interviewing process is set up purposely in 2 parts. The introductory section has the insurance sales manager pumping you up until you have visions of sugar plums dancing inside your head. You are told in 3 to 4 days you will receive a phone call if you are one of the applicants possessing critical credentials.
This delay is a ploy by the insurance agency to create an anticipating desire to being called back. Surprise, you are a chosen one. Now it’s time to test your personality and sales ability traits. The sales manager tells you this test is especially developed to weed out all but a few talented individuals. After the test, he gives you a seat in the general office for a hour, while he carefully evaluates the results. (Probably sneaking out to down a cheeseburger, and a beer.).
Your heart races with pounding anticipation. You want the path to honor, glory, and high income. Your test is passed by 95% of the people returning without a beanie cap with a propeller on it. Surprise again, you become the newest agent in his field force. Your sales manager really does not know if you can find people to see, give presentations or close a sale. He is merely playing a revolving numbers game. You win some, you lose some, and you hire some.
Maybe you should have never been hired to begin with. Plus, your training will be minimal, your leads subpar, and your presentations too few. Your chances of success are slim to none. Your sales manager is hoping you stay on long enough to sell lots of family members, relatives, friends, and neighbors. Whenever you do see him, he is going to be on your back like a drill sergeant. Criticizing you for not obtaining enough leads, doing enough presentations, and for not selling fat premium cases.
The fault entirely lies on the manager. With what you assistance you have been provided its sheer fate you are still selling life insurance. In the meantime your manager has hired 6 agents to replace the six agents that have already left. All their policy holders are surrendered to the company to collect premiums and renewals for years to come. Right now your sales manager is in his office behind closed doors interviewing a candidate. This candidate could very well be your replacement.