Prospecting with Aflac

HOW DO YOU FIND CLIENTS?

Aflac does not supply you with leads nor do they keep track of any agents prospecting. This is good and bad. It good because there are no limitations outside of the dnc list. Any business is fair game. On the other hand you could very well be the 10th Aflac person this week but once you perfect your approach you might spark something in them that makes them want to do business with YOU. It really is less about what you're selling and more about your likability.

To find clients you'll need to draw from people you know and their connections. If you don't know a lot of people or have exhausted your connections you'll need to go to sites like Resarch USA  and Manta to find local businesses. When all else fails theres good ol' hopping out the car in  chosen area and knocking down doors. It is best to research beforehand to have the business owners names but this is an option.

Once you get going you'll be able to ask for referrals and you may not have to do any cold calling at all after that.

THE DO NOT CALL LIST

The business on the list either already have Aflac, are annoyed with Aflac agents or in the process of getting Aflac. In which case stay away. If you go in to a mom and pop shop that on the dnc list just apologize and keep it moving. It isn't the end of the world but if you know you'll be prospecting in a certain zip code pull the dnc list up in the area and review it to avoid wasting your prospecting time.

The HOT List

These are the businesses you'll see when you try to access the do not call list. You will  see things like Major home improvement stores and national grocery store chains  etc. Let's just use common sense larger companies are not doing benefits on a store level. As a general rule of thumb in the beginning stay away from larger businesses, chains with locations nationwide and any business that has an home office outside of your state (or reciprocal states and only then if you plan to travel there often because I guarantee It won't be an overnight process).

Do you have prospecting methods and tricks? Share below!

an independent agent representing AFLAC.

Disclaimer: The views expressed on this blog are my own and do not reflect the views of AFLAC.

AFLAC Sales School

Aflac Sales School is a training program designed to give new Alfac agents an in-depth view of specific parts of the  Aflac selling process.

What to expect:

Aflac Sales School for Michigan-South is centrally located in Okemos, Michigan. It consist of several 8-9 hour classes spread over several weeks. The provide lunch and a night in a local 2 (3 at best) star hotel on days where there are back to back classes. The hotel stay is free if you agree to room with another Aflac insurance agent.  It's $80 if you want to room by yourself. You may want to check the rates of local hotels beforehand to get the best price

The first couple weeks are full of product knowledge, learning how to prospect and direct selling including yourself, family and friends. In later weeks, once you've been out in the field, you'll take some case management classes.

What not to expect:

Aflac Sales School does not teach you how to do sales presentations to employers or employees nor do they teach enrollment. During sales school you'll have "marketing days" where you'll go out and prospect. I do think you'll have more confidence if you go out and and actually know the whole process beforehand. The whole point is to not disrupt the business owners day by asking for an appointment  but it could be a slow day and the owner could be in and interested it what you have to say. On my marketing days I ran 3 on the spot presentations with my District  Sales Coordinator before lunch. So it can and does happen.

I did get word that they will be changing the program starting 2013 to put more of sales school online. Makes a lot more sense this way in my opinion. It's nice that they offer Sales School but unless you're really slow to the draw, in which case this industry is probably the wrong one for you, you don't need weeks of classes to sell insurance. The most confusing stuff is what they don't teach you in sales school --- the actual proper writing of business. I suspect they don't teach this because most don't make it past sales school.

Have you or are you planning on attending  Aflac Sales School? Share your thoughts below.

an independent agent representing AFLAC.

Disclaimer: The views expressed on this blog are my own and do not reflect the views of AFLAC.

Why AFLAC?

I started Aflac because I wanted to make extra money with out having to quit my other growing businesses. I don't have children but my businesses are like children sometime and need my attention at various times. Working a traditional 9-5 just wouldn't cut it for me as I travel often as well.  I found Aflac on craigslist, went in for an interview and it seemed like a good fit for me and my current lifestyle. The only upfront cost I had was $55 dollars to take the licensing exam and to acquire my insurance license from the  state of Michigan. (soon I will do my reciprocals for other states as well) You are free to use your license at any insurance company so it is fair that you pay for it yourself.

I hope to have an positive experience at Aflac but I will say unless you have a sales background or are just a natural and not afraid of rejection this may not be for you if you don't have a back up source of income. It may take a few months to really get the ball rolling with Aflac. Aflac does pay you quickly but the process the get group business written is usually not over night and can take a few weeks.

Why did you choose Aflac? What are you hoping to achieve?

an independent agent representing AFLAC.

Disclaimer: The views expressed on this blog are my own and do not reflect the views of AFLAC.