Bee Lee and Jason Bowers are two FFS agents who have seen enormous growth in recent months. In June alone, they recruited more new agents to their team than in all of 2019. We paid them a virtual visit to ask some questions about this achievement, as well as how they’ve sustained their business in 2020 and what they did in the months leading up to their recent success. The following is an excerpt from their interview:
How have you been keeping yourself and your team motivated during the pandemic?
Bee: In February and March, we had a lot of people worried about whether they could still buy food before they could think about buying a policy. At that time, people were scared.
Jason: We all took some time to figure out what was about to happen. After about two weeks, we decided that we were just going to keep going.
Bee: We thought, “We’re not going to wait for this thing to be over because what if it’s not over soon?”
Jason: We just kept talking to people and making notes to follow up. It built up a group of people who would eventually buy policies.
Bee: A lot of people were put on hold — but in June, they started calling us.
Does that mean people have been more receptive to life insurance as of late?
Jason: I think that people are buying more life insurance now, and I think that’s partly because we have excellent products that provide living benefits, plus a stream of income in retirement, that most people are not familiar with. If we’re not out there educating the client on the products and what the products can do for them, then they won’t know the options they have. Another insurance agent could come by and tell them something we should have, and we might get a canceled policy.
Bee: In June and July, I wanted to start to try approaching people. At first, it was a little scary, but now I have learned that when you talk to people at a distance and with masks, people are very open. There was one woman I approached at the store: I shared what I do, and she said, “I don’t need it, but my brother and my mom do. They are looking for a policy right now. I’m going to get their phone number.” And I was able to call them, set an appointment and get a policy for their family.
Where else do you look for new clients?
Bee: The customer service we provided was so good that clients would refer others to us. One time, we delivered a policy, and the client said, “Wow, I’d never heard about living benefits, or that you could use your policy to save money for retirement.”
I had a woman share my policy with a Facebook Group. Another woman said, “I have a policy through the same company, but my agent never explained that product to me. Can you give me your agent’s number? I want to talk to them so they can talk to me about that policy.”
Jason: That’s why we focus on customer service. People are looking for an agent who knows their stuff. When they find one, they refer.
You have had more recruits in June than the entirety of last year. What’s your secret?
Bee: We didn’t recruit them, they recruited themselves. We delivered the policies and we shared our opportunity.
Jason: It seems like the right people are responding to what we share. At the appointment, if we feel it’s right based on how the conversation is going or how we know that person, we will share the opportunity. We talk about how it’s another way to get income, and a way that’s not dependent on someone else — it’s only dependent upon yourself. People are just ready for it now. They realize that earning extra income is more urgent.
Bee: They call us, and when they ask what to do next, Success Tracks™ helps us a lot.
What’s the biggest change you’ve seen in new recruits?
Bee: Success Tracks™ is helping a lot [Success Tracks™ is the FFS online training curriculum that provides agents with quality onboarding and consistent training]. Before, recruits would always have to come back to their leader to ask, “What do we do next?” and, “How do we help our team?” Now, we can just point to Success Tracks™. If they have questions, they just call, and we can walk them through the platform and get them licensed. We can do everything on calls and on Zoom. Things are easier for us. People progress faster and they understand more.
Any closing thoughts before we wrap up the interview?
Bee: We just want to reach more people and share the opportunity with more people. We want people to know about us.
Jason: There are also so many people now that are looking for extra income, it’s just about getting the message in front of them. I think people are ready. People want to be 100% in control of their finances.
We have to adapt. If something changes, we have to make a change. If we just keep moving forward and leading by example, that will help the people we have now achieve their goals.
Bee: Keep moving forward every day.