Richard CanfieldPodcast Host and IBC Advisor, Ascendant Financial · Authorized Infinite Banking Practitioner | Author of 4 Books

Turn-and-burn Selling Vs Nurturing

2 Mar 2024 · 1 min

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A speaker (Richard Canfield) contrasts "turn-and-burn" selling versus nurturing in insurance sales. He notes that many policyholders who return to the agent who sold them a contract cannot reach that agent for administrative or strategic service; instead they are routed to someone else. The speaker argues this problem is common when agents operate as media personalities ("play advisor on YouTube") rather than true advisors, leading to mismatched expectations, customer frustration, and resentment toward agents and the industry. He suggests clearer expectations would reduce unnecessary dissatisfaction.

Chapters

One thing I found that people don't love who have acquired policies is that when they go back to the agent that sold them that contract and they want service either administrative or substantive and strategic they can't get to the guy or the girl. They can't get to whomever it was that attracted them to that in the first place. They deal with somebody else. My point is in the turn and burn marketing type where the guy is not an advisor, he's a media personality who plays an advisor on YouTube when that's the situation then it should just not expect that service will be there and so insofar as that that's the expectation then there's no problem. Again my issue is that I think the expectations are off and it and frustration and resentment to the industry, to the agent, to the concept, to Nelson and often if not always unnecessarily. So I think if people knew better what was going on they would know what to do.