I went to help with a vision question.
I’ve had neighbors show up, relatives
show up, and you end up selling twice
as much.”
The world is his office
Another thing Gleason avoids: requiring face-to-face selling. He prefers
in-person meetings, but if a customer is
ready to buy, over the phone, via Skype, whatever, then Gleason’s willing to
sell — no matter where he might be or
what he might be doing at the moment.
“It’s another lesson from working in
collections,” he says. “When you finally get a hold of someone, when the
customer calls, you’ve got to drop what
you’re doing to make this happen. If
they’re shopping and ready and willing
to buy insurance, why not?”
“When the
customer calls,
you’ve got to drop
what you’re doing
to make this
happen. If they’re
shopping and
ready and willing
to buy insurance,
why not?”
Gleason will eventually schedule an
in-person follow-up meeting, though,
and finds a lot of value in the face-to-
face method of selling over other ave-
nues. “When you’re face to face, you can
read body language, you can do a needs
analysis. They’re going to give you more
information if you’re face to face.”
And when Gleason’s talking to cli-
ents, whether over the phone or in
their living rooms, he makes a point of
bringing up life insurance.
“I always, always, always bring
up life insurance,” he says. “In every
single conversation, I’m bringing it
up. ‘How much life insurance do you
have? Is it term?’”
More importantly, he says, once he
raises the subject, he doesn’t leave it
alone. “I ask my agents if they’re talk-
