Name: Alexandra Riley
Marital Status: Single
Tenure with BSH: February 2013
Current Position: National Sales Director – Buffett ETPAD
WHAT WAS YOUR PREVIOUS OCCUPATION PRIOR TO BECOMING A PART OF BUFFETT SENIOR HEALTHCARE?
After college, I discovered that the career for which I had studied was in a dying field. I decided to go into something for which I had a lot of experience, the retail marketing industry. I worked for a company that was on the cutting edge in the industry. They provided a very respectable work environment and they had great benefits. After years with them I came to the realization that my pay had stopped growing and was told I was topped out. I was in a position where there was no the possibility of my earning any more money than I was making currently. That was when I starting looking for a totally new career where this would never be a problem again. I found BSH!
WHY DID YOU CHOOSE A CAREER WITH BSH?
I chose a career with BSH because of the preset appointment program. Although I was not sure if I wanted to be an “insurance salesman”, given the reputation that they have, I decided to at least find out exactly what BSH was all about. I was very impressed when I learned about the money that I could make, but also that promotions are based on hard work, trainability, and production, rather than who you knew. However, I was still unsure because I did not want to do anything that could possibly hurt the clients I would see. My BSH state hiring manager then said something that impressed me the most. He said that we are not “salesmen,” rather we are educators and we represent companies that have the best reputations in the industry and they would not allow anyone to ruin their hard-earned reputation of doing business the right way. Right then, I knew I was going to be working for a company that had good business ethics. The main reason that I have stayed with BSH was the opportunity to be on the ground floor of something very special, an opportunity that only comes once in a lifetime. The second reason is the renewal income that I will make this year and the “stacking effect” it will have on my income for the years to come! If I continue to work hard on my production, overrides, and renewal income, I will have earned at least a $200,000 income this year. I have never made that type of income before coming to BSH. That was my 2nd year with BSH.
HOW MANY YEARS OF SALES EXPERIENCE HAVE YOU HAD?
I had no previous sales experience.
WHAT WAS THE MOST DIFFICULT PART OF YOUR LEARNING CURVE?
Closing the sale. I felt like I was pressuring someone into something. However, I found through constantly absorbing a lot of coaching from those that are successful and always following the presentation you learn in training, that it became very easy to close. The fact is, urgency and exposure to risk is part of this business, as our clients need our help and they need it as fast as we can get it to them. If the presentation is followed correctly and exactly as trained and you thoroughly educate the client and repeat our benefits, the client almost jumps out of their chair to give you the check. We never apply pressure, as the client makes their decision based off of our education, not our sales ability. The other great thing about BSH is the constant coaching that you receive. It never stops. Everyone on staff has a genuine interest in making you successful.
DECSCRIBE YOUR CAREER WITH BSH.
I started as a regular field associate and after 8 weeks became a field trainer. Two months later I was a state field trainer and three months after that I become a regional field trainer and Team Leader. Finally, in just under a year on staff I assumed a position as a BSH Regional Field Director and had 3 Teams under me that I was managing. My vision was is to someday become a National Director. I knew the way BSH was growing, so I had little doubt I ccould achieve this goal by my 5th year! The opportunity is certainly there, I told myself! Now, I am in the position of National Director over the ETPAD and it did not take the five years I thought it would. It took me only one year! My next goal is to be National Director over ALL 15 sales divisions of Buffett. That will happen! Watch.
Give a few pieces of advice to people considering applying for a position with BSH.
– You have to be willing to work hard Tuesday through Friday, 12-16 hours/day during your initial learning curve
– Keep a positive mental attitude at all times.
– Never blame the preset appointment or the area. They haven’t changed, you have!
– Have a long term outlook–renewal income is great!!