I have to say that I was pretty desperate when I agree to a contract with Cornerstone America (also known as Cornerstone Marketing), but now I've learned a good lesson.
During an initial interview, I'd rather call it a company presentation, I was told how many successful individuals make high incomes selling health insurance. I was losing interest, but then I was told that every member receives a small amount of fresh leads "A leads" a week, provided by the company for free. Additional old leads "B leads" would be also be given. It was also articulated that one would not have to search in his own social circles to be successful, but working on references and additional marketing would be the key to success.
I made the bad decision to invest about $150 in getting a health/life insurance license and moreso an additional $285 for an agent's membership at Cornerstone. I was told this price was for a background checkup and would include a set of personalized business cards.
The initial training was meager at best, it was more an overview of the company than a description of the agent's job.
It took a couple of weeks before I noticed that these so-called fresh leads had been given to other agents a week or two prior. This I discovered when potential customers said they had signed for the insurance, sometimes naming an agent in the group, a colleague in the group got the exact same lead I did two afterwards. I received the same lead twice in successive weeks, as I received the leads meant for someone else the 2nd week. What I learned is that the successful agents end up buying their own leads, insuring they are indeed "fresh".
The company had an internet training program that emphasized both honesty and ethics. I found the company to be both dishonest and unethical to its agents. I should also mention that I never received my business cards after being with the company for over 2 months.
I have filed a complaint with the BBB, but the BBB will not try to settle the dispute, because it is not a consumer issue. At the very least, my complaint is on the BBB's record. The managers response to my complaint was that some customers replied to more than one advertisment; this is a flat out lie. Cornerstone being a member of the BBB has a no lose situation, as any complaints to the BBB will not be resolved.
In all fairness there are a number of successful agents at Cornerstone. These agents are successful by buying leads, making cold calls and investing in their own social circles; this road to success was not only hidden in the intial interview, but in part downplayed. I don't label myself as a salesperson, but in two months I was able to make four presentations: one was uninsurable, two sales (one backed out the next day) and one decline. I simply couldn't generate customers, particularly because the all leads I got were already worked on.
Cornerstone should practice the honesty and ethics they so highly claim by investing a little effort in their recruiting, instead of using deception and laying the entire risk on hopeful applicants.
0 comments