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How To Set More Life Insurance Sales
Appointments From Your Leads

 

Every week we get calls from advisors looking for more and better life insurance sales leads.  What if instead you could learn how to set more and better appointments from your current leads? (and your orphan policy holders, friends, family and clients)  How much easier would your life be?

 

Does this story sound familiar? A while back, we got a call from an advisor who had been a career agent with a major insurance company, but had decided to go independent several months ago. He called us for help because in the past month he had purchased 200 life insurance leads - and he wasn't happy with the results. From those 200 leads, this advisor had only set about five appointments per week (23 appointments for the month); actually met with only two of those people each week (10 fact-finds for the month); and closed one sale per week (four sales for the month). Needless to say, this advisor wanted to know where he could buy more - and better - leads.

 

As we talked, he told me that the majority of his leads only wanted him to send them a quote, some of them had health problems, and more than half of the prospects with whom he had set appointments cancelled or were no-shows.

 

We get calls like this several times a week. Whether these producers are buying leads, or using direct mail, newspaper ads or dinner seminars to generate them, they are only getting a 10 percent to 15 percent appointment rate. And, they have a lot of fallout from the appointments they set. Just about every advisor I talk to wants to blame the quality of their leads for their lack of appointments.

 

How To Quickly Increase Your Life Insurance Sales Appointments

 

First consider, nobody wants to meet with a pushy salesperson, even when they know they need and want the product or service you're offering. Perhaps they are afraid they'll be pushed into buying something they don't need or want, or they're afraid they will be pushed into spending more money than they can afford or want to spend.

 

Second, most prospects make the assumption that all life insurance policies are pretty much alike, so to them it makes perfect sense to just pick the least expensive one. That's why they'll object to the appointment with statements such as, "I'm too busy right now," "We don't have the money;" "I just want the cheapest policy," or "Just send me a quote."


These objections are a natural part of the selling process and an opportunity for you to help people to see how valuable your service is.

 

If you want to set more and better sales appointments, then you'll have to learn how to get past the typical objections to the appointment. You must focus on helping your prospects see the problems they face, and then help them to see how they'll benefit from meeting with you.  If your prospect does not see they have a problem, or truly understand the depth of their problem, then why would they waste their time meeting with you?

 

You must also be able to differentiate yourself from the rest of the advisors who also are calling them. And, it's not going to happen by focusing on your products, price, investment returns or your credentials. The most important thing to remember when making appointments is that you are selling the reason for the appointment, not your product or services. You must help your prospects see why they should meet with you. For example:


Prospect: I'm too busy right now. Can you just send me a quote?

 

Agent: Mr. Prospect, I think I understand. We are all busy and no one wants to meet with a pushy salesperson, right? I could just send you a quote, but am I correct in assuming you want the best value for your dollar?

Prospect: That's correct.

Agent: Mr. Prospect, I'm a little different from most of the other agents you'll meet. I want to help you and make sure you get the best policy for you and your family. There are literally hundreds of companies and policies for you to choose from, with a variety of options. And, without knowing the details of your situation, I'm not sure what the best value is for you, or what you'll actually qualify for. So, if I could, I would like to meet with you and your spouse - in person - to go over your options and ensure that you get the best policy at the best value for your situation. Does that make sense?

Prospect: I guess so?

Agent: Mr. Prospect, if I could show you how to get the policy you need and want to protect your family, without taking any additional money out of your pocket, or changing your current lifestyle, would it be worth 20 minutes of your time?

Prospect: Yes.

Agent: What's the best day for us to meet?

 

Remember, if you want an appointment then you must help your prospect see they have a problem and then get them to agree they want to solve the problem.

 

Another Example:

 

“If you don't mind me asking, do you own a home?”

 

“Do you currently have a mortgage on your home?”

 

“Do you have a mortgage life insurance policy to pay off your home for your family if something were to happen to you or your spouse?”

 

“How do you feel about that?”

 

“If something were to happen to you or your spouse tomorrow would your family be able to keep the home?”

 

“How do you feel about that?”

 

“Do you feel that having a mortgage protection policy is important?”

 

"Mr. Prospect, if I could show you how to get the mortgage protection you need and want to protect your family, without taking any additional money out of your pocket, or changing your current lifestyle, would it be worth 20 minutes of your time?"

 

“Sounds like we need to get together and talk.”


Overcoming the objection to the appointment is your first sale to the prospect and it requires you to learn a presentation, just like you do for any sales call. You wouldn't go into a sales appointment unprepared, would you?

How To Overcome Objections To The Appointment

Write down the most common objections you hear on the phone and in person. And, the problems most people are facing today. Then, think about the questions you can ask and what you will say to overcome those objections in the future and write those down as well. Practice these questions and responses until you know them by heart. By doing this, your answers will become second nature, and you will be prepared to sell the appointment - which gives you a better chance of setting the appointment.

When you know what to say to sell the appointment, you can set appointments with nine out of ten of your current leads, orphan policy holders, friends, family and clients!  Remember, the reason these people responded to your letter, ad or invitation is because they are interested in, and want more information about, your products or service. If you want to set an appointment, then you just have to give prospects a good reason to choose you.
 

Yours in success,
Jeremy and Lew Nason
“The Nine Out Of Ten Guys”

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"...the sale was for $24,000 commission, not a bad day!!!"

"I just made a large (for me) annuity sale that would have not been possible had I not used your website (the Insurance Marketing & Sales Resource Center) and your coaching advice. I have learned to listen much, much, more than talk. The sale is made by them not me. And most importantly I did the right thing for the client because they will be earning much more income and saving a bundle on taxes. So, you not only helped me, but the client. Oh, by the way, the sale
was for $24,000 commission, not a bad day!!!
This is only step one in the planning  process, step two the life insurance review will generate another smaller, but nice sale.
"
Brian H.
- PA

Did You Know?

Did you know that with the Trusted Advisor Mentoring Program you can gain a significant competitive advantage over the other insurance agents, financial advisors and financial planners in your local community? Plus, obtain valuable expert knowledge, with the tools to take you to the level of success, that most insurance agents, financial advisors and financial planners can only dream of. 

Industry Legend Mehdi Fakharzadeh mesmerizes advisors at the 'Trusted Advisor Success Training' held at the historic Ragsdale Inn, in Dallas Ga.
 

“I’ve written over $270,000 of life premiums
in the past two months”

Randy Delph, RFC, LUTCF, FMM - IN, "Thanks for everything. I’ve written over $270,000 of life premiums in the past two months since attending the boot camp in December... ($190,000 in commissions) Freedom Equity Group has asked me to do a teleconference to explain how I’ve accomplished this dramatic increase in my business. I’ll be recommending your Found Money Management™ system and your boot camp to everyone on the call."
Randy Delph,
RFC, LUTCF, FMM - IN, (35 years in the business)


“I ended up closing 5 out of 7 appointments...
for $350,000 for the week.”

John Holmes - LA"I bought the Annuity Quick Start plan with the hope of getting a system that will keep me in front of the money. The first day after reading some of Lew's ideas on presenting and closing sales, I closed 3 out of 3 appointments! I ended up closing 5 out of 7 appointments for $350,000 for the week (all were one call closes). I have to give Lew credit, I made some slight changes in my overall approach that produced immediate results. I now feel confident that Lew can help me when I begin to set up my marketing game plan. Nobody will ever be any more skeptical than I was, when I ordered this program. The very first appointment after implementing these techniques, I paid for the plan almost 20 times over just off of that first sale."
John Holmes
- LA


"I have submitted over $30,000 of life business…
IN JUST ONE MONTH!"

Bryan Schurter, FMM, RFC"After doing my first workshop at the end of September, and after getting back in touch with my current clients (through your newsletters) I have submitted over $30,000 of life business…. IN JUST ONE MONTH! Although the additional income is nice, without a doubt, the best part of your whole system is the simplicity in helping clients. I finally feel that I am offering clients more than just retirement planning. I know that my clients will be better off after meeting with me than they were before. Your system is so easy to understand, to explain to clients, and to implement, that it’s almost ridiculous. I am so glad I found you when I did, so early in my career. I look forward to many years of working with the two of you! Thanks Again!"
Bryan Schurter, FMM, RFC - CA, (4 years in business)


"What a life changer.  I cannot thank you enough." 

"Lew, I just wanted to take a moment and thank you for recommending the mortgage protection tool kit. It has definitely helped me increase my average case size from $600 annual premium to well over $2000 annual premium per case.  Also, prior to purchasing the tool kit, I was spending over $2,000 per month on leads. I am proud to say that I have not purchased a single lead in over two months and my production is still climbing. What a life changer. I cannot thank you enough. You are truly making a difference." 
David Trusler, MBA, IL, Trusler Financial Group, (6
years in business)

Testimonials and Success Stories

"It Changed My Life."

"I have been looking for a "magic" system for selling insurance and leads.  It doesn't exist!  However, within about 30 days the Insurance Pro Shop's Mortgage Protection Sales System and training has changed my practice!  This is a complete system that if applied can turn anyone's practice around in 30 days. The simple facts are... from Jan 1/2011 - Mar 31/2011, I sold $30k in life premium.  From April 1 - 18th I sold $14K in life premium and 2 annuities for $57k.  I also had a client call me and we are working on a $300k annuity which will be the largest I have ever moved.  I have looked everywhere for a system that works, and bought a lot systems. This is the only one that really works.  There are some simple truths to this  business and you cannot work around them.  The key to the selling Mortgage Protection is in showing people how to pay for the coverage the want.  I think this is a must have for any agent. It changed my life."
Mark Kanakaris - GA, (4 Years in business)

Industry Updates & News...
From Producers Web

Health care reform "devastating" to agents/brokers, report says

Many women lack retirement planning knowledge, survey says

Muni bonds should be capped, BABs adopted, report finds

State Medicaid programs could save money by changing prescription drug policies: NCPA report

SEC to return focus to 12(b)-1 fees, Commissioner says

Medicare funding cuts would hurt nursing homes, critics warn

Buffet: Berkshire Q1 profit dropped on insurance losses

Goulart named new MetLife CIO

Well, that's it for this weeks Moneymaking... 'Insider' Marketing and Sales Tips Newsletter. I hope you found the information helpful in your efforts to quickly grow your sales and income.

Jeremy & Lew Nason
'The 9 Out Of 10 Guys'
Marketing and Sales Coaches

P.S. Do you have a friend or associate who is struggling in this business and needs help?  Why not tell them about our Web site and forward this newsletter to them. They'll thank you! 

Copyright 2011, Insurance Pro Shop - All rights reserved
Lew Nason, with his sons Jeremy Nason and Will Nason are the founders of the Insurance Pro Shop and the creators of the Found Money Management - Advanced Life Insurance Sales Toolkit the most endorsed and successful Life Insurance lead generation, appointment setting and sales system available for today’s insurance professional!  Lew has been helping agents and advisors to get off to a quick start and achieve long-term success in financial services industry for almost three decades. His unique perspective, on how to truly help clients, has enabled scores of agents and advisors reach the top levels of their profession.

Visit their web site at http://www.insuranceproshop.com/ or call 877-297-4608.

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