What is the #1 problem 90% of the agents will tell you they have today? Isn’t it finding enough prospects? Is that your biggest problem?
How about we take a few minutes to analyze the problem?
There are two basic approaches to prospecting for life insurance sales…
The first way, which is what 90% of the agents do, is trying to find the few people that need and want our products and services right now.
The second way, which is what the top producers do, is identifying the people who need our products and services, and then helping them to want them right now.
How many people in your community actually know they need life insurance and really want to buy it right now? How much time, effort, and money are you spending trying to find those few people?
How many more people are there, in your community, that know they need life insurance, but aren’t considering buying it right now?
So, is the problem really that you don’t have enough prospects to talk to?
Aren’t there literally thousands of people in your local community who really need the products and services you offer?
Is the real problem that your current appointment scripts only work with the few people you find, who are already thinking about buying life insurance?
What if you knew what to say, and what questions to ask to get people who are NOT thinking about buying life insurance, to recognize and agree they have a problem? so, now they are willing to consider purchasing life insurance, and they will want to set an appointment with you!
If you want to set an appointment with a high percentage of the people you talk to, then don’t they need a good reason to meet with you! You must help them to see they have a problem, and that you can help them to solve that problem.
Albert Gray, in ‘The Common Denominator of Success’ put it this way; “Any successful life insurance salesman will tell you that it is easier to sell life insurance to people who don’t want it, than it is to find people who do want it, but if you have not deliberately formed the habit of prospecting for needs, regardless of wants, then unconsciously you have formed the habit of limiting your prospecting to people who want life insurance and therein lies the one and only real reason for lack of prospects.”
Consider the following…
How many salespeople are calling you every week?
Do you have the time to talk to and then meet with every salesperson that calls you, on the off chance they may have something that you need and/or want? You don’t and your prospects don’t!
When a salesperson calls us, we don’t have the time to talk to them on the phone, let alone take 20 minutes or more out of our day to meet with them, unless that person can give us a real good reason… WIIFM (What’s In It For Me!)
When most agents call, they will introduce themselves and TELL you that they would like to meet with you to review your policies and/or save you some money. Or, they have a great new idea they would like to share with you. Or, they have some fabulous new investment that will make you a millionaire in retirement.
I don’t know about you, but meeting with a salesperson, on the off chance they may be able to save me $10, or for me to spend money on some hot new investment or idea that I can’t afford, is a waste of my very precious time.
However, if a salesperson calls me, introduces themselves, gives me a quick idea of what they do, and asks permission to ask me some questions, then I might give them a few seconds of my time… Then, if I agree it’s really important, I will meet with them.
Here are a few basic, proven prospecting scripts, using questions to help people see they have a problem, so they will come to their own conclusion that they need to meet with you.
Example: Mr. Nason, this is Jim Smith of Homeowner Services. The reason I’m calling is we specialize in helping Martin County families to pay off their home 5 to 10 years early without sacrificing their current life style or income tax deductions.
Agent: And, if I may, I’d like to ask you a few questions?
Agent: “If I May ask, do you currently have a mortgage on your home?”
Agent: “Again, if I may ask, if something were to happen to you or your wife tomorrow, do you have mortgage insurance that would pay off your home for your family?”
(If yes… Agent: Great, how much do you have? Ask more questions and have a conversation about how much life insurance they actually need.
Agent: “How do you feel about that?”
Prospect: “I never really thought about it?”
Agent: “Well, let me ask you what would happen if your family lost your income? Could they keep the home?”
Agent: “So, what would they have to do?”
Prospect: “My wife would just have to go back to work.” (“My wife would get remarried.” “My wife could just move back in with her family.”)
Agent: “Is that what you want to happen?”
Have a real conversation, ask questions, and get them to tell you what would happen and what they really want to happen.
Prospect: “But, I can’t afford it right now.”
Agent: “I understand, none of us has any extra money, but you do you feel that protecting your family is important?”
Agent: “If I could show you how to protect your family and pay off your mortgage 5 to 10 years early without spending any additional money out of your pocket, would it be worth 40 minutes of your time, to sit down and talk about it?”
Agent: “Sounds like we should get together and talk. When would be a good time to get together with you and your wife? How about next Tuesday at 4 PM, or would Thursday at 6 PM be better?”
Example: Mr. Nason, this is Jim Smith of Retirement Resource Management. The reason I’m calling is we specialize in showing Martin County residents how to have the retirement of their dreams, without sacrificing their current life style. And, if I may, I’d like to ask you a few questions?
Agent: “If I may ask, are you currently saving for retirement?”
Agent: “How do you feel about that?”
Prospect: “I know I need to save for retirement. But I can’t afford it right now.”
Agent: “I understand, none of us has any extra money. But, you do you feel that saving for retirement is important?”
Prospect: “Of course.”
Ask more questions and have a conversation to get the prospect to tell you what will happen in retirement if they don’t start saving now. Or, what they want to do in retirement
Example: Mr. Nason, this is Jim Smith of Retirement Resource Management. The reason I’m calling is we specialize in helping Martin County retirees to protect their retirement income, home and assets from the devastating costs of Nursing Home Care. And, we help them stay at home, for as long as possible, if Long Term Care is ever needed.
Agent: “And, if I may ask, do you currently have a plan to take care of your spouse, plus protect your income, home and hard earned money if either of you ever need long term care?
If you want to make rock solid appointments, then ask questions and talk about the problems people are facing today and be very specific on how they will benefit by meeting with you right now. Always remember, to make prospecting even easier, to set lots of appointments, you must be calling your ideal prospects for that product or service. And preferably the people that already know you!
Are you ready to learn the questioning skills you need to take your career to new heights? Then isn’t it time for you to invest in our How To Close ‘9 Out Of 10′ Sales By Asking The ‘Right’ Questions… Advanced Prospecting and Fact-finding Skills Video and Audio Training?
Jeremy and Lew Nason
Trainers, Coaches & Mentors
‘The 9 Out Of 10 Guys’