Does this sound familiar to you?
When you first entered sales, for the insurance industry, your main focus was just on finding prospects. If you didn’t have a prospect, you couldn’t set an appointment, or close a sale. Initially, you looked for anyone and everyone that breathed and was willing to sit down with you. You contacted your friends, family and everyone you knew. You asked everyone for referrals. You made cold calls. You bought leads and you sent out sales letters. Or, maybe you were lucky enough to be with a company that had a few orphan policyholders that you could call on. You were constantly told that, if you talked to enough people, you’d always find a few people who needed what you are offering, and they would buy your product or services. You learned your sales script and you closed a sale with almost everyone that sat down with you. You didn’t have a problem making a sale once you were in front of a prospect! You just needed more prospects!
A year or so later, you were working very hard and struggling to earn the living that you wanted and were promised. You had approached everyone you could think of! You were frustrated with cold calling. You were only getting a few referrals. The sales letters you were sending out every month were getting you a few good new prospects. The leads you were buying were generating a few appointments. You were selling everyone you met with. But, you still didn’t have enough sales. You knew that if you could be in front of just a few more prospects or better prospects, you could be making a much better living.
So, you decided that you needed to find a better source of leads, or a better lead system. You searched the Internet and industry publications. You asked your associates and managers, who they recommended. You found there were hundreds of companies that professed to have the best leads or the best lead generation system on the market. Some of these companies offered automatic phone dialers that would put you in contact with thousands of people every month. One company had a system for fax blasting to businesses. Another company offered you preset appointments. There were several direct mail companies that guaranteed they’d have 150 people per month attend your free dinner seminars. Another company told you, that if you offered people a free report you’d have hundreds of people calling you and begging for an appointment. So, you tried one, two or more of these companies. You now have a lot more prospects, but not enough actual appointments. You are still closing a sale with almost everyone you actually meet with. You don’t have a problem making sales. You just need better prospects!
So, now you decide to try some of the other lead companies and systems out there.
Does this story sound all too familiar to you?
It’s a very common story we’ve heard time and time again from thousands of agents, advisors and planners across the country. They all believe they have a prospecting problem. Unfortunately, the majority of these…
“Agents Don’t Know… What They Don’t Know!”
What you don’t know is… If you are contacting enough people you will always make a few sales, no matter how good or bad you are at closing sales.
To put it another way…
‘Even if you are the worst salesperson in the world,
you will close a few sales, if you talk to enough people!’
I’m sorry for being so blunt! But, we are here to really help you to succeed and not just tell you what you want to hear! The fact is that most agents, advisor and planners want to believe they are good at making sales, when the truth is that they are only making sales because they just happen to stumble on the ‘Ideal Insurance Prospects’ once in a while.
As the old saying goes…
“Even a blind hog will find an acorn now and then!”
Unfortunately, the majority of the companies who sell leads and lead systems, and most recruiters are willing to take full advantage of your situation. They know that they can make a ton of money, just by giving you what you want – more prospects. Even though they know that it’s not really what you really need! The majority of these companies aren’t concerned about your long-term success. They are not going to spend their money to train you on how to sell. They are only concerned about their success, and their profits.
If you want to really succeed in this business, then burn this into your memory…
‘It doesn’t matter how many leads you get, if they aren’t the ‘Ideal Insurance Prospects’, and you don’t have the skills needed to turn the majority of those leads into an appointment and then into a sale!’
Fortunately, there are a few good recruiters and trainers who are willing to spend the time to help you learn and master the questioning and sales skills needed to insure your long-term success in the financial services industry. However, they are hard to find, and because they offer very specialized, personal training, they tend to be expensive!
The best recruiters and trainers will show you how to quickly take your lead generation to a new level by specializing and then focusing your prospecting efforts on finding your ‘Ideal Insurance Prospects’ for that specialty. However, they don’t stop there!
You’ll also learn the critical questioning and sales skills needed to turn each of your ‘Ideal Insurance Prospects’ into a solid sales appointment. You’ll learn how to set sales appointments by focusing on asking question to identify and then solving the prospect’s immediate problems… not by focusing on your products, price, investment returns, a hot new sales idea or your credentials. You’ll learn how to ask the right questions to help your ‘Ideal Insurance Prospects’ to convince themselves why they should meet with you.
Plus, you’ll learn how to conduct a thorough, emotionally based, fact-finding interview that will get your prospects to tell themselves what they really need and want. And, you’ll learn how to use that information to close ‘9 out of 10’ sales appointments.
Yes, it all starts with finding the ‘Ideal Insurance Prospects!’ But, just as important (or more important) for your success, you must learn and master the skills needed to set appointments and close sales.
Again Remember… It doesn’t matter how many leads you get, if they aren’t the right leads and you don’t have the skills needed to turn the majority of those leads into an appointment and then into a sale!
To Have The Success You Have Been Dreaming About…
You Must Take The Time To Learn How To Set Appointments With ‘9 Out 10’ People You Talk To! If you want to set an appointment, you must learn what Top Producers know. It’s all about asking the right questions to help people recognize and understand the problems they are facing now and in the future! If your prospect does not see they have a problem, then why should they waste their time meeting with you?
And, You Must Take The Time To Learn How To Close ‘9 Out 10’ People You Meet With! If you want to close a higher percentage of your sales appointments and increase the size of each case, then gathering the ‘Facts’ alone is not enough. You also need to ask the emotionally based questions to uncover the prospect’s attitudes, opinions and unspoken feelings. You need to uncover their emotions and motivations to help your prospects to want to take action today! People don’t buy based on their needs! They buy based on their wants! Asking questions is how you establish trust and confidence with your prospects to build strong and lasting relationships!
One of the main reasons the top producing agents, advisors and planners are consistently earning $20,000, $50,000 and much more per month… Is they’ve learned how to make the transition from being viewed as just a salesperson, to becoming the respected and trusted advisor people want to see!
And, it’s because…
They’ve learned how to attract their ‘Ideal Insurance Prospects!’
Plus, they’ve learned how to set appointments with almost everyone they talk to!
And, they’ve learned to ask the ‘Right Questions’ during the initial sales interview… to help the prospect to sell themselves!