Help Your Clients & Prospects To See You As THE… ‘Trusted Advisor’

Would you like to:

  • Have your existing clients keep on doing business with you for years to come?
  • Have your existing clients refer you to everyone they know?
  • Have NEW prospects, who are anxious to do business with you?

Then you must transform yourself from the typical insurance agent into a Trusted Advisor.

Most insurance agents incorrectly believe that to make more money in their business, they need to have either the lowest priced product, the top performing product, or the newest product and they must provide exceptional service. However, don’t all agents claim to have the lowest price, or the best and newest products, and don’t they all claim to provide exceptional service. If that’s all an agent has to offer, how are they any different from the other insurance agents out there?

Do your prospects and clients think of you as a “Trusted Advisor”… or do they simply think of you as another insurance agent who sells insurance products?

To make more money, you need to find a way to make yourself standout from the rest of the crowd.

A yellow person with the symbolic smiley face stands out in a crowd

The object is to keep your existing clients buying, while you identify and attract more high quality prospects. You need to address two critical questions your client and prospects want to know “why should I do business with you instead of one of your competitors?” and “what’s in it for me?” You must show them you understand and can help them solve their problems. Continue reading

Guarantee You’ll Never Lose Another Easy Sale, By Getting Your Prospects To Call You First…

snoozeAre you losing thousands of dollars in commissions and/or fees every month to your competition, because you’re not in constant contact with your clients, acquaintances, friends, family and your best prospects each month?

Whose fault is it anyway, when the people you know go to your competition for the same products and services you’re offering?

Quick… Do you remember the name of the company that cleaned the carpets in your home, or the glass company that replaced your broken windshield, or the plumber that fixed your pipes last time? If you don’t know, it’s probably because they’ve never bothered to keep in touch with you… stupidly assuming that you’ll call them the next time you need them. But how will you call them back, if you don’t even remember who they are? Continue reading

Why Aren’t People Buying Life Insurance?

puzzled

Ask practically anyone, and they’ll tell you life insurance is pretty darn important. So why in the world aren’t people buying it? It might be because no one’s offering it to them!

A Deloitte survey September, 2015, found 33 percent of people said they didn’t have coverage because no one had offered to sell them a policy. This is despite the fact most workers (45 percent of non-buyers and 70 percent of buyers) included life insurance among their top five financial priorities. Continue reading

‘No One Likes To Be Told What To

Woman-pointing-her-finger

One of the main reasons why so many agents and advisors struggle with closing life insurance sales is they tend to lecture and tell prospects what they should do. Once the agent or advisor finds (or thinks they’ve found a problem the prospect has), they’ll immediately try to provide the prospect with their solution to the prospect’s problem. Doesn’t a salesperson telling a prospect what they should do, create an automatic response from that prospect… of immediate resistance?

Think about it. Do you like to be told you have a problem? Do you like to be told what you should do? Don’t you automatically fight the idea? Aren’t you immediately skeptical? Wouldn’t you rather identify your own problems and come up with your own solutions?

For example, when most agents and advisors are talking to a family they’ll ask; “Do you have life insurance to pay off the mortgage if something were to happen to you.” If the prospect doesn’t have any mortgage insurance, then the agent or advisor immediately tells the prospect about a great new affordable product that will pay off the mortgage if the prospect dies, or about a great plan to pay off the mortgage early if the prospect lives. The prospect automatically says; “Let me think about it!”

Why? Because no one likes to be told what to do! No one likes to be sold. But, people do like to buy, if it’s their idea.

“People buy based on emotions and
then justify their decision based on logic.”

 

The Top Life Insurance Produces have learned how to close more and much larger life insurance sales by helping their prospects identify and truly understand their problems. Then they help the prospect to come up with their own solutions.

These top producers know that… “People buy based on emotions and then justify their decision based on logic.” They’ve learned to ask questions, and have a real conversation to help prospects to ‘want to take action’ to solve their problems. So the prospect practically sells themself.

Here’s a quick simple example…

Agent: “If I may ask, do you currently have a mortgage on your home?”

Prospect: “Yes, I Do.”

Agent: “And, if I may ask, do you have insurance to pay off your home, for your family, if something were to happen to you?”

Prospect: “No I Don’t.”

Agent: “How do you feel about that?”

Prospect: “I never thought about it.”

Agent: “Well, if something were to happen to you, and your family lost your income, what would happen? What would they do?”

Prospect: “I guess they would have to sell the house and move in our parents.”

Agent: “Is that what you want them to have to do?”

Prospect: “No, but unfortunately I can’t do anything right now. I just can’t afford it.”

Agent: “I understand. None of has any extra money. But, do you feel it’s important to have the home paid off for your family if you weren’t there tomorrow?”

Prospect: “Yes, I do.”

Agent: “Well, if I could show you how to get the insurance you need to protect your family, without taking any additional money out of your pocket and sacrificing your lifestyle, would you like to know how?”

Prospect: “Yes, I would.”

Can you see the difference? We’ve helped the prospect to identify and understand their problem and become emotionally involved. Now that the prospect understands and agrees they want to solve the problem, we can work with the prospect to help them come up with their own solutions. Isn’t the prospect in fact selling themselves?

Remember, no one likes to be sold! If you learn to ask questions to help the prospect to identify and understand their own problems, and then help them find their own solutions, you’ll close more sales… And, in many cases, it’ll be a much larger sale.

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Finally, for the first time, we compiled a list of all of our favorite questions into our limited edition, brand new e-book… “Are You Asking Enough Questions?”

Inside, you will find our goldmine of questions that will help you to…

  • Set more appointments!
  • Conduct a real Fact-Find!
  • Stop clients from stalling!
  • Overcome objections before they exist!
  • Consistently close more cases and increase your average case size!

Are You Asking Enough Questions?”  is a limited edition e-book that is available for purchase for only….Don’t Miss Out! 

Claim your copy today!

Use The Summer Slump To Move Your Life Insurance and Annuity Sales Forward!

Let’s face it, we’ve been looking forward to the summer. Now that it is here and the weather is nice we all tend to get lazy. However, that’s a big mistake. Summer doesn’t have to be a slow time for your business.

Here are four things you can do this summer to immediately reenergize your sales and guarantee a strong close for the year!

  1. Fine Tune Your Marketing Message.
    You know your products and services better than anyone else, but most advisors have a hard time conveying the right information to clients. Instead of focusing on your product or service features, take this time to make sure your website, brochures and other marketing materials highlight the benefits your clients will receive.

Remember, people buy things for two reasons:

  • The want to avoid pain, or a loss
  • The want to gain pleasure.

Make sure your marketing message addresses one or both of these wants.

  1. Reevaluate Your Lead-Generation Strategies.
    Once you’ve got your message down, get the word out. You should always have five lead-generating strategies in place. If you’re betting your future on one or maybe two strategies, you’re doomed. Use the summer to research and implement new lead-generating opportunities, such as networking at events, forming partnerships, engaging on social media, and asking for referrals from existing clients.
  2. Connect With Existing Customers.
    People who have already bought from you are the key to your continued viability and growth. Take the time to review your clients’ situation. Then call, visit or email them to schedule an annual review. You can also drop them a note, or send them a card to tell them you appreciate their business. Your customers aren’t going to remember you if you don’t stay in front of them.

And, remember the average person buys insurance about 7 times during their lifetime.

  • when they first get married,
  • they start out with a simple family plan,
  • then a mortgage insurance policy,
  • then a policy on each child,
  • then more insurance because of the new family additions,
  • then more insurance to cover their ever increasing life style,
  • then there is college planning,
  • and retirement planning,

And so on…

  1. Refresh Your Training.
    Do you have a clear strategy on how you should engage with your customers? If not, then it is time to update your training. Use the summer down time to learn how to build strong and lasting customer relationships!

Your goal is to learn how to identify and answer the prospects’ problems. Then show them how your product or service will help them avoid that pain, or gain the pleasure they seek.

People buy products or services based on emotional needs or wants,
and then justify their purchase logically.

Jeremy Nason
Trainer, Coach & Mentor
‘The 9 Out Of 10 Guy’

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Not Sure What To Do, Or Where To Start?
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