“There Are Three (3) Ways, and Only Three (3) Ways To Increase Your Life Insurance Sales and Commissions!”
What have you done in the past six months to increase your life insurance sales and commissions?
Are you stuck in a rut, doing the same things over and over again?
If you want to quickly increase your life insurance sales, there are only 3 basic ways to accomplish what you want, and it’s relatively easy! Plus, if you’ll use all three ways you can save a lot of time and money!
Find and attract new clients. (Which is the most expensive and time consuming way.)
Learn how to consistently close more and larger sales.
Help your clients to make additional purchases. (Repeat Sales)
However, if you want to substantially grow your business you MUST incorporate all three.
Find and Attract New Clients.
When you are new to the business, and just getting started, you have no choice but to work on finding and attracting new prospects. The problem is, finding and attracting new prospect is the most expensive and time consuming way to build your business short-term and long-term.
The problem is that most agents and advisor are always looking for an easy way to find leads and set appointments. So, they buy expensive leads or use some expensive lead generating system that puts them in front of people who have never heard of them. Accordingly, they are lucky if they are able to close one out of ten of those leads. And, that is why they are consistently struggling to earn a decent living and quit within five years.
As we’ve discussed previously you can make your business much easier and close more sales by contacting and staying in touch with the people you already know. Plus, by working to get well known in your local community. Generally, working with people you already know will dramatically increase your chances for setting an appointment and closing a sale.
But, if you want to make your business even easier, and much more profitable, how about if you learned how to consistently…
Close More and Larger Sales.
If you want to close more and larger sales, then it all starts with you learning how to conduct a good fact-find, so your clients want to set better priorities and take action on your recommendations.
Imagine what would happen if you could close 2 out of 10 prospects instead of the typical 1 out of 10. Wouldn’t you double your commissions? How about if your could close 2, 3, 4, or 5 out of 10? How much easier would your career be? And, now what if you could close larger sales?
If you want to make a sale to almost everyone you meet with, and close larger sales, then it is about your ability to help people to see and understand the problems they are facing, so they want to meet with you and take immediate action on your recommendations. And, that is about you improving your questioning, fact-finding and presentation skills.
Consider, you can have hundreds of qualified prospects, but if you can’t get them to meet with you, or get them to take immediate action on your recommendations, what good are they?
If you want to make your business highly profitable and extremely rewarding, then…
Help Your Clients To Make Additional Purchases.
Imagine for a moment that you just opened a restaurant. You work hard and spend lots of advertising money to get a crowd of people to come in for your grand opening. Then on the day of the grand opening, in order to make a quick sale and quick money, you serve everyone the same meal. You never find what they want or how they want it. How many of those people would come back? How long would you stay in business?
Is there any business out there that doesn’t count on repeat business and referrals?
How long would any restaurant stay in business if they didn’t have their customers coming back over and over again? How would their business grow, if no one ever heard about them and they didn’t get referrals? How long would a Doctor, Accountant, Attorney, jewelry store or car wash stay in business without repeat business or referrals?
Every business, to survive, must have repeat customers. To grow, they must be constantly visible to their prospects and they must get referrals.
And, it’s the same for your business!
The Power of Annual Reviews
Annual Reviews are the most overlooked and yet the most profitable of all prospecting activities. Annual Reviews with your existing clients, will cement relationships, retain business, create repeat sales and generate high quality referred leads. While I was full time in sales, annual reviews accounted for 40% to 50% of my new sales income every year, and that isn’t counting the sales income I got from referral leads.
If you aren’t scheduling regular annual reviews, you are missing a great sales opportunity. Situations do change. People change jobs, lose benefits, have children, inherit money. And, their priorities do change…
The best parts is, if you conduct annual reviews regularly, these people will begin to trust you and give you all their business (LTC, Life Insurance, Investments and more) These people will be your clients for life and refer everyone the know to you.
Starting today establish an automatic system of seeing you’re clients at least once a year, and doing a complete fact-find every time.
Yours In Success,
Marketing and Sales Coach
Message to Financial Advisors…
The Legendary Ben Feldman said: “Be dissatisfied. People who are satisfied with the way they are living and doing their job, are in a rut. If they have no driving urge to be a better person or to accomplish more in their job, then they are standing still. And, as any successful financial advisor will tell you, this is the same as going backwards. One of the greatest traits is the inability to be completely satisfied with your own work. The feeling of having successfully completed a job is rewarding, but the feeling of having done it perfectly is fatal.“