For over 13 years now, we’ve had agents, advisers and planners calling the Insurance Pro Shop and asking how they can get in front of more people. They want to see more prospects, so they can close more sales and make more money.
As we talk about their situation, they tell us that they are closing 25% to 40% of the people they see. They will tell us they don’t have a problem closing life insurance sales. Their only problem is they aren’t seeing enough people. Unfortunately, what most of them don’t realize is that trying to see more people is doing it the hard way. Consider, if you are only closing 25% of your sales calls, then to make one additional sale you will have to see four more people; to make two additional sales you will have to see eight more people; etc. That’s a lot of additional time, effort and expense.
If you want to make more money, then wouldn’t it be much, much easier to improve your closing ratio with your current prospects?
When we ask the agents if they would like to be closing 90% of their Life Insurance cases, most of them tell us they don’t believe it’s possible… They will explain that many of their prospects are just lookers, or shopping for the best price (or investment returns) or they don’t have any money. There is no way they could close 90% of the people they are currently seeing.
As we talk further, we will ask them questions about what they are doing in their initial sales calls. In a very short time, it becomes obvious they don’t know where they’re going, what they’re doing, or where they’ve been when it comes to sales calls.
Most Agents Are Winging It!
The reason most agents aren’t closing 90% of their sales calls is they are winging it during their initial sales interview. They don’t have a set procedure for the initial sales interview, let alone a series of questions to ask the prospect. And, when they don’t close the sale, it’s easier for them to make excuses and say it’s because the prospect is just a shopper and doesn’t have any money… than to admit they aren’t as good at selling as they should be.
The good news is that most of your competition falls into this category.
Unfortunately, the bad news is that you are probably doing the same thing. The problem is that the vast majority of agents, advisors and planners still believe the purpose of a sales interview is to show off how smart they are and to convince the client that they have the best products or price.
I’ve said it before, and I’ll say it again: Prospects don’t care how smart you are, or if you offer the best products, service or the lowest price!
The real purpose of the sales interview is to turn the prospect into a client. What your prospects want to know is: “What’s In It For ME… and My Family?” “How can you help me better my situation?”
Your goal is to help your prospects to see you as they’re savior. Then and only then will you start closing 90% of your sales calls.
You Can Close 90% Of Your Sales Calls!
We know you can close 90% of your sales, because we did it when we were full time in life insurance sales, and many of the agents we are currently working with are doing it. These are agents, advisers and planners who came to us closing 25% to 40% of their sales calls and within just a few weeks they were closing 70% to 90% of their sales calls. These are agents, advisers and planners who were earning $3,000 to $10,000 per month and are now earning $20,000 to $60,000 per month.
Not only are they closing more life insurance sales, they are now closing much larger life insurance sales.
And, No, these agents, advisors and planners did not change how they were prospecting! They aren’t seeing more prospects! They haven’t gone to a more affluent market. And, No, they aren’t offering a new product or service.
So, what made the big difference?
These agents, advisors and planners now have a set procedure for the initial interview. They have a series of questions they ask each prospect. They are prepared. And, they are well rehearsed!
In the initial fact-finding interview they are:
- Focused on Asking The Right Questions to Help the Prospect Identify Their Problems!
- Asking The Right Questions to Help Them Understand What the Prospects Really Wants!
- Really Listening to What the Prospect Is Saying!
They understand that the ‘Initial Fact-finding Interview’ is where the life insurance sale is actually made.
The reality is that by asking the right questions and really listening to your prospects, you are ultimately getting them to sell themselves on why they should do business with you.
They are buying you as someone who really cares about them and can really help them.
Until you internalize these concepts and stop winging it, you will find it very difficult to consistently close 90% of your life insurance sales.
Lastly, please remember that nobody sells everybody. There was only one perfect man who walked this earth. All you can do is improve to the point where you become a … “90% Closer!”
“I started with Lew roughly two years ago. He has helped me tremendously with his phone coaching. I was able to give him information about my prospects and clients, so that he would give me the CORRECT questions to ask them, to lead them to the sale… my business has grown significantly because of his help with the right questions as well as helping me put together some simple marketing techniques that go a long way. Lew truly helps you have that slight edge.”
“Whether You Think You Can, or You Think You Can’t…
You Are Right!”
Are you thinking: “OK.” “So, where do I go from here?” “Is there a script for the initial interview?” “What are the questions I should be asking?”
You can learn how to conduct a better initial interview by trial and error. You could find a mentor or hire a sales coach! Or, you can invest in our “How To Close 9 Out Of 10” DVDs. Or, you could choose to live with a 25%-40% closing ratio… The choice is YOURS!
Will, Jeremy and Lew Nason
“The Nine Out Of Ten Guys”
‘Message to Financial Advisors…
What have you done in the last sixty days to increase your sales? Is there any question that during the year, you’re going to spend thousands of dollars in time, money and effort bringing in new clients to your business? Then wouldn’t it make sense to do it the most cost effective, money-making ways? Why not learn the life insurance and annuity marketing, prospecting, appointment setting and sales strategies that most of the leading agents, advisors and planners on the planet use?
Not Sure What To Do, Or Where To Start?
Call us to schedule a No Obligation, Free 15 Minute Consultation with Lew or Jeremy.
Toll Free In US 877-297-4608 / Direct Line 770-443-2852 (M-F, 9AM-5PM, EST)