Dear Fellow Financial Professionals,
For over a decade, we’ve had
thousands of career and independent agents,
advisors and planners
calling the Insurance Pro Shop and asking how they can get in front of
more qualified insurance prospects. They want to see more insurance prospects, so they can close more
insurance 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 annuity and 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
When we ask the agents if they would like
to be closing 90% of their insurance and annuity sales, most of them tell us they don’t
believe it’s possible… They will explain that many of their insurance 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
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 what they're doing, where they're going, 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 insurance 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 open ended questions to ask the prospect. And, when they don’t close the
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, higher returns or the lowest price!
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
You Can Close 90% Of Your Sales Calls!
We know you can close 90% of your
insurance sales, because we did it when we
were full time in insurance sales, and many of the agents we are currently
working with are doing it. These are agents, advisors 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, advisors 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 insurance sales, they are now closing much larger 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 sales 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
They understand that the ‘Initial
Fact-finding Interview’ is where the insurance sale is actually made.
The reality is that by asking the right
questions and really listening to your prospects, you are ultimately
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 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!"
Download "How To Close
9 Out Of 10" It's Free!
“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
sales interview by trial and error. You could find a mentor or hire a sales trainer!
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!