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Discover what every agent ought to know about insurance marketing and sales…
In this issue of 'Insurance Marketing and Sales Mastery' - July 2003
* Are You Searching For The Ultimate Market?
* Success Tip
* Important Prospecting Update...
* Sales Tips
* Hot New Sales Opportunities
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Are You Searching For The Ultimate Market?
Over the past year, I've spoken to hundreds of agents who tell me they have a problem. They are not making enough sales or money. They want to find a way to generate more leads, or they want to get into a better market. However, as we discuss their situation, in most cases, it turns out the problem is not what they think it is.
Let me give you an example.
Yesterday, an agent called. He wanted to know how to generate leads for the mortgage insurance market. He told me he was struggling and needed to make some quick sales. I asked him how long he had been it the business. He told me 10 years. In the past, he had sold Medicare supplements and LTCI, but that had dried up. So, he moved into the annuity market doing seminars, unfortunately without much success. A few weeks ago, he started selling mortgage insurance, using purchased leads. He is not making enough money from these leads, so he wants more leads, so he can make more sales.
This is typical of what I hear almost everyday. Most agents think that they need to see more people, or they need to move into an easier or better market. When, what they really need is to become better at closing, and making larger sales. The grass is always greener…
The real problem is that most agents view selling, as convincing the prospect to buy what they are offering. That is not selling. Selling is finding out what the prospect needs and really wants and then helping them to get it...
There is an old story that puts this into perspective... A customer walks into a hardware store and tells the salesperson he's looking for a 1/4 inch drill bit. What is it that the customer wants? It's probably a quarter inch hole!
If the salesperson is smart. If he wants to make a sale. And, if he wants to keep the customer coming back to buy more, then he's going to ask the customer some questions. He is going to help the customer buy the right drill bit for the job. He'll ask; "How many quarter inch holes do you want?" "In what material?" "What kind of drill are you using?" etc.
It's the same if you are selling Medicare supplements, LTCI, annuities or mortgage insurance. If you want to make more sales and make a six figure income, then you must learn to ask more questions. You must help your customer to buy the right product for their situation.
There are no easier products to sell. You don't need 20 new prospects each week.
Take the time to learn to ask better questions. It will pay big dividends...
Comments...
To make a six figure income selling insurance, you only need to be closing 3 prospects per week. That's assuming you are helping the prospect buy the right product for their situation. To make 3 sales per week, even if you only have a 50% closing ratio, means you only need to have 6 appointments per week. Which is less than 20 hours of work per week… And, as a side benefit, if you are really helping them, you'll start getting lots of great referrals.
Lew Nason
Marketing Coach
Creator & Founder of www.insuranceproshop.com
Helping Insurance Agents create endless streams of new, repeat, and referral business…
All the tools and information you need to create endless streams of new, repeat, and referral business, are in the Insurance Marketing & Sales Resource Center…
"All of us do not have equal talent, but all of us have an
equal opportunity to develop our talents."
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Success Tip
Make-Ready
A great musician was once asked about practice and rehearsals. His response was pointed; If I miss one day of practice, I know it. If I miss two days of practice the critics know it. When I miss three days of practice everyone knows it."
"The beginning is always today." Practice - practice - practice is not an option. It is mandatory for your presentation to be all it can be. A cliché ... and true.
"The more you sweat in training, the less you'll bleed in battle. Too many salespeople are not only bleeding in the 'battle' to sell their customers, they're hemorrhaging. Refine your skills in private and you'll have more victories in public. There are no shortcuts. Training is not glamorous or overly exciting. It doesn't work overnight. But it does work. Choose the 'pain' of daily training and skill development or the 'pain' of losing more deals. Pick one or the other. There is no third choice."
by Dave Anderson, author of "Selling Above The Crowd"
All the tools and information you need to create endless streams of new, repeat, and referral business, are in the Insurance Marketing & Sales Resource Center…
"Everyone has peak performance potential - you just need to know where they are coming from and meet them there."
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Important Prospecting Update…
Use a script - don't shoot from the hip.
There is only one thing worse than listening to a salesperson read a script over the phone and that is to listen to a salesperson without a script. Obviously, it is important to not only have a script but to practice it until it sounds smooth and natural. Set aside time to role-play with an associate over the phone. By taking turns presenting and critiquing you will gain confidence, polish your script and be more effective.
When prospecting, avoid the temptation to sell over the phone. Your objective is to gather information and make the appointment.
All the tools and information you need to create endless streams of new, repeat, and referral business, are in the Insurance Marketing & Sales Resource Center…
"Acting on a good idea is better than just having a good idea."
Robert Half
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Sales Tips
Insist On Double Comitments…
Have you ever given your presentation to a husband and wife together and one of them kept presenting themselves as the dominant decision maker? You then focused your presentation on the dominant one only to have the passive one kill your deal at the end of your presentation.
You can avoid this happening by insisting on individual commitments from each person when asking your commitment questions. You do this by simply asking (for example) the husband, Mr. Jones, do you see how you will benefit by this program? When the husband responds favorably, turn to the wife (the real decision maker) and ask, And how about you, do you feel the same way? She will say yes and you will avoid the problem of someone laying low to pounce on you at the end.
Close More Sales
Never ask whether the prospect wants the product or if the service will satisfy his or her needs. Instead, ask which alternatives of the product or service will more satisfy their needs.
"It's not the answer, it's the quality of the question."
All the tools and information you need to create endless streams of new, repeat, and referral business, are in the Insurance Marketing & Sales Resource Center…
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Hot New Sales Opportunities
Free Introductory Offer...
Would you like to learn an easy way to get more appointments? Then give me a call toll free @ 877-297-4608. We'll spend 10-15 minutes together and I'll teach you a simple script that gets appointments.
'Fast Track Advisor Guides'
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New… Advisors' Guide To: 'Real Financial Planning'
New… Advisors' Guide To: '10 Deadly Mistakes'
Advisors' Guide To: 'Asking The Right Questions'
Advisors' Guide To: 'Lead Generation Success'
Advisors' Guide To: 'Growing Your Business'
Advisors' Guide To: 'Overcoming Objections'
Advisors' Guide To: 'Found Money Management™'
More Fast Track Advisors' Guides
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Agent Testimonials
"Lew, I wanted to take a moment to write you and let you know how helpful your services have been to me. Part of why I am doing this is in an effort to help other people, like myself, that are looking for the tools to become the best in the business."
"Professional is the most over used word in the sales profession in my opinion. Many times when I have seen an example of a "professional" sales presentation it reeks with another slant of arm twisting, condescending, manipulative, or insincerity. I don't want any of that, I think more of myself than that."
"Your system is obviously completely different and it is genuinely professional. I am able to diagnosis my clients ills and make credible recommendations that they buy because of the legitimateness of the interview. I have clients not customers because of this. My clients are engaged in the process, so that they are able to obtain a greater level of satisfaction in what they are doing." John N., LA, July 10, 2003
Thanks John!!!
"Wisdom is knowing what to do next, skill is knowing how to do it,
and virtue is doing it" David Star Jordan
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Well, that's it for this months insurance marketing and sales tips newsletter. I hope you found the information interesting and helpful in your efforts to grow your business.
Lew Nason
Marketing Coach
Creator & Founder of www.insuranceproshop.com
P.S. Do you have a friend or associate who needs help? Why not tell them about our web site or better yet, forward this page to them. They'll thank you!
Helping Insurance Agents create endless streams
of new, repeat, and referral business…
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