Discover what every agent ought to know about insurance marketing and sales…

In this issue of 'Insurance Marketing and Sales Mastery' - July 2004

* Improve Your Closing Ratio To 90%
* Success Tip
* Important Prospecting Update...
* Sales Tips
* Hot New Sales Opportunities
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Improve Your Closing Ratio To 90%

For over 3 years now, I've had agents calling me 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 me that they are closing 25% to 40% of the people they see. They don't have a problem closing 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 they are only closing 25% of their sales calls, then to make one additional sale they have to see four more people; to make two additional sales they have to see eight more people; etc. That's a lot of additional time, effort and expense.

If they want to make more money, it would be much, much easier to improve their closing ratio with their current prospects.

When I ask the agents if they would like to be closing 90% of their cases, most of them tell me they don't believe it's possible… They 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, I 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 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 and advisors 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"? "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.
I know this because I did it when I was full time in sales, and many of the agents I'm currently coaching are doing it. These are agents who came to us closing 25% to 40% of their sales calls and within just a few weeks they were closing 70% to 90%. These are agents and advisors 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 sales, they are now closing much larger sales.

And, No, these agents and advisors 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 and advisors 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 interview they are:
· Focused on Asking Questions to Help the Prospect Identify Their Problems!
· Asking Questions to Help Them Understand What the Prospects Really Wants!
· Listening to What the Prospect Is Really Saying!
They understand that the 'Initial Interview' is where the sale is really made.

The reality is that by asking questions and really listening to your prospects, you are ultimately selling them on why they should do business with you.

They are buying you as someone who really cares 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 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!"

Are you thinking: "OK." "So, where do I go from here?" "Where is there a script for the initial interview?" "What are the questions I should be asking?"

You can learn 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 one of our specialized lead and sales systems, or join our members' only, private site. Or, you could choose to live with a 25%-40% closing ratio… The choice is YOURS!

Lew Nason, RFC
Marketing Coach
Creator & Founder of
www.insuranceproshop.com

P.S. If you want to learn how to attract your ideal prospects, learn how to help your prospects to identify their problems, and then offer them real solutions to their problems - it's all in the Insurance Marketing and Sales Resource Center...

© 2005 by Lew Nason, RFC, All rights reserved
Lew Nason has been helping agents to achieve long-term success in insurance sales for over two decades. His unique perspective, on how to truly help clients, has enabled scores of agents reach the top levels of their profession. Visit his web site at www.insuranceproshop.com or call him toll free @ 877-297-4608.