Our Best 10 Tips Every Agent Ought To Know Today… To Build A Highly Successful Insurance Sales Career!

No matter what you sell, whether it is life insurance, disability insurance, annuities, or investments, the ultimate goal is make a good, consistent income that keeps growing each and every year.

The reason so many agents are struggling today, making a mediocre living, is they are missing many of the basics, the fundamentals of successful insurance marketing and sales.

Here are 10 tips every agent and advisor should know if they want a successful insurance sales career.

  1. Listen More, and Talk Less…
    How much talking are you doing during your sales call, and how much listening? I mean really listening and focusing on fully understanding what the other person is saying… instead of thinking of what you’ll say next, when the prospect stops talking?

    Most agents, the minute they sit with a prospect, start explaining all the benefits of their products and why it will help the prospect. Instead of pitching your product, sit down and ask the prospect about their family and their concerns for the future. Let the prospect tell you what it is they are looking for. Your role is to be their advisor, not an insurance salesperson.

  1. Don’t Sell Products, Provide Solutions…
    Instead of jumping into a sales pitch about how great and inexpensive your products are and the money they will save, provide them with a solution to their problems. If you have been really listening to your prospects, you will be able to explain to the prospect how what you are offering can help solve the problems you have helped them to identify and understand. People will purchase products that resolve their problems and provides them with peace of mind.
  2. Highlight Benefits, Not Features…
    Most agents focus on the on the technical aspects of an insurance policy… premiums, cash values, loan provisions, riders, etc. Instead focus on how the product will resolve their problems and concerns. For example; Explain how the policy will help establish an emergency fund, pay the bills if they become disabled, pay for a college education for their children, provide a tax free retirement, etc. Be sure to keep their needs and more importantly their wants at the center of the conversation.
  3. Leave Something to Remember You By…
    Most of your sales calls will require a least two appointments, if you are really interested in helping people and not going for a quick sale. The first call is the initial fact-find where you uncover the prospects problems. The second call is presenting your well thought out solution to their problems. You will want to have a booklet or report, a bio sheet, and a business card that you can leave with them at the first appointment, so they will see YOU as a true professional. (Not a company or product brochure)
  4. Set up a system for getting referrals…
    Word-of-mouth is still the best way to grow your sales. If you follow the first 4 tips, people will see you as someone who is there to really help them and they will gladly refer their friends and family to you… if you ask! And more importantly, they will talk about how you have helped them with their friends and family! Which will make it easier to set an appointment and close the sale.
  5. Set Goals and Deadlines…
    Make sure that your goals are specific. How much do you want to make this year, next year, and in 5 years from now? What’s the average size of your sales? How many appointments are you going to set this week? – 3? – 5? – 10? How many of those appointments will result in a sale? Be sure your goals are realistic and achievable. Don’t leave your goals open-ended. It’s not enough to say “I will increase sales by 10%.” Instead, give yourself a set deadline. “I will increase sales by 10% every month.”

    If you are really listening and helping people then you should need only 3-5 new appointments per week, which if you follow our training will initially generate 2-3 sales. The average case size, when we help you to design the case, will be $3,000 to $7,000 in commissions. (Based on a 90% commission)

  1. Work at becoming well known in your local community…
    Be active in your community. Offer educational workshops to groups and associations. (Get your workshops listed on your community’s calendar) Form joint ventures with local businesses. Teach a night course at the local college. Publish articles in the local newspaper. Be a guest on a local radio show. Send a newsletter to everyone you meet. Remember, you are in the people business! The more people get to know you, and how you are helping people, the easier it will be to set appointments and close sales.
  2. Learn Something New Each Day…
    Spend some time each day to improve your sales and marketing knowledge. Read a book, attend a webinar or listen to an audio book, and try to learn something new about your field every day.
  3. Associate with Successful Professionals…
    Surround yourself with people who want to see you win and share your vision of a brighter future both personally and professionally. We are an average of the 5 people we associate with daily. Choosing your team wisely is a major key to reaching your goals, dreams, and ambitions.
  4. Love Your Job…
    This quote from Steve Jobs says it all… “Your work is going to fill a large part of your life, and the only way to be truly satisfied is to do what you believe is great work. And the only way to do great work is to love what you do.” You have to love your job and believe in the product you are selling.

One Final Tip…
One of the most important things I learned from listening to motivational tapes, by Joel Weldon is… “Preparation compensates for a lack of talent.” In other words, you don’t have to be especially talented or be born with a “silver tongue” to be a successful in sales. It’s largely a matter of preparation… understanding your market, what their needs, wants and desires are. Specifically how you can help them solve, satisfy, minimize, or eliminate their problems, challenges, or frustrations. Then how you can most effectively present your solutions to them so they will not only “get it”, but that they will actually take action on what you have recommended to them.

If you’ve done adequate preparation… finding prospects, setting appointments, and closing sales is easy!

How do you find the information and training you need to take advantage of and master these tips? It’s easy, become a member of the Insurance Marketing and Sales Resource Center!

Yours In Success,
Jeremy Nason

“A man only learns in two ways, one by reading,
and the other by association with smarter people.”
Will Rogers

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