You need more than a briefcase to be a good insurance rep.
No matter what type of insurance you sell, you have competition. The key to being a successful agent is to do what you do better than other reps. Part of this can come from arming yourself with product knowledge. However, product knowledge and hard work isn't always enough. Even though insurance sales is a numbers game, you can improve your percentages by using some of these strategies.
Gather Data
Learn about your client. Ask questions, particularly about their passions. The more you know about the client, the easier it is to pinpoint their hot button when it comes to purchasing a product. Record everything as you talk.
Listen
One of the keys to a successful sales career is to know when to keep quiet. When you're gathering data, simply ask the questions and then let the client answer. Listening makes them feel important. Once you present the close and ask the client to purchase, seal your lips. The first one to speak loses.
Use the Client's Passion to Close a Sale
If your client is a single person who doesn't believe they need life insurance, maybe they do but simply don't know that yet. If they love animals and support a local organization to help strays, suggest a policy that can continue their work after they die. Many clients love the idea of immortality, even if it's through charitable giving.
Ask for the Business and Referrals
Before you even ask the first question, explain how you work. Tell them you make your income two ways: one is from sales and the other from referrals. Ask for the client's promise that if they like what you present that they'll do business with you. The second is that they'll give you referrals. While some clients will break their word and give your plans to another agent, most are true to their promise.
Use Implied Consent
Once you've finished your presentation, simply start filling out the application. If the client doesn't stop you, through implied consent, they've agreed to the purchase. If they do, you have a talking point to close the deal.
Volunteer
Get involved with your community. No matter how smart you are, you'll get more business by being friendly. People like to do business with friends and acquaintances. Volunteer for projects in organizations that you support and you'll meet many different people who are potential customers. If these people don't need your services, they will recommend you to others who do.
Set Goals
Insurance is a numbers game. The number of people you contact directly relates to the number of sales you make. Set a goal for contacts, appointments and sales each day. Don't make it a weekly goal because it's too easy to wait until Friday to try to accomplish the task.
Tags: that they, business with, numbers game, product knowledge, your client
