When you tell people you sell life insurance they might back off a bit. No one really wants to think of their own mortality. It’s not fun to think of yourself in the pine box being driven to the grave in a sad black hearse. Many agents tend to avoid the conversation of life insurance because it is just too difficult. Prospects tend to squirm in their seat and look away when they are thinking of the “coverage” their family will need in the worst case scenario.
Instead of getting another insurance license or avoiding the subject entirely I invite you to take a different approach to selling policies. An approach that DOESN’T involve long, drawn out scripts that sound rehearsed. It’s a method that doesn’t involve you putting together detailed proposals and reviewing every financial document just to sell them a small $450/annual policy.
To be on the path to doubling your insurance policy sales, consider the following tips:
- Focused Lead Generation – Instead of having an average magazine ad, a sad website, and a paltry past client touch marketing consider taking one of them to the extreme. Focus on one system to generate more life insurance leads. That may mean cutting back on the magazine ad for awhile to put more money into the website. By focusing on one type of marketing you will be able to generate more leads quickly because it will have your full attention.
- Scripts That Are Interest Piquing – Stop selling people on the benefits of life insurance. Stop telling them it’s something they should get if they want to be “responsible”. Instead of the tired insurance sales scripts that are 40+ years old consider changing your scripts into interest piquing questions. Ask questions that get them to see it’s in their best interest. Ask questions that make them want to find out more.
- Follow Up Strategy – No matter how good you are on the phone you won’t be able to convert every lead. There are leads that won’t work out, but some would work out if you had a bit more follow up. Regardless of your lead generation source, consider putting together an email follow up strategy that can pique their interest over a 12 month period. No selling or pitching just emails that reveal the big “why” on getting life insurance.
“Whether you just want to get out of your sales slump or just hit the goals you have always known you were capable of, I invite you to take the next step in growing your business and visit www.businesssuccesstraining.com.” Follow us on twitter @BizsuccessTrain
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