At the end of this article is The Big Secret for achieving consistent sales success in the insurance business! However, before we get there, we need to examine four key reasons why agents fail to become top producers. We at Davis Life and Annuity have assisted many agents over the years and have observed The Big Four Problems that can stop a sales career before it starts. See if any of these apply to you:
Every agent who enters the insurance business experiences various forms of call reluctance such as tele-phobia, self-consciousness, or doom saying. All agents have this problem at one time or another. However, successful agents find a way to overcome it. Do what you have to do to fix it. Not doing so is fatal to your sales career.
Taking Rejection to Heart
Repeated rejection can cause a person to shut down emotionally and, as a result, lose valuable selling time. Stop thinking about the last call when you are on the next call. Being “present” for each and every prospect is necessary for sales success. If you take rejection to heart you may stop prospecting and also become less effective on the calls you do go on. You need to understand that sales is a numbers game. More action means more applications. Most top professional baseball players strike out two out of three times at bat, yet they are still considered successful. Learning to shake off rejection is a key requirement for a successful sales career.
Improper Time Management
“What is the best use of my time right now?” Agents need to spend 80% of their time in front of prospects. It is easy to get diverted with administrative work – activities that do not produce revenue, but limit this to 20% of your day. When you become more successful, hire an administrative assistant. Based off of the success of the agents we have coached, this strategy could increase your commissions by 30 – 40%.
Failure to Get Referrals
Often agents get so involved in the sales process, especially when they make a sale, that they forget to ask the client for the names of friends and family who also might be interested in the agent’s professional services. A warm lead is a great lead.
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