99% of agents we speak with, think finding more insurance prospects is the key to growing their business. However, having more insurance prospects is only a small part of the answer!
There are 2 areas killing your business.
- Lead Generation– having a consistent stream of life insurance prospects to see. Marketing and lead generation is one of your most important functions. Like Lew has said in the past… You need to stop focusing on being a salesperson… instead, focus on becoming a marketer!
- The skills needed to convert their insurance prospects/leads into appointments and then into sales. Most agents lack the fundamental skills needed to set high-quality appointments. A high-quality appointment is an appointment set on a favorable basis! Not pushing someone to meet with you about a product or following up on a lead card. It’s about helping them to see a problem and why they need to solve it.
Now, that you know the 2 areas killing your business, would you like to learn our 6 Steps approach to finding the best insurance prospects… then getting the appointment and closing the sale!
6 Steps to earning 60k in 60 days!
Steps 1-3 are all about you finding and getting in front of your best insurance prospects.
Step #1 – You must be in front of the best insurance prospects… The people that you have the best chance of selling right now!
To begin with, people prefer to work with an advisor they already know and trust. Or, an advisor who is recommended to them by someone they know and trust. Accordingly, the people you have the best chance of selling, in the next sixty days, are your current clients, friends, family, relatives, client referrals, insurance prospects. So, these are the people who have already met you and are members of church groups and associations you belong to. Besides the people you do business with and referrals from joint venture partners.
Step #2 – Then you must address and be able to solve a specific IMMEDIATE PROBLEM these insurance prospects have right now! Subsequently, you must give people a compelling reason for them to meet with you right now! What problem (s) do they have that you can you solve for them today? How can you help them to… eliminate debt, pay-off their mortgage, save for retirement, fund a college education, stop their stock market losses, recoup stock market losses, reduce income taxes, have the retirement income they need, ensure they don’t outlive their money and protect the people they love!
“Show your insurance prospects that you understand them, their problems and how you can help them!” Jeremy Nason
Step #3 – Finally you must make it as non-threatening and easy as possible for these insurance prospects to meet you and see how you can help them! Would most people prefer to meet one-on-one with a salesperson? Or, would it be less threatening and much easier to get them to come to a… Free Educational Workshop? At the workshop, it’s all about creating curiosity and gaining their trust! The best part of offering a free educational workshop is you can be in front of 10 to 20 couples within a week, for under $100. And, you can offer an educational workshop every week if you need to.
Bonus…You must have an educational presentation that shows your insurance prospects that you understand them, their problems and how you can help them! If you want people to set an appointment with you, then you need to show them you really do understand their situation and can help them… without them making any huge sacrifices! If people don’t see and understand the problems they are facing today, and how you can help them, is there any reason for them to set an appointment with you, let alone buy from you? You must learn a scientifically designed, scripted PowerPoint presentation, with all the questions to use to consistently set an appointment with each couple, right at your educational workshop!
Steps 4-6 Are all about getting your insurance prospect to say yes!
Step #4 – First you must do a complete and thorough fact find! If you want your insurance prospects to buy from you, then you must get them emotionally involved! People buy for many reasons, but they all boil down to avoiding pain or gaining pleasure, which are emotions. To get people emotionally involved, you must ask the who, what, where, when, why and how questions, so they will see and understand the immediate problems they are facing. The more emotionally involved they are in solving their own problems, to eliminate their pain or gain pleasure, the more likely they are to take action! You need to help them to talk about the financial problems they are facing now and in the future.
It’s about you helping them to re-think and establish their financial priorities. Deciding what’s really important to them right now! If you help people to understand and establish their financial priorities, then they’ll want to take action. (continued on page 2)
Jeremy has 23+ years of experience in the financial services industry as an Regional General Agent, Recruiter, Author, Speaker, Trainer, Consultant, Coach and Mentor.Jeremy’s unique perspectives and back to basics approach, on how to truly help clients, have enabled scores of agents and advisors to reach the top levels of their profession.
Latest posts by Jeremy Nason, RFC (see all)
- Having More Insurance Prospects is Only Part of the Answer - February 25, 2019
- Asking the Right Sales Questions… The Key to the Insurance Sale! - October 22, 2018
- Most Sales Trainers Have it Wrong - July 19, 2018