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February 22, 2011 at 07:00 PM
We often miss a critical point in life insurance sales: In uncertain economic times, clients are more highly focused on preserving financial resources and making them more secure. In these circumstances, they are looking for solutions that will give them confidence that the future is sound and solid. In other words, there is enormous opportunity for producers if they seize it.
Here are eight suggestions for success in tough times.
1. Ask yourself hard questions: What is my target market? What is my unique value proposition for this market? Do I need to hone my skills and broaden expertise? Do I know this market as well as necessary to compete and win?
2. Hone your skills in marketing yourself and your products. Are your sales skills as good as you think they are? Have you laid out your blueprint for prospecting calls, appointments and resales to your existing clients? Could you benefit from coaching?
3. Keep track of your results. If you’re not satisfied, take steps to make changes.
4. Manage your time ruthlessly. Wasted time equals lost sales.
