I am concerned for our industry. As I travel around the country speaking, I often meet agents who tell me that if they can get in front of a prospect or client they will sell them.
I immediately ask them, “So how many people do you get in front of every month?” Overwhelmingly, they say two or three per month. The data from LIMRA supports this assertion. They find the majority of agents sell between 30 and 40 applications per year.
Then I ask them, “What if you could increase your appointments to six or eight per month?” They always answer that it would change their careers.
Recently, I wrote about how to develop a form to increase sales.
But there is another easy way to dramatically increase your appointments. Ask great questions about issues that matter. We have an enormous amount of topics to ask questions about. Asking questions in a conversational way creates awareness and interest.
Ask simple questions: Will providing Social Security benefits require higher taxes in the future? Could taxes be much higher? Do you want to pay those taxes? If I could show you how to reduce or eliminate those taxes, would you want to know about that?