'I Just Need More Prospects'

You should always ask open ended questions. Your question should begin with “who”, “what”, “when”, “where”, “how” and “why”. Remember an open-ended question cannot be answered with “yes or no.” They will require your prospect to tell you what they think… What they want… And then how they feel.

First, you will want your prospects to agree that they have a problem. So, you will want to start off with a simple set of questions. You might ask, “What would happen if your family lost your income?” Wait for their answer. Then you might ask, “How do you feel about that?”

Remember, when you ask them a question, close your mouth and listen. Do not think about what you are going to say next. Listen to what they are saying, and do not speak until the prospect is finished talking.

An important lesson that I have learned in insurance sales is that most people will tell you everything you want to know. All you will have to do is ask them in the right way. People love to talk about themselves. And they will tell you all about their current situation, problems, likes and dislikes. Sometime more than you want to know! All you need to do is to ask the right questions… in the right tone… and in the right manner.

Do You Really Need More Prospects?

So, do you really need more prospects? Or do you really need more sales appointments from the prospects you currently have?

Is the reason you think you need more prospects because you are not as good as you could and should be at setting appointments? Which is all about you improving your sales skills, so you are helping your prospects to want to solve their problems!

How much harder is it for you to find enough prospects who need and want your products? Would your life be easier if you could learn how to set more appointments with the people who need our products? So, they want to take care of that need right now?

Albert Gray, in The Common Denominator of Success, put it this way: ”Any successful life insurance salesman will tell you that it is easier to sell life insurance to people who do not want it, than it is to find people who do want it. But, if you have not deliberately formed the habit of prospecting for needs, regardless of wants, then unconsciously you have formed the habit of limiting your prospecting to people who want life insurance and therein lies the one and only real reason for lack of prospects.”

Stop wasting your time and money searching for hundreds of prospects, so, you can find the few people who need and want your products and services right now.

Instead, focus on turning all of the many people who need your products and services and don’t know it into people who want your product and services right now.

— Read The Top Secret to Closing Life Sales (or Any Sales) on ThinkAdvisor.

Lew Nason

Jeremy Nason

Lew Nason and Jeremy Nason are the founders of the Insurance Pro Shop and the creators of the Found Money Management Advanced Life Insurance Sales System. They can be reached at (877) 297-4608.