Podcast Center
Video Center
Webcasts
Resource Center
Events
September 22, 2023 at 01:15 AM
What You Need to Know
- You may be wonky.
- You may be holistic.
- You still need to persuade clients to act.
Do you want to make it easier to set appointments, and close sales of insurance and annuity products that will make people’s lives better?
Then you must stand out from all the other insurance agents in your area.
You want to be the ‘one’ person people talk about and want to meet.
You will be amazed at how much easier your career is when you learn and follow these 10 insurance sales success strategies.
1. Get people to talk about themselves.
During the first few minutes you meet with a prospect, whether in an elevator, at your seminar, or during the initial fact-finding, resist the temptation to talk about yourself, your products, or services.
No one cares how great you are until they understand how great you think they are.
Ask questions to get people to talk about themselves and what they really need and want.
Resist the temptation to throw out “sales pitches” about your product or service.
Because at this point, what could you possibly talk about?
You have no idea how or if you can help the prospects.
2. Telling is not selling.
If you tell the prospects something, they may or may not believe you.
Remember, in their eyes, you are just another salesperson trying to make a sale.
So, if you want to sell to most of the people you meet with, you have to get your prospects to “tell themselves” what’s important to them and their families.
You need to get fascinated with your prospects.
You need to ask questions with no hidden agenda or ulterior motives.
3. Pretend you’re on a first date with your prospect.
Get curious about your prospects.
Ask about their dreams, concerns and problems. The more you get them to talk about their dreams, concerns and problems the more important those things will be to them, and the more they will want to find a solution.
Then ask about the products and services prospects are already using.
How did they happen to choose that product or service? Are they happy?
Is it too expensive, not reliable enough?
Find out what they really want.
If not from you, then perhaps from someone you could recommend.
4. Speak to your prospects as you would speak to your family or friends.
This isn’t the time to switch to the “sales mode,” with heavy-handed persuasion techniques.
Speak normally, like when you’re around your friends and loved ones.
Keep it all simple. Don’t try to impress people, and don’t use technical jargon.
Jeremy B. Nason, RFC, is the co-founder of the 