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It’s natural human behavior to give back information, to provide more information.Steve therefore stumbles across different types of opportunities that he wouldn’t find by sending off a postcard. These may not be the type of people that will reply by direct mailer or Facebook lead. At the end of the day, I would not recommend doing the first one. In the insurance sales business, it’s important that you get your gear straight.
As an insurance sales agent, regardless of whether you work with a field marketing organization or not, you are a business. How can you make a traditional business plan work for your insurance sales business?
Check out this example of a “Medical Services Management” business plan for help. What are you achieving by going out and selling every day (other than a profit)? Even if you’re a one-man business, it’s a good way to remind yourself of who you are and what you can accomplish.
They don’t need to think about it anymore, especially if you satisfy all their objections and concerns. The power of your personality helps people open their minds. That’s what matters the most in the insurance business, right?
Many times people need someone to recommend a plan or encourage them to buy what’s most popular. You want to keep the business you put on the books.
You don’t want to be in a position to where you lose business. In the long run, it’s a better deal for everybody; the agent and the client.
If you overwrite too much coverage, it’s too expensive, you push too hard, it’s not good.
This bleeds over to being an expert on insurance-related issues.
Giving information first makes these people feel that they should reciprocate.
But when you get down to it, a lot of the success in insurance comes from you. However, the longer I’m in this business, the more I realize that what really sells you to your clients is you. From this process, Steve can generate high-quality leads, in the form of annuity deals. He sells life insurance policies through 10-35 exchanges, people who have large cash values in their policies.
The big secret takeaway is to craft a sales presentation that’s based around your personality type. You can push a lot of people into buying insurance, but they can change their mind at any time. Multiply that by 25%, 35% of your book of business and you’re in a lot of trouble. It’s funny to listen to people who make sales that way and I’m sure they do, but I worry. When you’re talking insurance, you are always on the hook for quite a while. It’s a short book on his experience in selling insurance. Usually, they’d do breakfast or another meal, then reconvene in his office. Plus they would also give him introductions and referrals. As your buyers get more sophisticated, you will have to do multiple calls.