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Many people entering into the sale of insurance products feel that they are at a disadvantage. This can be because of their age, the negative feeling about the product or the fear of rejection. Here are 12 killer ways to counteract those negative assertions and build your confidence with all prospects and clients who have a need for your advice no matter what your age or experience is!
Many potential purchasers base their acceptance and perception of life insurance on previous conditioning. The sale of insurance conjures up pre-conditions and past experiences of what people think of those products and how they affect them. Yet advisers still use the word insurance and all its negative baggage the “I” word conjures up for customers. Discover how to minimise the negativity of the word insurance and concentrate on the benefits the product delivers at the time of claim.
Prospects are all around you. Consider where you have an advantage. Is it with a certain profession or industry? Is it a geographic advantage? Have you specific knowledge that is of benefit to potential clients? Do you have a position of advantage locally or nationally? How can you leverage these advantages to deliver prime prospect to you? We identify 68 easy to access places to look for prospects and publicise your offers, expertise and experience.
One of the more creative ways of prospecting is by identifying event changes in people’s lives. Then you cross-reference that with your products and services to establish the need for them with your target market. We identify 5 categories of event change for you to pursue. We have identified a fabulous range of event changes as an opportunity to talk about the products, services and reviews you can provide to those who are change.
This is an excellent visual list that can be used to help clients at claims time by advisers. The executor or family might take months to get around to advising the deceased contacts. A good resource for those involved in handling claims for their clients
Client contact for advisers involved in the insurance business is vastly different to other commodities in the financial services profession. The client contact regime for risk is also very different from those involved with the sale of tangible goods. Clients who purchase insurance have a far different mindset than those who are purchasing finance, accounting services, shares, managed investments or financial planning. Insurance is generally seen as an add-on or expense by the client.
The issue today with many new people starting out in the sale of insurance is, “Where will I find new prospects to talk to about the services I am qualified advise on?” One of the best groups to talk to is the people who you already do business with. So if you are spending money with them, is it not wise to “follow your dollar?” Why are they such good prospects for your services and advice? Well they see you as a source of income.
If you have to utilise the phone to attract, solicit or acquire business then here are some vital and easy to apply tips. They will help maintain your sanity, increase your enjoyment and help you to achieve the targets you must to deliver the business flow that is critical to your success.
Rather than just taking any or every prospect many successful people in the sales have an idea of their perfect or ideal client. To have a clear and distinct idea in your own mind of whom you wish to deal with can be a powerful factor in your success. Simply define the characteristics of your Ideal Client.
These questions are designed to inject a note of reality and common sense into your approach for selling insurance. They elicit definitive answers that move you forward quickly to the closing process to lodge business. They focus prospects on outcomes rather than features. This one of the most effective sets of question you can use to sell insurance.
Life insurance provides the capital at death for things like mortgage redemption, capital funds for education and lifestyle requirements for your family. The government’s contribution through pensions is being critically looked at. Like all essential purchases there are some hard decisions to make that you need to consider. This is a tremendous article for newsletters and websites.
In a world devoted to technical excellence and product compliance you still need to understand how to get people to say YES, to your advice and offers. There comes a time in the process where you are looking for confirmation that they wish to proceed. To ascertain if people are ready to proceed you will need to determine some components of the sales process very quickly.
Deliver this checklist in reviews, in your newsletters, on your website or at first interviews. There is a refreshing approach to get people to think about their situation in a proactive way that makes it easier for them to say YES.
The solutions to improving your capabilities to be able to sell more insurance are close by, if you understand the mistakes that are being made. Let’s identify these mistakes. Once you understand and identify these mistakes you will be able to apply these simple and brutally honest solutions to your business. It will give you a pathway to reaching your personal and professional goals and helping those who need you most — your prospects and clients.
People can take the placing of a loading or exclusion very personally. This can cloud their judgment and make them defensive, angry and dismissive to accept advice. So what can you do for the client when a case is accepted with a loading or exclusion? Here are some tried and true tactics and techniques that have stood the test of time.
The Lazarus close is a very simple technique that allows you to revisit the position and check the warmth of someone who has gone off the boil in proceedings.
This close is ideal for a deal which may have been going on for some time and you are finding it hard to reach a decision. As the name implies it is an attempt to bring a deal “back from the dead” as Lazarus was raised from the dead in biblical times.
Sales people not only need to watch, observe and act in concert with their prospective clients, they also need to “watch” themselves during the sales process.
Successful sales people understand how important it is not only to be aware of the impact you make on the potential client in an interview, but they also have the capacity to intuitively critique themselves in the physical interview process while it actually taking place.
There are people all around you that do have a need of your services, expertise and experience. Some are obvious. Some are hidden. Here are some ideas that will ginger up your prospecting and give you more people to talk to
The initial interview for the risk discussion is enhanced by asking questions that give value and produce a YES answer. These special types of questions deliver an intended value added outcome. This is critically important for two major reasons:
- a) You are talking about value, not price. b) The prospect is placed in a positive frame of mind about a solutions based answer to their problem.
Discover how to handle this objection with logic, emotion and inclusion for the prospect and you. Includes some timeless questions that help the prospect to discover what insurance is really about.
Learn how to move the sale process forward step by step, so the buyer feels involved, helped and part of the solution.