It is crucial to maximize your time as an insurance salesperson. Experts believe that insurance sales success is only possible through organization. Others say that you won’t succeed if you don’t know how to prioritize the most important things at any given time. Neither side can be right.
Have you ever been to a lawyer consultation and seen the desk cleared of clutter and files? What did you think? What did you think? Another lawyer seems to have an inordinate amount of manuals and files that make it look like an avalanche. How can you tell which lawyer will do the best job? No.
Even though the information is inaccurate, you will be given instructions early in your sales career on how to organize your day. It is important to have a list or file of 50 to 100 people ready before you start calling. Potential prospects can be found in a daily file organized by last name and date. A file is also available for potential clients. It is organized alphabetically. The presentation book and briefcase are ready for your next sale.
Annuity, life and health insurance agents have a 94% failure rate. It is possible to contribute a lot to the organization of a productive day. This is a pattern that can be continued without much change.
Have you ever created a priority list as an insurance agent? Priority lists would list the most important items that will help you advance your career. Sales, appointments, reading articles about selling skills, confidence, and sales should all be at the top. Once you have compiled your list, decide how to best accomplish each item and how you can improve it. You will see that spending 4 hours per day calling prospects for appointments is not the most efficient way to find them.
It is impossible to set priorities on a list. Your goals will change as your career in insurance sales develops. This means that your work priorities will need to be revised. However, goals cannot be achieved simply by rewriting the most important. They require action.
It takes more than organization and prioritization to make insurance sales successful. Flexibility is also important.
As an insurance agent, I have to admit that I wasn’t always organized. My desk was never organized and I didn’t follow a set schedule. It is still messy. I set very clear goals and learned quickly what was most effective. I also discovered that some tasks were a waste of my time. I found time-wasting and distractions that made me lose my time. My ability to prioritize was a result of being smart enough to be my own guide and not a sheep. My method was not like that of most insurance agents.
As many coaches and sales managers suggested, I didn’t make a daily list of things to do. Because my daily to-do list can change throughout the day, it is important that I keep it updated. I wanted to be flexible enough to allow sales opportunities to appear as often and as frequently as possible. Six appointments could be made in one day. You might have to make several calls and paperwork the next day. After making a sale I was euphoric and carried my prospect leads. It would have been easy to simply walk up to a prospect lead and make it into a sale. It was not necessary to maintain a set of routines.
SALES SUCCESS There is no mold that can guarantee success. It is not possible to teach it. Only you can create it and continue to improve it. You must have the right combination of 3 ingredients to make an insurance sales career successful. However, each ingredient has its own unique winning combination. It is essential to find the right mix of meaning organization, order of priorities, flexibility, and adaptability. This is a formula that few insurance agents have. You now have the confidence and determination you need to get it all done at maximum speed.
