Selling more insurance policies doesn’t mean revealing new coverage areas. Selling more insurance policies is not about selling to prospects. If you offer a discount, prospects will believe there are more discounts available. You are in trouble if you start conversations about discounts or new coverage areas.
The first few minutes of a conversation don’t serve to build rapport. You don’t have to make a connection or ask about the prospect’s family during the precious minutes that tick by. You want to grab the prospect’s attention and make them feel like you are an expert in the subject matter.
It’s not about telling someone how many policies have you sold to get them to recognize you as an expert in insurance. You can’t just write a script to sell insurance policies. Prospects don’t care about you, and because you aren’t a doctor or a lawyer, it will take some effort to get them to view you as an expert. Many insurance agents fail to impress customers by trying to explain more about insurance to them than they actually know. They want to impress prospects with their extensive knowledge and “wow” them with their options knowledge. It’s like your doctor telling you how much you know about your lungs, when you are only coming in for a check-up.
Instead of telling prospects how much you know, I encourage you to try a different approach. This will allow you to transform your insurance sales scripts into questions. To get prospects’ attention, a question must not be a generic question. A interest-piqueing question must have three elements.
- The area of interest – A curiosity question that is relevant to prospects’ needs should be one that is interest piquing. You should be able ask them a question about life insurance if they call. Focus on their interests and ask them questions that are specific to them. This will make it easier for you to get their attention.
- Makes prospects want to know more. Many questions are too easy. Your questions need not be boring. However, they should spark the curiosity of the prospect and make them want to know more. The industry might be challenged by your question. You might ask, “were you aware that 80% people purchase too much life insurance?” This question shows that you don’t want to sell more insurance and encourages them to learn HOW to avoid purchasing too much.
- Leads them towards the next step– If you ask the right questions, prospects should be able to move on to the next stage of the sales process. Some agents will need to meet in person, while others may have to fill out an application over the phone. Ask the right questions in order to move them on to the next step of your process.