You have to believe that your insurance company will hold you hand and guide you every step of the way when you begin your insurance career. This was the feeling thousands upon thousands of new agents felt this year before realizing that their careers were doomed. Your career is yours to decide.
There are two main ways to sell annuity or life insurance: health and life. First, the traditional company way. All the procedures the insurance company has established for every agent should be followed. This will almost certainly benefit the insurance company that you represent and it will not affect your dreams or future. You can also imitate the style and characteristics of a predator. You will not only survive but you will also rise to the top of the pack.
A prowler is an animal predator that has an advantage over you. These instincts are deeply rooted in the bloodlines. These are genetic traits. There are few genetic factors that can help insurance salespeople exist. Your office will set up a training program that is “one-size fits all”. If you are a typical life and health insurance salesperson, you’ll have a lower income. Consider whether you are selling insurance to make a quick buck or as a full-time job.
PROWLER SKILLS
Define a Territory A wild animal rarely wanders the streets looking for food. It has established boundaries that contain the most productive resources. Many inexperienced agents will run for the sale, even if it means they are not qualified. You may not be aware of the number of candidates in your chosen driving area at first. For example, if your first target is homeowners who have children at home, it’s a good idea to make a genuine call. A list broker will tell you how far it would take to reach your home. Determine if 35,000 prospects are within 20 miles of your home. This is your territory. To avoid losing precious time, DO NOT TRAVEL OUTSIDE YOUR TERRAIN.
Refine your Prospect Territory A prowling animal rarely searches its entire territory. It quickly learns the hot spots. You can eliminate any zip codes or other characteristics from your territory that might not be in your league. Do you prefer working with people earning $100,000 a year or people who make $40,000 to $50,000 with a baby? You might also consider subcontractors, plumbers, roofers and other occupations that fall within your comfort range. If you choose the right list broker, this is where you can shine.
Knowledge about Competition This is one of the most difficult skills, but also one of the most difficult to acquire. You will rarely meet any real insurance competitors once you are a highly skilled salesperson. It’s easy to just feign invisibility. You will find competition and be surrounded with wild stinging. You are superior to all competition. If you feel that way, don’t mention them. It doesn’t matter how much your company might try to compare itself to them. You are the competitor, not your company. After feeling that you are trustworthy and knowledgeable, your prospect will buy the plan that you have presented by the insurance company.
Your Prospecting Techniques Your company will likely be happy to give you a directory that includes all the people in your area who are prospects for any type of insurance product. There are also hidden prospects that you will feel most comfortable with. This is true whether you are talking to, explaining the product to, or selling your plan. This is a simple blind map that has very little meaning. To make big money, you will need to put in a lot of effort to get ahead. A list broker can create a targeted list for you at $50.00 to $70.00 per 1,000. Consider homeowners who are self-employed and earn $40,000 to $60,000 per year. All of the residents in the selected zip codes must also be included. Prospecting must be targeted at certain prospects and done on a regular basis.
Get a wealth of product knowledge It is one of the most powerful tools for persuasion when your prospect can feel your expertise in a particular area. The prey feels trapped, just like a skilled hunter animal. This is only possible in insurance sales. Your prospect will like it and feel compelled to buy from you. Clients are not attracted to you by being a novice agent. They attract clients by being experienced pros. You should be able to master two or three products. Tell your potential client that this is your specialty. Those who have a strong expertise are the ones that make the most money in insurance sales. This is possible today.
Don Yerke is a published author who likes to focus on the things you don’t know and what no one else dares print. It’s okay to tell it as it is.
His new paperback book will be available on Amazon in the spring. This book is full of great information about insurance marketing and recruitment.
