As a coveted new member of the insurance sales workforce…you studied diligently, sat for your insurance license exam, passed with flying colors, and now you’re ready to take the industry by storm and start selling insurance! My initial advice to you would be to slow down for a week or two and seriously consider what you’re planning to do next.
Before you begin prospecting new clients, ask yourself:
“What value do I bring to the table for the businesses I’m going to call on?”
Licensed for Persuasion–Not Insurance Sales!
If you’re just planning to get busy selling insurance to businesses, you’re probably going to lose the race. If, however, you focus on persuading the minds of the insurance buyers, you’re going to be a major player in the insurance industry for years to come.
Do yourself a favor and put this equation to memory: Persuasion = Successful Selling.
Persuading the insurance buyer’s mind is never achieved by throwing mud against the wall to see what sticks.
Insurance Sales Training Tip #2
GOAL: Focus on gaining the insured’s attention by solving THEIR biggest, most frustrating problems in THEIR industry.
Yes, the biggest problems in their industry.
“Focus on gaining the insured’s attention by solving THEIR biggest, most frustrating problems in THEIR industry.”
Once you fully understand what the insured’s needs and desires are, and you can then articulate those needs and desires back to the insurance buyer more clearly than even he or she can explain them to you, the insured will assume you already have the answer. And once that reality clicks in the mind of the insured, you’re one step closer to collecting the signed Broker of Record letters.
Persuasion = Answering Problems
INSURANCE SALES TRAINING tip #2: Persuade the insured’s thinking by delivering on your promises and ONLY ever promise what you can deliver.
Persuasion is part of the fastest, smartest, most ethical approach to building a $1,000,000 book of business.
Great article. Valuable tips.
Somewhere in all of this though, we have to remember we are also licensed to educate people on their insurance. Persuasion is important, but if the client doesn’t understand why he needs you, a signed BOR will work for another agent as well.