Tips.1: Here you must master one product at least initially I’m a big believer that the best people in any industry not just sales but anything are the master of one thing and become the expert again who makes more money in the profession of doctoring is it the general physician or is it the cardiovascular surgeon the general physician knows a lot about a lot of things but he doesn’t have specific knowledge like the cardiovascular doc does now why is that important because cardiovascular doc probably.
Makes 10 times as much as a general physician why because he has a special skill set that can literally save lives that he can do that nobody else can do so he has the ability to make a lot more money for his knowledge base and so is the same for life insurance again it doesn’t matter what you sell my chosen product is burial insurance that’s all I’ve really ever done I know it very well and anybody that I run into I can do a very good job but generally convincing them to do business with me versus my competition but you don’t have to sell burial insurance.
You can sell term life insurance voluntary payroll deduct insurance you can sell investment products whatever pick something you’re passionate about and become an expert at it over time if you want to add other products you can do that you can certainly do that but you don’t want to overload in the beginning you want to take something you feel strongly about you feel like makes a difference in people’s lives and go out there and find people that will actually buy it and meet the profile of who would this particular product fit best.
Tips.2: Is get a proven lead system now in the business which I’m involved in your top 10% agents generally all do some sort of direct mail leads you don’t see a lot of cold calling in this business you see some telemarketing leads generated but your big producers pretty much do direct mail so look if you’re in the business you should probably to recommend leave it just makes sense based off of what you see at conventions and amongst other top producers but look you know perhaps there’s you you’re in another line of business.
Do your research and my definite recommendation with this is see what the top guys do find out what the top guys in your particular product do and just duplicate it that’s kind of the big secret when it comes to sales brian Tracy said this once it never left my mind after he said it’s a success leaves Clues the guys that are at the top typically used to be at the bottom and all they did was figure out a technique and a strategy to duplicate the process and so what ended up happening is they get great results and they follow somebody else who did it before them and they hey now they’re getting similar results it’s enough time and effort to find a system that works preferably one that’s proven because it makes a big difference.
Tips.3: Is sell to the masses I am a big believer that the best way especially for a new agent to get started and in any kind of life insurance business mortgage protection term insurance that kind of thing is defined market that’s huge okay because the more people you talk to and the more people there are out there the more opportunity you’ve got to sell a product so by selling to the masses you don’t have to restrict yourself to a very small you know usually highly sought-after group of people to try to sell to you can go out there and do a lot of appointments that that fit a big profile of a mass market typical examples of mass market products include mortgage protection term insurance for business owners is a great way to get started in this business going door to door selling that way final expense people over fifty that are what we would consider low income or middle the low income that’s a huge market out there and there are lots of people that don’t have enough life insurance in all of those categories but if you just pick one of those mass markets and you again kind of correlates with a product that you’re selling to in many cases go with it run it pick it up and go and just do a ton of activity.
Tips.4: Think long term in your business planning so what do I mean by this well take your typical term salesman if a term insurance agent is smart he starts off and realizes that many of the people he’s gonna see he wants to make customers immediately I learned this from an amazing agent many years ago you just want to make the person a customer because once they’re a customer and they can trust you and they like you and you followed up with them a few times as they go through the stages of their life hopefully improving their lot in life they’re gonna have more money and more interest in doing things to protect their family financially and so a smart agent with that mind looking long-term is selling a basic plan much like the mass-market approach we talked about because if they start off with say a simple term insurance product and they get them on the books to get them approved.
Well now the strategy is you work on converting some of that the whole life insurance or maybe you sell them something else maybe an IUL or some other kind of product but you begin that relationship immediately by having something that starts but that whole process of selling them something started with a product I have another guy actually did a ride-along with me the other day a guy called him out of the blue-based off of a website he used to have wanted to buy life one of my long-term care insurance he did a $10,000 or $6,000 premium on the case got him approved and eventually wanted to do a second to die one or two million dollar term insurance plan.
He made $30,000 in commission off of that plan and that was stemmed from a first-time purchase that was pretty damn good to begin with to but that grew into a dramatically large purchase so when you get in this business you’ve got to remember to keep the long-term in mind because really the power in this business is with that you’re gonna get more referrals you can build on your book of business and it’s nice to be with people that you’ve known for a long time and there’s kind of that added value of helping people out that are more than just somebody that’s transactional.
Tips.5: Is you have got to find a mentor that you can trust and that you like this is so important in this business because life insurance is essentially like the businesses of yesteryear they’re built upon the apprenticeship approach to business like the old guilds where a man would take in his son and teach him the butchery business or the baking business or the carpentry business and that guy would work or that son or the apprentice would work with them for years to learn their craft and master their ability to do whatever it is that they’re doing life insurance or mortgage protection is all the same category it all fits the same way you need somebody that understands this business to take you under their wing to show you the ropes so that you can learn this business the right way the first time this is not a business you.
Like Medicare mortgage protection long-term care insurance that where the businesses are going away and are looking for ways to get involved in other businesses.
Tags: Business, Insurance, Term, People, Life, Product, Just, Like, Because