Here is the #1 way to grow a property and casualty business in the insurance agency.
Continue readingHOW TO GROW A PROPERTY AND CASUALTY INSURANCE AGENCY
SIX WAYS TO INCREASE CUSTOMER RETENTION
Learn how to increase sales, improve customer retention, and create positive satisfaction in your clients.
Continue readingTHE 1 REBUTTAL THAT STOPS ALL OBJECTIONS
Piece by piece, I’m giving you one rebuttal that will overcome ALMOST every single objection.
When you don’t know what to say, you pause and hesitate, that’s when you end up losing the control of the call. So stick with me, and this will help you with EVERY single objection you might ever receive.
So first, I start with the TRIPLE A’s.
Agree -We do not want to be disagreeable, and we have time to think for an objection.
Answer – Answer the rebuttal .
Ask – Ask a question.
If you pause in the middle of your calls, build one single rebuttal until you can develop other rebuttals, so you’re not pausing, you’re not thinking, and your confidence level is up.
SCRIPT:
- I agree or Thank you for sharing that
- Since You Requested This
- It’s my job
- Up to you what you do with it
- I’ll be out in your area
- Either or
I agree. Thank you for sharing that with me. Since you requested this information, it’s my job to get it to you, but it’s up to you with what you do with it. I’ll actually be out in your area on x day, would the morning or the afternoon work better for you?
This script works for:
- Not Interested
- Already have insurance
- Can’t Afford/Broke/Cost
- Too Busy
- Drop in the mail
- Sick
- Stranger
- Covered through work
To watch me work through all of these rebuttals, make sure to view this video. I like to keep it super simple because you are more likely to forget when you overcomplicate things. I like to spin the openings to make sure this works for each objection. Let me know if you have another objection and make sure to keep it simple.
I hope this helps!
FIVE THINGS YOU NEED TO SELL INSURANCE OVER THE PHONE
If you’re interested in bettering your phone calls and sales, these five things will improve your ability to convert over the phone.
Training
From the Hello to the Thank you, you need to be prepared every step of the way. With a higher skill level, your agents are going to be able to convert more sales. I’m passionate about phone sales, and if you have the right training, you can too.
Quip your clients with what to do, when to do it, how to do it, where to do it, and why to do it. Providing training videos and calling scripts is crucial. Being able to help your agents overcome objections so that they understand the entire sales process will give them everything they need.
Resources
Resources are important. You need to be able to handle live transfers, various ways to gain leads, and what to say during your introduction.
Harvard says the first 4 seconds of the call is POWERFUL to make sure you convert the sale. I believe even the first 60 seconds are paramount.
While you have similarities between face to face and over the phone, there are differences, and being prepared with what you need to know and what you’ll be able to pull out from training will help you convert people over the phone.
Marketing
Marketing is just as important as the others. Where are you getting your leads, what do they look like and where are you getting them?
I’ve created Telesales Mastery Members to help you better understand telesales and assist you on what leads you should be using. In my group, I provide discounts with vendors and marketing companies.
Technology
You want to be able to have technology that works for you. Creating a pipeline that acts like a funnel that can help you dial, move a lead forward, close them as a sale, or follow up with them is essential.
In Telesales Mastery Members, I offer discounts on headsets, dialers, calendar pieces, CRM’s and more.
Carriers
You want to take all of the questions out of your setup with a carrier. Understanding what is popular when it comes to sales, what electronic apps do they offer, what the process looks like, and how many carriers do you need?
Using a popular carrier and understanding the process will only help you succeed.
These five things that you need to sell insurance over the phone will help you get started. Want to learn more, call my office or join Telesales Mastery Members here.
SELLING $1 MILLION IN HEALTH INSURANCE
One of the biggest misconceptions is that nobody makes a living selling health insurance.
While Brad Hannon was visiting in Springfield, Missouri, I had him share how he makes a continuous 6-figure income year after year and is on his way to hitting a 7-figure income.
Stay in Your Ten
Focus your energy and talents on where you can be most effective. Learn new things, but make sure to keep your abilities sharp.
Find Your Niche to Expand Your Services
You have to be focused on one section of the industry. Be the best that you can be in that area. Once you understand and have clients, continue to serve them. When you have more time, learn to expand, and offer more services to create a more substantial income.
Residual Income
By retaining clients, you will create a residual income. That means payment will continue to get paid to you while they use you as their agent.
Referrals
Referrals are critical to your business because your current clients can offer new individuals who need your services. Happy users are more likely to offer someone new.
Understand and Overcome Limiting Beliefs
A limited belief is that anything in your mind or way doesn’t let you hit your goals.
Money is motivating, but when Brad turned money into a scoreboard to see what he could make, he changed his beliefs on what he was “worth.” Shattering the ceiling, breaking down goals, understanding how to get to where you want to go, and making it a challenge will help you overcome and go where you want to go.
Leaving Your Comfort Zone
Put your best foot forward; challenge yourself once every single day. Many agents struggle to be okay with fear; when you leave your comfort zone and lean into your fear, you’ll find more confidence.
Use these tips to make sure that you’re making a difference in your business and challenging your team.
FROM ZERO TO $5 MILLION SELLING HEALTH INSURANCE IN UNDER FIVE YEARS
When Bradley Hannon was in town visiting the office, Landon McCarter and I had the opportunity to pick his brain as he is THE health insurance guru selling health and life insurance.
With less than five years in the business, Bradley has grown his team and produces over $1 Million in healthcare policies every year himself.
Brad reflected while chatting with us over his ups and downs during his time in the industry. Brad had to start from scratch twice during his career. “It’s going to be the best thing I’ve ever been through, and I believed that wholeheartedly at the time.”
“It was devastating at the time, but looking at the positives to know that I could do it again, I knew there wasn’t a fear of failure, rather I leaned into the fear.”
He provided tangible advice on how to be a leader and how you can grow your leadership. He suggested creating a “5 Tool Agent” to recruit, train, sell, etc. so that they can also be producing sales while managing a team. Brad has enjoyed being able to grow his team while he himself sells over $1 Million in policies a year.
If you’re interested in health insurance or thinking about selling health insurance – give this podcast a view.
MY CONVERSION SECRETS: HOW TO TURN INSURANCE LEADS INTO SALES PART 2
In my Free E-Book, I have provided some of my tips and tricks to help you master your calls.
Making these simple adjustments during your phone calls is going to make a huge difference.
First, instead of saying, “Hello, is this Betty,” say “Hello Betty.” By confidently saying their name, you eliminate any thought of being a telemarketer or a salesperson.
Second, use your first name. By not providing your last name or company, the conversation flows easier, and this doesn’t give them an opportunity to interject or try to leave the call.
Third, don’t ask what everyone else does – don’t ask how they are. You don’t know this person, and you don’t care how they are. Don’t make small talk that makes both people uncomfortable.
Fourth, don’t pause. By pausing, you’re waiting for them to take control of the conversation. Have your thought process completed before you get on the call. You will sound more confident, and you direct what is being conversed with.
And finally, sell a “drop-off” time. By only dropping something off, have the opportunity to get face to face with them, and they aren’t worried about you trying to sell something.
Give these calling tips a try and comment below your thoughts. How did this work for you? Have you done any of these before?
MY CONVERSION SECRETS: HOW TO TURN INSURANCE LEADS INTO SALES PART 1
Are you an insurance agent who struggles converting insurance leads into sales?
Harvard Business Review did a case study covering three years, 15,000 unique internet leads, and over 100,000 calls, they found this:
- Best days to contact people are: Wednesday and Thursday
- Best time to call people are from 8 am to 9 am and then from 4 pm to 6 pm
- Most sales happened between the fifth to the twelfth point of contact
How many times are you contacting people? Are you persistent? What are you doing during your phone calls?
Many times people are paying for leads, and often agents do not follow up with their leads.
By the time you’ve hit your sixth point of contact, you open your chances of contact to a 90% success rate.
Download my FREE E-Book so that you can access my 12 Point Follow Up System.
One of my top secrets is TRIPLE dialing. Utilizing various numbers to contact people will increase your answer rate. You need to have conversations with leads versus just having leads. Leads are an opportunity to make a sale – but not a guaranteed sale.
Changing up the times that you call your leads is essential. If you only call at 3 pm and they never answer – they might be unavailable. Calling at various points during the day will increase making contact.
Using these tips will help you convert leads into sales. Remember, 80% of sales happen between the fifth to twelfth point of contact. Work hard, and I know you will find success.
FOUR STEP SALES CALL TIPS
Are you comfortable with sales calls? Do you do the same routine with every single person?
I’m here to tell you I change my calls up, person to person, but my routine is the backbone of each call.
First, I start with the Warm-Up – I get to know them and build rapport. Both of us chat so that we get to know each other. Using either FORM or FORD gives you advice to create a topic. FORM: Family, Occupation, Recreation, then into the Message. FORD: Family, Occupation, Recreation, and Desires.
Second, I get into my fact-finding. I share my money-bag presentation. I ask questions that I will be able to assist with during my presentation. The goal is then to give a long term solution.
Third, I present and close. On my YouTube channel, I have produced videos with presenting and closing ideas. Also, I have personalized training for companies or one-on-one to give you more advice in this area. I touch on five benefits that I am going to help them solve and then pick three that will be the best options. Please make sure that it’s engaging along the way and they are saying yes.
I provide in order the plans from largest to smallest. I also have nine trial closes ready to banter back and forth to see where they might be most interested.
Finally, I do my cool down where I bring the client from business to chatter. You want to confirm the client saw value in what you’re selling and ask questions. Then you will explain what happens next. This is the time to ask for a referral. For the next five to ten minutes, slow down and chat so when you get off the phone, they aren’t thinking of the sale but rather that you were so kind and got to know them.
If you are more interested in my specific techniques or direct examples, make sure to look into either my Success Society or my Sales System. I have a ton of options for how I can assist you through your insurance agent career.
HOW TO CROSS-SELL AS AN INSURANCE AGENT
Can you confidently cross-sell various insurance products within one sales call?
Taking control of a phone call and leading the direction you want it to go is essential.
Do you have a reliable script with transitions, ready to go?
I set my calls up with reference to a “Money Bag.” Many clients express that there are four areas of money loss when nearing retirement.
The Four Money Bag Concern Areas Are:
Health Expenses
This can drastically reduce what is remaining in retirement due to the high cost. From health issues to conditions, you can sell Medicare regardless of age. Make sure to fact-find and see what they currently have and if it works.
Final Expense
If you want to leave a legacy for your family and provide a small benefit when our time comes, you want to do this. Without this coverage, the cost will increase quickly and take a significant amount of money before you pass.
Long Term Care
70% of seniors age 75 or older end up with the need for care. While on the phone, ask the question, “What do you have to offset this high cost,” gives you the opportunity to offer up: Long-Term Care or Hybrid Life Insurance.
Taxes and Income
Many people have money set aside but are worried it’s not enough to last. Taxes are going to be avoidable, and the cost of living is always increasing, but your clients have options, which is where you come in to offer a solution.
This “Money Bag” idea is perfect for fact-finding and provides tips for those of you looking for cross-selling opportunities.