Stop Selling Insurance the Hard Way

John J. Healy, CEO of NAIFA, recently called attention to the industry’s recognition they need to change their approach when it comes to providing professional development, education, and sales training. Amen. This has been an industry-wide dirty little secret far too long resulting in many producers failing out of the business.

Say “goodbye” to outdated prospecting methods and “hello” to prospecting techniques that produce results. Cold calling using phone scripts from the 80’s is an exercise in insanity. No one needs to suffer that much rejection when you could attract reall prospects to you gaining their attention, and getting them to contact you.

Never again will you use coercive manipulative language intended to trick someone into buying from you. You hate it your client’s hate it and it’s completely uncalled for. Instead, look forward to a future where you and your prospects have a mutually enjoyable relaxed conversation. Imagine a future where you help them discover how to fulfill their needs. A future where you actually are a trusted adviser rather than simply calling yourself one while behaving like a pushy salesperson.

Hoorah, the canned “presentation” is dead. Not only was it a complete waste of your time to memorize a “presentation”, but the instant you pulled it out of your attaché you disengaged the prospect. Sales is simply a conversation where you’re seeking to understand. You don’t need a “presentation” to do that.

No more one sale and you’re out. Never again will you position yourself as an insurance sales person. You’ll hold the honored position of a trusted adviser. From this point forward you’ll work to make connections leading to long-term relationships providing you the financial security you need to survive in this business.

Put an end to clients walking out the door as fast as you can drag them in. You now can see you are a business owner not an unpaid sales minion for the insurance companies. These are your clients and it’s your responsibility to put their best interests ahead of the insurance company’s. Your clients understand this about you and that’s why they wouldn’t think of taking their business elsewhere. You’re the first person they recommend to their friends and peers.

Yes, this is the future that could be yours once you stop selling insurance the hard way. Once you understand how to position yourself for productive prospecting, follow through with a effective sale process, and build life-long relationships. I’d like to close by asking you a simple question, “if the industry admits they’ve failed in these areas do you have time to wait for them to get up to speed?” What would happen to you and your business if you took responsibility and got the help you need to succeed now?

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