OK, So, I am going to start off by saying when I first started in insurance (life insurance), it was unlike any of my past sales jobs. This was a sale, done typically in the home of a client, that was based on the most difficult thing for people to deal with... their own demise.
Now, here is my first piece of advice... make sure the client is going to be on time to your office, or if you are going to their home, make sure you call them to confirm. Some people like the "show up no matter what" when it comes to house calls, but I found out early on with no-shows, that my time was too valuable to be driving and not seeing anyone. If that is your mentality, make sure you bring leads, or businesses in the area, etc, so that if there is a no-show, you can have other people/places to see to make that time productive. BUT, that's not me. I confirm and let people know how much I value my time. It also puts you in the driver seat with clients, not the other way around.
With Life Insurance, if people have agreed to meet with you, whether it was a referral or a purchsed lead, etc, they know they have a need for the product. What that means, is that this is something you have to walk out with on a sale. I never go back to a house for a second time, unless I have to go back to sign a spouse, friend, neighbor, child, etc. This is a one time close. Getting an application done on the first sitting is essential. If no app is done, either you did not explain things properly, you have not established trust, or you are being shopped, or a combination of these things. Being shopped is most common. My response to that is asking people when they are going to die. Everyone has the same answer, "I don't know". Asking that question helps reiterate to the client that you are there because they don't know that answer and that it is needed now, not later. This is especially true of the clients who pull out a shoebox of all the other offers they have received in the mail...
Go right into the app, don't give them time to say no. Getting the app is 75% of the battle. What you don't want to do, is spend all your time explaining and doing everything else involved to have your client tell you they are not interested. If you start the process, they typically go with it. Why do I say this? Because having to go back to the same house twice, is twice your time. Always ask yourself this, "How much is my time worth?" I do that with everything in my life, and it always works out.
NOW, there are a few exceptions to this, which includes writing big policies, or policies with really big premiums... or both. You will know those times when you are in front of them.
I could go on all day, but armed with these tips, product knowledge and a bit of confidence, you should be able to make it for the long haul!
Tim Wheeler
http://www.partneringinprofits.com/
Selling is never having to sell!
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