The Secret Of How To Close More And Larger Life Insurance Sales! Find The Best Prospects To Set The Best Life Insurance Sales Appointments!
Most agents and advisors think that closing more and larger life insurance sales with 9 Out Of 10 people you meet… is not possible! However, if you know the insider secrets of the top agents, it is actually easy! During my 7 years as a top life insurance producer, I consistently closed 9 Out of 10 sales appointments. That is one of the reasons Jeremy and I are called the ‘9 Out Of 10 Guys’! (My Media Consultant came up with that phrase when we first started the Insurance Pro Shop in 2000) And, ‘No’ I wasn’t a pushy salesperson. I did not use any of the 101 closing techniques. My lapse rate was below 5%. And I did not replace any of the other life insurance policies in the home.
By the way, when you ask most of the top producers you will find that they close life insurance sales with 9 out of 10 people they meet with. And It is because they know and use all these 3 insider secrets that I am about to reveal to you. So, what I did was not anything special.
However, the fact is that my family has helped ‘9 Out Of 10’ agents to be significantly better at identifying, and then attracting, and setting sales appointments with the ‘right’ life insurance prospects! So, those agents now close life insurance sales with almost everyone they meet. This is what makes our sales training unique and very special.
Secret #1 Attract The ‘Right’ Life Insurance Prospects To Close More Sales!
Your ability to close life insurance sales on 9 out of 10 sales appointments starts when you make sure that you attract the ‘RIGHT’ prospects to you. And that is about you properly structuring your marketing program to attract the ‘RIGHT’ prospects to you.
It begins with identifying a specific ‘immediate problem’ that you can solve for people. The more immediate and pressing the problem. Then the more likely they will want your help!
One of the fundamental truths about life insurance sales is that no one really wants to pay for anything. The only reason people will ever want to meet with you and pay you for your products and services right now… is because you can solve one or more of their most immediate and pressing problems – right now!
This means that people will only seek out and pay for the products and services that solve their most immediate and pressing problems.
- A sick person will seek out a doctor
- A person with legal problems will seek out a lawyer
- A person needing a mortgage will seek out a mortgage broker
Once you identify a specific immediate problem that some people have! Then you must identify the right people (prospects) who will want to solve that problem. And will actively seek help. For example, if the immediate problem you solve is a lack of retirement savings, then who are the right prospects? Do you want to attract people who have a company pension? Probably not! How about attracting self-employed people or the employees of small businesses?
Now it is determining which of those people will want to solve that problem. Who will benefit most from your products and services? Do you want to work with… people aged 25 or people aged 45? Who has the ability to pay? Can be seen on a favorable basis? And can qualify for your products or services?
Next, it is determining the best ways to effectively deliver your special message of how you help people… to the right prospects. So that you will attract them to you.
Your Special Message Is What Will Get You The Life Insurance Sales Appointment You Want!
When people ask you, “What do you do?” how do you normally reply? Do you answer with the title of your job description? Such as, I’m a financial advisor, I sell life insurance and annuity products, I work with an insurance marketing company, I help people save for retirement, or whatever you do. What does this mean to the person who asked you? Not much. It tells very little about you!
You also run the risk of immediately scaring off people if you launch into a blatant pitch for your product and services.
The most magnetic way to attract people to you is not by telling people what you do, but instead by letting them know how what you do helps other people. And this is where your Unique Selling Proposition comes into play! It has a variety of uses. It can be used when you are having a conversation with people, or in your ads, invitations, and sales letters.
And, you can use it when you speak to a group. Or when you are a guest on a local radio or television program.
As an example, here is how you can reply to the question “What do you do?”
“You know how people nowadays are more and more concerned about their retirement, what with credit card debt, increasing income tax rates, the faltering social security, and the higher cost of living?”
“Well, what I do is, help them to take charge of their finances so they can find the money to eliminate debt, and save for retirement, without them spending any additional money or changing their current lifestyle. So they can start taking care of themselves and their families once again.”
Do you see how this paints a picture of how what you do helps others? Your statement focuses on some of the challenges that are in the world today. A concern that most people are aware of and can easily identify with. It also demonstrates your purpose, which is to help people to solve their challenges. It is a focused reply and it demands you understand what you do to help others.
Now, if a person identifies with this… finds it harder to make ends meet… and is concerned about their retirement. Do you think they will want to know more? Probably “Yes!”
When you state how what you do helps others… you will have already created a good impression! And you will cement that when you turn the conversation over to them. And that is all about you asking questions!!!
Contrary to popular opinion… That as long as you’re talking, you are in control, the opposite is true. You actually control the conversation when you let go of your need to speak. And, you ask them questions and then actually listen to what they have to say.
What’s the problem or situation they want to resolve? What solution do they want and look for? What’s their most wanted outcome?
I think it was Perry Marshall who said; “If someone is out shopping for a drill, they are not searching for a drill… they want a hole!”
Asking questions and then listening is how you turn a conversation into a life insurance sales appointment. And then how you close more and larger life insurance sales! If you are with the ‘right’ life insurance prospect!!!
Secret #2 The Fact-Find Is How You Close Larger Life Insurance Sales!
Once you have the life insurance sales appointment, then it is conducting a thorough fact-find. And asking questions to help those people to see and understand the problems they face right now. So they want to take immediate action to solve one of those problems. And so they want your help to find the money!
Another important thing I’ve learned is, “If you solve small problems, you will make small money. But if you solve big problems, then you will make big money”
Now think about that for a moment. Don’t attorneys and doctors make more money than store clerks and waiters? That’s because the problems they solve are much more significant to people’s lives. Thus, people will pay more for the services of these highly skilled professionals.
The fact-find is much more than getting the facts about what they have and need. It’s really listening to what they say. And then ask clarifying questions. The more you get them to talk about their most immediate and pressing problems… Then the more emotionally involved they will get in the process. And the more they will want to proceed with your solution.
Finally, Secret #3 Is Finding The Easiest Way To Make Them A Client Is How You Close More Life Insurance Sales.
You will find it’s much easier to sell a client than it is to sell a prospect. So, if you want to close more life insurance sales, then solve their #1 problem first.
Note, if you try to solve all their problems initially, then you run the risk of confusing them. Or, you run the risk that they will see you as just another greedy salesperson. So, do a good fact-find and take a look at their entire situation! Then help them to decide what problem they want to take care of first. And then you help them to find the money to do it!
Your ability to close life insurance sales with ‘9 Out Of 10’ people you see is actually very easy! If you use the 3 ‘insider secrets’ outlined above. It’s about you establishing a marketing program, to attract the ‘right’ people to you! It is learning how to deliver a consistent message of how you help people. Next, it is learning to do a good fact find. It is asking the right questions to help people to see and understand the problems they face right now. So that they will want to take immediate action to solve one of those problems! Finally, it is finding the easiest way to make them a client.
One of the reasons the agents we work with are so successful is all of our systems and training are focused on your learning… How to set sales appointments and close life insurance sales with 9 out of 10 prospects!
When Will You Decide To Get The Sales Training You Need To Close More And Larger Life Insurance Sales?
When will you learn the best consultative selling, insurance sales skills, probing questions, and fact-finding, with the tools, coaching, and back-end sales support you need to help middle-income families? So you can help middle-income families to find the money to spend, save, invest, insure and plan wisely for the future. So they can “Live Debt Free And Truly Wealthy?”
Check out our How To Close ‘9 Out Of 10’™ Insurance Sales Tool Kit! Because you will get 90 days of personal insurance agent sales training, coaching, and mentoring… with back-office sales support! All from a team that has been training new and experienced insurance agents and advisors for over 40 to help middle-income families to want to solve their problems. So you will close more and larger sales to earn $250K or more per year selling insurance!
First, we will show you what to say (the basic insurance prospecting script) and the probing questions to ask your prospects… So you will set your best insurance sales appointments. Then we will show you the right questions to ask to help middle-income families identify and want to solve their problems. We will also show you how you can help middle-income families to find the money! So that they can take action right now!
Then we will show you the best ways for you to present your solutions to your families. So that you will close more and larger life insurance and annuity sales in the next 30 days! To be successful in closing 9 out of 10 life insurance sales like the legendary agents! To earn $250K or more per year!
Includes Membership to Our Private Site at $29.95 per month after the first month,
And 90 Days of Personal Agent Training, Coaching, Mentoring, and Back-end Sales Support Worth $2,097!
Finding the Money… to close life insurance sales with 9 out of 10 prospects. It is why the agents we work with consistently earn $15,000 or more per month… within just a few months of investing in our Fast Start Mortgage Insurance Tool Kit™,… With our How To Close ‘9 Out Of 10’™ Insurance Sales DVDs.
Finding the Money… is also a big reason why the advisors we work with… Collect $30,000 or more of life insurance premiums per month… within a few months of investing in our Found Money Management™ Tool Kit… With our How To Close ‘9 Out Of 10’™ Insurance Sales DVDs.
Finding the Money… to close life insurance sales with 9 Out Of 10 sales appointments is also why Top Advisors double and triple their production, after attending our Trusted Advisor Success Training, 2 day, live event!
When Will You Read Our Full-Length Book? So You Learn How To Really Help Families!
We urge you to take the time to read our 20 Chapter book… ‘Middle American Family’s Guide To Living Debt Free And Truly Wealthy!” Because we give you complete strategies, on how you can help middle-income families to find the money to spend, save, invest, insure, and plan wisely for a secure future! So that you can help them to “Live Debt Free and Truly Wealthy!” As a result, you will understand our philosophies, concepts, and techniques by the end of the book. And finally, you will know how you can make a real difference by helping your family, friends, clients, and neighbors get rid of their debt. So they can save for retirement. So that they will have a secure financial future! Book Outline – Get A Digital Copy of Our 20 Chapter Book! Only $18.97, Immediate Download, ORDER Now!
It Is Up To Learn To Set The Best Life Insurance Sales Appointments… To Close More And Larger Life Insurance Sales!