Six Little Sales Secrets To Closing 9 Out Of 10 Insurance Prospects!
When I was full-time in sales in the 80s, I consistently closed sales with 9 out of 10 insurance prospects I met with. My lapse rate was less than 5%. And, it wasn’t because I was a high-pressure salesman. Or, because I knew all of the 101 closing techniques. In fact, my normal closing question was… “What do you think?” So what were the secrets to my closing sales with 9 out of 10 insurance prospects?
The reason for my success in closing sales with 9 out of 10 insurance prospects wasn’t because I was a natural-born salesman. I wasn’t very outgoing. In fact, I was very shy. And I didn’t have the gift of gab. During my first year, I was so nervous at the beginning, that I used to puke before going out on an insurance sales call.
Although I didn’t realize it at the time. The secret to my closing 9 out of 10 insurance prospects was… I stumbled upon these first four little sales closing secrets:
First Secret To You Closing 9 Out Of 10 Insurance Prospects – I was always in front of the “right” insurance prospects.
It’s extremely easy to close 9 out of 10 insurance prospects… if you focus on always getting in front of the right insurance prospects. Too many agents use the shotgun approach and set appointments with anyone who fogs a mirror. The secret to success in closing insurance sales is all about your marketing. All of your marketing should be about solving a specific, immediate problem for a specific group of people. At the time, my marketing message was all about helping middle-income families to maximize their eligibility to qualify for free financial aid for college. For example, two of the marketing messages we use are about… helping middle-income families pay off their mortgages 10-15 years early, without taking any additional money out of their pockets. Or with seniors it’s… helping retirees to maximize their spendable income, so they don’t outlive their income!
Second Secret To You Closing 9 Out Of 10 Insurance Prospects – I asked a lot of questions and listened to what the prospect WANTED.
The secret to closing 9 out of 10 sales is you have to conduct a thorough fact-finding interview with every insurance prospect that you sit down with! You want to get your insurance prospects emotionally involved in solving their problem(s) so they will want to take action. People don’t buy what they need; they buy what they want. As an example, I know I need to lose weight. However, until I WANT to lose weight, I doubt I will. Being shy and not having the gift of gab, it was much easier for me to ask questions. Then sit back and listen to their answers. And then ask more questions.
Third Secrets To You Closing 9 Out Of 10 Insurance Prospects – I always looked for the easiest way to make the insurance prospect a client.
The third secret to closing 9 out of 10 insurance sales, is you must determine the easiest way to make your prospect a client. Ask yourself: What’s the first and easiest problem I can solve for them today? Don’t try to solve all of their problems right then. It is generally too overwhelming for the insurance prospect. They have to make too many decisions. You can and will make more insurance sales later. Remember, it’s easier to sell insurance to a client (someone who has already bought from you) than it is to sell to a prospect. So make them a client first. In my first year, I didn’t know much, so I was forced to keep it simple. It worked, so I have kept it simple ever since.
Fourth Secrets To You Closing 9 Out Of 10 Insurance Prospects – I used a simple two-page summary sales presentation.
If you want to close 9 out of 10 insurance sales, then the secret is you have to make it easy for prospects to buy from you. So use a simple two or three-page sales presentation that shows them in “black and white” where they will be in 10, 20, or 30 years… If they keep doing what they are presently doing. Then you will want to compare it to where they will be if they follow your recommendations and advice. And, of course, you must help them to find the money.
Because I was so shy and not a talker, I had trouble explaining why they should follow my recommendations. The simple two-page insurance sales presentation gave me a track to run on. It made it easy for me to explain. And best of all, it made it simple for the prospect to understand. It made my insurance sales presentation a common sense close.
By using the above secret techniques throughout the past 36 years, I have helped hundreds of agents go from closing sales with one out of three insurance prospects… to consistently closing 9 out of 10 insurance prospects. But, it’s only the agents who want to learn! And not the agents who just want a magic key or quick fix.
Here Are Two More Little Secrets To You Closing Sales With 9 Out Of 10 Insurance Prospects:
1. As Zig Ziglar said, “If you write and speak at a sixth-grade level, then even the college professor will understand you.”
2. Be yourself. Don’t try to impress people. And don’t use technical jargon. If you confuse people or if they feel intimidated, they will not buy from you.
Remember: If you put the above six simple secrets into practice, then you too can consistently close 9 out of 10 insurance sales with your prospects!
Fast Track Advisor Guide… Are You Asking Your Clients Enough Questions? Only $29.95
By Lewis Nason And Jeremy Nason
One of the topics we write about and talk about every day is how and why to ask your clients the best insurance sales questions. And then why do you need to ask your clients enough questions? That is because asking your clients questions is one of, if not the biggest key to your success in closing sales with 9 out of 10 insurance prospects. As a result. agents have asked us for a complete list of insurance sales questions to use with their prospects and clients! So we have put together a list of all of our favorite sales questions. And we put them all into our limited edition e-book… Are You Asking Enough Questions? Inside this 24-page insurance sale E-book, you will find our goldmine of questions that you should ask your prospects and clients. More Details! Immediate Download… Only $ 29.95
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 earn $250K or more per year closing sales with 9 out of 10 insurance prospects!
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 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!
When Will You Check Out Our Specialized Marketing and Sales Systems?
One of the reasons the agents we work with are so successful, is all of our systems and training follow these Six Little Sales Secrets To Closing 9 Out Of 10 insurance Prospects!
And it’s why the new insurance agents we train… Can 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.
And it’s also a big reason why established agents and advisors we work with… Can generate $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.
Closing 9 Out Of 10 Prospects is also why ‘MDRT’ Top of the Table Producers and Financial Advisors, who are serious about this business, are doubling and tripling their insurance sales, after attending our Trusted Advisor Success Training 2 day, live event!
Note: One of the main reasons why agents and advisors are so successful when using our specialized, custom sales systems and programs is that we provide you with 3 months of one-on-one insurance coaching and sales training. So, we show you how to really help your clients.
When will you decide to get the best insurance sales tools, training, support, and secrets you need to close 9 out of 10 prospects? So, you double and triple your insurance sales this year?
When Will You Read Our Full-Length Book? So You Will Learn How To 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!
Nothing Will Change Until You Make it Change. So It Is Up To You To Learn The Secrets Of How To Close Sales With 9 Out Of 10 Insurance Prospects!