Six Simple Keys To Closing ‘9 Out Of 10’ Life Insurance (or Annuity) Sales!
5/27/2022 – When I was full-time in personal life insurance and annuity sales in the early 80s… I was consistently closing life insurance and annuity sales with more than 9 out of every ten people I sat down with. And, my lapse rate was less than 5%. And I led my office in closing life insurance and annuity sales even in my first year.
It wasn’t because I was a high-pressure salesman. And, it wasn’t because I knew all the latest 101 closing techniques. In fact, my normal closing question was… “What Do You Think?”
The reason for my success in closing life insurance (and annuity) sales 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 most of my first year, I was so nervous I puked before going out on a sales call.
Although I didn’t realize it at the time. The reason I was able to close 9 out of 10 life insurance (and annuity) sales was that I had stumbled upon six simple keys.
The Six Simple Keys To Closing ‘9 Out Of 10’ Life Insurance (and Annuity) Sales!
I was always in front of the ‘Right’ prospects. It’s actually extremely easy to close 9 out of 10 life insurance (and annuity) sales if you focus on getting in front of the right people. Too many agents use the shotgun approach and will set appointments with anyone who fogs a mirror. Success in closing life insurance sales is all about your marketing. You need to attract the right people to you. The people you have the best chance of selling! All of your marketing should be about solving a specific immediate problem, for a specific group of people. My marketing message was all about… helping middle-income families to maximize their eligibility to qualify for free financial aid for college.
I asked a lot of questions and really listened to what the prospect WANTED. If you want to start closing 9 out of 10 life insurance (and annuity) sales you have to conduct a good thorough fact-finding interview with everyone you sit down with. You need to get the prospect emotionally involved in solving their problem(s). So they 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, will I lose any weight?
Being shy and not having the gift of gab, it was much easier for me to ask questions and then just sit back, listen to them, and then ask more questions.
I always looked for the easiest way to make the prospect a client. If you want to start closing 9 out of 10 life insurance (and annuity) sales, you must decide what’s the easiest way to make your prospect a client. Decide what’s the first and easiest problem you can solve for them. You don’t try to solve all of their problems right then. It’s generally too overwhelming for the prospect. You can and will make more sales later. Remember, it’s easier to sell a client (Someone who has already bought from you) than it is to sell a prospect. Make them a client first. In my first year, I didn’t know much, so I was forced to keep it really simple. It worked, so I’ve kept it simple ever since.
I used a simple two-page summary presentation. If you want to start closing 9 out of 10 life insurance (and annuity) sales, then make it easy for people to buy from you. Use a simple two or three-page 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 doing. Then you’ll want to compare it to where they will be if they follow your recommendations. And, 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 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 the presentation a common sense close!
Here are the last two simple but very critical keys that I learned to close Life Insurance (and Annuity) sales!
AsZig Ziglar will tell you… “If you write and speak at a sixth-grade level, then even college professors will understand you.”
Be yourself. Don’t try to impress people. And don’t use technical jargon! If you confuse people, or if they feel intimidated, then why should they buy from you?
Put the above six simple keys into practice and you too can close 9 out of 10 life insurance (and annuity) sales with the people you sit down with!
Closing 9 out of 10 life insurance and annuity sales is not hard. Over the past 40-plus years, using the above 6 techniques we have helped hundreds of agents and advisors to go from closing 1 out of 3 to consistently closing 9 out of 10 life insurance and annuity sales. But it’s only the agents who really wanted to learn and we’re not just looking for a magic key or quick fix.
When will you learn these 6 keys to having more success closing life insurance and annuities sales?
“I want to thank Jeremy Nason and Lew Nason for their coaching on life insurance strategies. They helped me to further my understanding of how to communicate the importance of life insurance policies to my customers more effectively. My life insurance policy count has increased (into high double digits) by over 200% through August 2020.”
“The coaching that I have received from Lew and Jeremy at Insurance Pro Shop has been such a help and very effective. This has resulted in me helping many more families to be insured with life insurance. If you are new to the business or you are a seasoned veteran, Lew and Jeremy can help in these challenging times. After all, the need for life insurance is at an all-time high. Agents simply need to remember that success is found by using a process and system that finds solutions for families and individuals using life insurance.” Christopher Antonopoulos, NV, Managing VP, Appreciation Insurance & Financial Services (12 yrs in financial sales)
Our Trusted Advisor Success Program™ is about you learning to help middle-income families to find the money to Live Debt Free And Truly Wealthy! It is about helping families to get all the cash-value life insurance they need to protect their families. While they save for a tax-free income, save for college, create a family bank, etc. (Using cash value life insurance!)
Check out our Trusted Advisor Success Program™! Because you will get 90 days of personal insurance training, coaching, and mentoring… with back-office sales support! All from a team that has helped agents and advisors to succeed in closing life insurance and annuity sales for over 40 years!
First, we will show you how to find your best life insurance leads/prospects. So you will set great sales appointments.
Then we will show you how to help your clients to see and want to solve their money problems. We will also show you how you can help 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 ideas to your clients. So that you will earn $100K, $200K, or more this year closing life insurance and annuity sales like the legends! It is the best training for agents and advisors!
Now Get The Best Life Insurance Marketing Tips, Tools, Training, and Coaching for Agents and Advisors!
Inside our Trusted Advisor Success Program™, you will find the best life insurance marketing plans, sales strategies, and ideas laid out for you! You will learn the best ways for you to use Joint Ventures; Educational Workshops and Seminars; Booklets and Free Reports; Referred Leads; Social Media; Client Newsletters; Annual Reviews; and more – with all the tools, scripts, and more. Now you can find and attract your best life insurance prospects, set your best sales appointments, and close more sales! Because your ‘specialized marketing message’ to everyone will be all about how you help middle-income families to find the money to “Live Debt Free and Truly Wealthy!”
INCLUDES… The best life insurance marketing, agent sales success training, coaching, and support! It is everything you need to find the money to use all the HOT Sales Concepts… Wealth In Motion, Infinite Banking. Missed Fortune, Circle Of Wealth, Wealth Beyond Wall Street, Tax-Free Retirement, and more… Because they are part of our Trusted Advisor Success Program™. Now you can help middle-income families – not just the wealthy!
Includes… Our Found Money Management™ Tool Kit – Life insurance marketing and sales success training system,
Includes… Our How To Close 9 Out Of 10 Insurance Sales – Life Insurance Sales Success Training System And Videos,
Includes… 90 Days of Personal Insurance Agent Success Training, Coaching, and Back-office Sales Support Worth $2,097!
And Includes… Membership to Our Private Site at $29.95 per month after the first month,
“Hi Jeremy, I just want to thank you for your help in completing a financial planning summary. I recently finished the Trusted Advisor program and immediately put the training to use. It worked just as you, Lew, and Alex said it would. I just have to remember to get the client emotionally involved. Let them identify their problems. And then give them exactly what they want! It really was easy. I want to thank you and look forward to many other interactions with you.” Rudolph Corrales, Jr., CTA, CA
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!