Revealed… How To Succeed In Insurance Sales… As A New Insurance Agent!

Weekly Insurance Marketing and Sales Tips - How To Succeed In Insurance Sales... As A New Insurance Agent! And Ask For Referrals. MDRT

3/29/2023… If you are new to insurance sales and want to succeed who should you listen to? What about listening to a five-year member of the Million Dollar Round Table (MDRT)? An insurance agent that is in the top 5% of producers in the world. Navarro Protzel shares how she started from scratch in a new country and asked for referrals. And she is now a five-year MDRT member in Mexico City! Do you have a proven system you follow to succeed in insurance sales? Or are you following the typical insurance sales system that has a 90% failure rate?

I’m new in this market; what should I do to succeed in insurance sales?

By Carina Madrid, Adrián G. Charansonnet

When Mariant Carolina Navarro Protzel emigrated from Venezuela to Mexico a month before starting her financial services career. She didn’t have an in-country network of friends and family that first-year advisors typically lean on when they begin prospecting. (Note: The best way to get started and succeed in life insurance sales is to work with friends and family and ask for referrals. Which is explained throughout this MDRT article.)

The sales cycle starts with having someone to call. So, what did the five-year MDRT member from Mexico City do? Navarro Protzel’s insurance company coaches exposed her to two tools — a street survey and a process for tracking daily productivity. These two tools helped her focus on actions that cultivated prospects and grew her practice and financial services career.

How She Succeeded In Insurance Sales!

One tool was a paper questionnaire. Navarro Protzel stood outside the big office complexes in the nation’s capital during her first six months in a new country. She approached people on the street. She completed a two-minute, eight-question survey about financial planning, saving, and risk management. After the passersby answered those queries, she asked if they would like to have a free advice session. If they agreed, she would get their contact information to arrange an appointment later.

Simultaneously, she was training with successful agents at her company and learning how to execute the fact-finding process. This provides helpful advice for clients and runs a good meeting. Yet, she had to overcome her embarrassment about asking for referrals. Navarro Protzel perceived the act of asking for referrals as a cry for help, even begging. Eventually, she realized that providing great advice, making prospects think about their future, and teaching them basic tools to manage their finances was giving them value. So she had earned the right to ask for referrals without feeling awkward about it.

To Succeed In Insurance Sales… Ask For Referrals!

So, near the end of the first meeting with new clients, she would ask them to grade the advice they received! What do you think of the conversation we had today? What are the takeaways? And, what helped you the most? Next, she applied the yes-set technique by asking the client questions, typically three queries, where the easy answer is a yes. The repetitive pattern of saying yes aloud, inwardly, or nodding in the affirmative gets the client into a habitual response. That, in theory, makes a suggestion easier to be accepted.

Then she posed the question she wants them to answer with this script: “I’m going to ask you to share the name of 10 people you are sure to need to meet with me,” Navarro Protzel would say. “They should have the following characteristics: You admire their finances. They can earn as much money as you do or even more, that is, people that make you think, if I earned as much money as my friend does, I would have achieved more goals than he has so far.” She’ll then ask the client to open the contacts on their cell phone and see who fits that referral profile and read out the names.

“I promised myself that I would ask and generate a list of referrals so big that I would never need to apply questionnaires on the street again for as long as I worked in this career,” Navarro Protzel said.

Set Up A System To Succeed In Insurance Sales!

She sought other methods to build up her prospect list and embraced a second tool from her coaches, the 25-point system. This planning system takes an advisor’s annual and quarterly goals and breaks them down into daily habits that drive business and help clients. Using a daily activity tracker, the advisor earns points for activities like cold-calling prospects, setting appointments, establishing contact with prospects, asking for referrals, scheduling appointments, and completing fact-finder interviews. All aimed at tallying at least 25 points daily. So even if an advisor didn’t succeed in closing an insurance sale on a particular day… The system at least validated that they were doing the work required to build a pipeline of insurance prospects to turn into clients.

Navarro Protzel’s goal was to get at least five new names to call every day. The statistics on cold calls show that 70% of cold-call prospects cancel their initial appointments. Which is considerably higher than the warm market rate (prospects, friends, and family who are familiar with an advisor), where 30% of initial appointments are canceled. Knowing those numbers, Navarro Protzel figured she needed to overschedule appointments to attain the same results that her veteran colleagues were getting.

“Whether prospects show up for the appointment or not, or whether they take the call or not, are things beyond our control. Therefore, I scheduled an average of 20 initial appointments per week, so I could meet with around six new prospects for an initial appointment. This habit led to obtaining at least 100 referrals per month,” she said. “I track my activity on Excel, and my progress is automatically calculated, enabling me to evaluate my performance, and trends and generate projections for the outcomes I want to achieve based on the efficiency indexes.”


For any advisor who lacks contacts to call, Navarro Protzel says don’t give up. You will succeed in insurance sales if you don’t give up and learn to ask for referrals!

“There are plenty of ways to obtain names. If you’re working with your natural market, schedule an appointment with each of your friends, at least 10. Tell them how excited and happy you are about your new project. Let them know how wonderful this career is and what it means for you,” she said.

If you struggle with asking for referrals, look inside yourself to find out what is stopping you from asking for names.

“You will want to project the following: I’m doing incredibly well; I do an excellent job giving advice, and my clients always recommend me to other people. Who would you like to recommend me to, Mr. Prospect?” 

Carina Madrid and Adrian Charansonnet write for Team Roma, an agency assisting MDRT with content development for Latin America.

Did Navarro Protzel succeed in insurance sales on her own? Or, did she have coaches and a mentor to guide her every step of the way?

What These MDRT Members Had To Say About How To Succeed In Insurance Sales! 

Brandon Green Highly Recommends Our Life Insurance and Annuity Agent Training Programs, Our Sales Skills and Advanced Fact-finding Training and Our specialized Insurance Marketing and Sales Systems“I wish every agency and professional association would use your systems. While they are far from basic they do remind me how vital the basics are to my business and our industry. They reinforce the fact that questions, not products, help people to see you as an expert. The first time I used your two-page presentation template I closed a 12K commission term conversion. Then after reviewing it the client literally said, let’s go with the second option that you proposed. That’s it! There was no closing, no cajoling, and no begging because all the work was done during the first meeting. Thanks for all your help and coaching and please know that I appreciate your commitment to our industry.” Brandon Green, ChFC, CLU, CAS, CLTC, FSS, LUTCF – TX (15 years in the business) MDRT Board Member

Richard M. Highly Recommends Our Life Insurance and Annuity Agent Training Programs, Our Sales Skills and Advanced Fact-finding Training and Our specialized Insurance Marketing and Sales Systems“Dear Lew; As you are aware I have been in the industry for 39 years and am a consistent MDRT ‘Top of the Table’ qualifier. I have spoken at MDRT, and at several major companies’ top producer meetings. In 2000, I went from being an Agency Development General Agent to a Personal Producer. The transition was challenging, but it worked. The one thing I lost along the way was the focus on life insurance sales.”

“I tried several refresher programs and was able to modestly upgrade life production. Then I found your company. Eventually, I purchased several of your programs, including Found Money Management™ and How to Close 9 out of 10 ™. The material is excellent and I have spent many hours reviewing it. This year our life production is up almost 100% over last year and I believe it will double again. Thanks for your personal consulting time and the programs and most of all your sincere belief in the good work you and your company are doing.” Richard M. CLU, ChFC, RFC, CEP (39 years in business)

Franklin Allakpo Highly Recommends Our Life Insurance and Annuity Agent Training Programs, Our Sales Skills and Advanced Fact-finding Training and Our specialized Insurance Marketing and Sales Systems“Your kits really work and also your coaching series is the best in town. I recall a year ago I was struggling when I called and you worked me through the process. And you told me this is not a quick fix. I qualified for MDRT this year and this is just my third year in the business. Once again thank you.” Franklin Allakpo – NY – New York Life (3 years in the business)

Learn why over 20,000 agents and advisors trust us, follow our advice, and succeed in life insurance sales (Coaching To Qualify For MDRT)!
Success Stories    Video Testimonials

How To Succeed In Insurance Sales…

How did Navarro Protzel succeed in insurance sales as a new advisor in a new country? Do you have the intestinal fortitude that Navarro Protzel has to succeed in insurance sales? Do have a proven system you follow to succeed in insurance sales? Are you getting the training, coaching, and support you need to succeed in insurance sales?

Whether you are a new or experienced agent… When you invest in our Trusted Advisor Success Program you will get everything you need to succeed in insurance sales! And you will make it to the top 5% of producers… in your financial services career! And it doesn’t matter if you have a natural market or you are new to the area. You will have everything you need to succeed in insurance sales! Including how to ask and get all the client referrals you can handle!

What is stopping you from succeeding in insurance sales to earn $100K, $200k, or more per year?

Trusted Advisor Success ProgramOur Trusted Advisor Success Program (Life insurance marketing and sales success training system)! This is about you learning to specialize in helping middle-income families find the money to Live Debt Free And Truly Wealthy! It is about you helping middle-income families to find the cash to… Get all the cash-value life insurance they need to protect their families. While you help them find the money to save for a tax-free retirement, save for college, create a family bank, etc. (Using cash-value life insurance and annuities!)

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You will get the best agent marketing system and training to find and attract your best life insurance sales leads/prospects. Then you will get the best scripts and questioning training to set great insurance sales appointments.

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When Will You Get The Best Life Insurance Marketing System You Need Succeed In Finding and Attracting Your Best Life Insurance Sales Prospects?

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 succeed in insurance 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 succeed using all the HOT Life Insurance 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 succeed in life insurance and annuity sales helping middle-income families – not just the wealthy!

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When Will You Invest In The Best Marketing And Sales Systems, Agent Training, And Support You Need To Succeed In Life Insurance Sales?

When Will You Read Our Full-Length Book? So You Learn How To Help Middle-Income Families And Succeed In Insurance Sales? 

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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! And you will succeed in insurance sales!

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Get The Proven Marketing And Sales Systems, Tools, Agent Training, And Support To Succeed In Life Insurance Sales! And Qualify For MDRT!

How To Succeed In Insurance Sales… Beyond Your Wildest Dreams!

How You Can Make It To The Major Leagues Of Insurance Sales – Million Dollar Round Table – MDRT

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Recommended By The Members Of The IARFC - How To Succeed In Insurance Sales... As A New Insurance Agent! And Ask For Referrals. Qualify for MDRT!


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