The Best Prospecting Strategy For Success Selling Insurance!
Here is an article I found on the MDRT blog on the best prospecting strategy for your success in selling insurance. Who should you listen to and follow if you want the best prospecting strategy for your success in selling insurance?
The Best Prospecting Strategy For Your Success Selling Insurance!
How can I help you? Is the best script for prospecting! By Thomas F. Levasseur, CLU, MS Ed.
One year, I heard something at an MDRT Annual Meeting that stuck with me.
I was in a Focus Session where the great 54-year MDRT member Bruce W. Etherington, CLU, CHFC., of Mississauga, Ontario, Canada, was speaking. He said that to be successful in our business, we must see the people… love the people, and ask the people for their business. What Etherington was saying is that prospecting is the lifeblood of building a financial services practice.
Another MDRT great, Dermot T. Healey Sr., CLU, ChFC, a former 44-year member from Jupiter, Florida, USA, said to me during my first year in this profession, “If you’re breathing, you should be prospecting.”
It’s about them…
Prospecting, I have found, is a skill based on your personal awareness combined with the self-confidence to believe that you have a mission to help people get what they want. See, love, and ask the people. When you walk into a room full of people at a networking event or when meeting someone one-on-one, you should be asking yourself, “How can I help?” And “What service can I offer?” This is your best approach to insurance prospecting.
Most people easily see through the person who either starts by talking about himself or is selling right away. Start by asking about the other person. Get them to tell you their story. Keep questioning them by saying things such as, “Please tell me more about that.” These are the best insurance prospecting scripts you can use. When attending events, I intentionally do not bring business cards with me. My goal is not to be handing out my card to as many people as possible, many of whom will never call me. I want to collect the cards of the people I had interesting interactions with that led to mutually agreed-upon follow-ups.
Ideal client profile
As a prerequisite to great insurance prospecting, you should have a clear idea of what kind of person makes a good client for you and then look for those qualities in others. These attributes could include open-mindedness, action-oriented, family-focused, and integrity. A strategy for doing this is scoring your current clients on a spreadsheet based on the most important qualities or virtues you desire for your practice. You can update the scores each year based on your interactions with them. As you do this, those key qualities become ingrained in your thinking.
So, as you prospect, you will start looking for those qualities in people. By using these measures, you can improve the quality of your insurance prospects. The result is doing more business with people you like and who appreciate what you offer. It will make your work feel much less like work. Life is just too short to make insurance prospecting an arm-wrestling contest.
Habits for successful interactions
Finally, your best insurance prospecting script is your behavior, not your words. People do business with people they know, like, and trust. This maxim has been true in business since the beginning of time. Show your values in your interactions with your clients and in your community. This leads to people knowing you for the things you do and then liking and trusting you for how you help them.
Showing up, finishing the job, following through, and doing so with a smile and a true attitude of helpfulness… is the best prospecting strategy for success in selling insurance.
Summary Of The Best Insurance Prospecting Success Strategy!
Do you want more prospecting success when selling insurance? Then make it about them… your insurance prospect! Make it your mission to help people!
Do you want to work with your ideal insurance prospects? Then decide who are the people who need your services the most! Then decide to help those people!
People do business with people they know, like, and trust. Make it a successful habit to show everyone an attitude of helpfulness!
Prospecting is the lifeblood of your success in selling insurance!
Deciding To Help People Is The Best Prospecting Strategy For Success In Selling Insurance!
Your best insurance prospecting success strategy is and will always be… work with the people that already know, like, and trust you. If your focus is on helping people then why wouldn’t you want to help your existing client, friends, and family?
The next best insurance prospecting success strategy is to let everyone know how you are helping people… Using Educational Workshops and Seminars; Booklets and Free Reports; Client Newsletters; and more!
When will you decide to show and prove to people how much you care about them and want to help them?
Top producers understand the best insurance prospecting success strategy is to deliver a message of how you are helping people… Then people will get to know, like, and trust you! This will make finding your best insurance prospects and setting sales appointments a heck of a lot easier! So, you will be a success selling insurance!
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You Will Master The Best MARKETING To Find Your Best Life Insurance Prospects!
Inside our agent success training program, you will find the best insurance marketing plans and prospecting strategies! You will learn the best ways 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 sales tools, appointment 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 is… How you help families (people) find the money to Live Debt Free and Truly Wealthy!
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When Will You Invest In The Best Prospecting Strategy And Agent Training For Your Success in Selling Insurance?
When Will You Read Our Full-Length Book? So You Will Learn How To Help Middle-Income Families?
When Will You Get The The Best Prospecting Strategies For Success Selling Insurance!? When Will You Learn How To Help People?