Revealed… The Best Questions To Ask Your Insurance Prospects To Find Out What They Need And Want!
Dear Friends, Your insurance prospects don’t like being sold. However, they do like to buy! When you ask your insurance prospect the right sales questions, they will open up and tell you what is important to them and what they want. When you ask the right sales questions to help insurance prospects know what they need and want… then they will buy!
Ask The Right Sales Questions To Discover What Your Insurance Prospect Needs and Wants!
Do you want to set the best appointments and close more insurance sales? Then ask the right sales questions and have a genuine conversation with your insurance prospect. You will soon discover what is important to them. And what they want for their families and themselves.
The problem is that most people have never really thought about what they want. Or, they have trouble expressing it. Some people know what they want but they’re unsure how to get it.
And, that’s where you come in asking prospects enough of the right insurance sales questions.
By asking the right sales questions and paying attention (listening) to answers, you can discover a lot about your insurance prospect. Then, you can ask more sales questions to help guide your insurance prospects to get what they need and want. That’s the role you fill as a trusted advisor. Asking the right sales questions and helping your prospects get what they need and want is how you keep your insurance clients coming back to you for repeat sales. Asking the right sales questions to help people is why your insurance prospects and clients will refer you to the people they know.
Discovering The Prospect’s Real Concerns and Issues.
Most insurance agents and financial advisors spend too much time pitching their products and services. They do not spend enough time asking the right sales questions to discover the insurance prospect’s real concerns and issues (needs and wants). Or, asking the right sales questions to find the hot buttons they need to press to get their prospects to buy insurance. Most people buy based on emotions. Then they justify their decision based on logic. This means you must ask the right sales questions to identify both what your insurance prospect needs (must have) and wants (like to have).
What is the best way to help your prospect to get what they need and want? Ask your prospects great and the right insurance sales questions!
Why? By asking the right sales questions you will show and prove to your insurance prospect you are interested in helping them. Rather than showing them, you are there just to make a sale.
Asking your insurance prospect great and the right sales questions encourages them to get emotionally involved. Asking great and the right sales questions is how you will identify what matters to your insurance prospects. You will build more rapport and trust with your insurance prospects by asking the right sales questions!
Asking Prospects The Right Questions Is The Answer To Setting More Sales Appointment And Closing More Insurance Sales.
What core principles will help you ask insurance prospects the right sales questions?
Start with an attitude of curiosity! Asking insurance prospects intelligent sales questions comes from an attitude of curiosity. You are on a ‘quest’ for information. Anyone who has kids knows that if they are curious about something they will naturally ask questions. Curiosity is infectious.
Have a clear outcome for your questions! Get real clarity: what am I trying to achieve by asking insurance prospects sales questions? This avoids asking prospects unnecessary or random insurance sales questions.
Let the conversation flow naturally! Good insurance sales questioning techniques for prospects do not mean you become an interrogator. Avoid the clipboard approach.
Use both open and closed insurance sales questions with prospects! Open questions start with who, why, what, how, where, and when. Closed questions elicit a yes/no answer. Start with asking insurance prospects open sales questions to elicit information. You will ask insurance prospects more open questions in a typical sales conversation. Ask prospects closed sales questions for clarification and agreement.
Make your insurance sales questions for prospects easy to understand! Too many insurance sales questions for prospects are unintelligible. Agents ask insurance prospects multiple sales questions all at once. Or they ask insurance prospects a sales question and then answer it themselves. Or they ask insurance prospects a sales question that has no real link to what is being discussed. Simple questions are the most powerful.
What will happen if your family loses your income?
What would your family do?
Where would they live?
How do you feel about that?
What are you doing about your retirement?
When do you want to retire?
How much are you willing to lose if the market goes down tomorrow?
Asking sales questions will help you pinpoint the insurance prospects’ key buying decisions (needs and wants)!
You can find out what motivates your insurance prospect – what they need and want – by asking simple sales questions such as: ‘What are you doing to save for retirement?’ “How much life insurance do you have?” “How did you decide on that amount?”. The knowledge you gain will tell you what benefits to emphasize.
Avoid offending your buyers – Some insurance sales questions you ask can offend a prospect and cause them to reject you and your solutions.
Avoid leading or ‘set up’ questions – such as, ‘You do want your children to go to college, don’t you?’. What is the prospect going to say? ‘No! It’s a tough world – let them sink or swim!’
Sometimes your manner can be threatening – Instead of asking insurance prospects, ‘How much do you want to spend?’! Why not phrase the insurance sales question, ‘Have you thought about how much you can afford?’.
Prospects buy from people they feel listen to what they need… and then help them to get what they want. Focus on influencing, building relationships, and developing trust by asking prospects the right insurance sales questions! Then really listen to the insurance prospects’ answers. Avoid selling (talking about produces) until you know what your prospect needs and wants. Then the insurance sale will be almost automatic.
Are You Asking Your Clients Enough Insurance Sales Questions? Only $39.95
By Lew Nason, LUTCF, CTA, RFC Retired, And Jeremy Nason RFC, CTA
One of the recurring topics we write about each week… and talk about daily is asking your insurance prospects the right probing questions. And then ask your insurance prospects enough sales questions! That is because asking your prospects the right probing questions is one of, if not the biggest key to your success in selling insurance. Accordingly, agents have asked us for a complete list of probing sales questions to use with their insurance prospects! As a result, we have compiled a list of all of our favorite insurance sales questions. And we put them all into our limited edition e-book… Are You Asking Enough Insurance Sales Questions? In this 24-page guide, you will find our goldmine of probing questions you should ask prospects to set appointments and close insurance sales. More Details! Immediate Download… Order Now!
A huge key to finding and attracting exclusive leads, setting better appointments, closing sales, increasing your income, and successfully selling life insurance annuities and your services is and always will be getting the agent training to ask enough of the right sales questions!
“The key to a life insurance sale is an interview, and the key to an interview is a disturbing question.”
Here is what insurance agents and financial advisors say about our systems, training, and sales support!
“Dear Lew, Jeremy, and Alex, I have been in the financial industry since 1988. I have spent tens of thousands of dollars on training, motivation, and coaching. The total over the last three decades may be in the hundreds of thousands of dollars. I have been a client of IPS for over 3 years. I have never seen the breadth and depth of material that IPS has. They have the right recipe for success. All you have to do is follow it. If you are going to invest in your career, I know of no better investment in yourself, than establishing a relationship with IPS. Do yourself a favor, and develop the courage to change and grow. IPS has incredible information available, but more importantly, they care. They will emotionally invest in you and your career. Most importantly they are good people! All The Best,” R. Spencer Childs – NV (31 years in the business)
“Lew and Jeremy, thank you for all of your hard work and dedication over the years. It has been a great pleasure working with you and your team over the past 8 years. You have provided me with world-class training and support. You have helped me immensely with my newsletters, booklets, PowerPoint presentations, and so much more. The masterminding in the live classes is priceless. Recently I did a seminar with the PowerPoint you helped me customize. I created over $80,000 in commissions from that one seminar and business keeps rolling in. The Found Money Management™ program that you teach goes hand in hand with what I do. We help clients to dramatically improve their financial situation. Thanks again for all you do. God bless you and the Insurance Pro Shop! Your Friend,” Bill Constain, CFO, RFP – Freedom Wealth Services – FL (34 years in the business)
The Secrets To You Setting Appointment & Closing Sales… Insurance Agent Sales Skills And Asking Prospects the Righ Questions Training!
Unlock the #1 Critical Key to Insurance Sales Success
Are you struggling with prospecting, setting appointments, and closing insurance and annuity sales?
The root cause could be your approach to questioning and listening skills.
In this eye-opening ebook, you'll discover why becoming a great questioner and listener is the number one critical key to your overall success in the insurance industry. It's one of the easiest and quickest ways to dramatically increase your appointments, sales, average sale size, and income!
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How To Close ‘9 Out Of 10’™ Insurance Sales!
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When will you get the best insurance sales skills, questioning, and fact-finding training, with the tools, coaching, and back-end sales support you need to help middle-income families? So you can help families 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’™ Sales Tool Kit, because you will get 90 days of personal agent training, coaching, and mentoring… with back-office sales support! All from a team that has helped insurance agents succeed for over 40 years by asking prospects the right sales questions! It is the best annuity and insurance agent sales training… To guarantee you will earn $250K or more per year selling life insurance and annuities!
First, we will show you what to say and probing questions to ask insurance prospects so you will set your best sales appointments.
Then we will show you how to help families identify and want to solve their problems by asking insurance prospects more probing sales questions.
We will also show you how you can help families find the money! So that they can take action to buy insurance right now!
Then we will show you the best ways to present your ideas to your families. So you will close more and larger life insurance and annuity sales to be a success like the Legends!
When will you get all the insurance agent tools, training, and support you need? So to learn how to ask your insurance prospects probing sales questions to find out what they need and want… Asking prospects probing sales questions is how you will successfully sell insurance to earn $250K or more annually!
Includes Membership to Our Private Site at $39.95 per month after the first month,
And 90 Days of Personal Insurance Agent Sales Training, Coaching, and Support – Worth $2,097!
Starting right now, you will have affordable access to state-of-the-art life insurance marketing and sales systems, tools, agent training, coaching, and sales support to be a Trusted Advisor helping middle-income families! All from a family that has done it themselves. And has been training and supporting insurance agents and financial advisors who want to earn six and seven-figure incomes for over four decades!
But we do not stop there. How good would it feel to have a team of dedicated life insurance marketing and sales experts behind you to train and guide you every step of the way? Insurance training experts you can call whenever you have questions or need help! Life insurance marketing and sales training experts to help you make sure you do the very best for your clients. So you will have complete confidence in what you do to help middle-income families (We are NOT recruiters).
What These Top Advisors Say About Their Success With Our Insurance Agent Sales Skills Training And Video Programs To Asking Prospects the Right Questions!
“Lew, I recently purchased your Advanced Fact-Finding Video… I have been on two interviews so far and used the methods you described. It was surprising how the folks opened up. Not only were their defenses totally down, but they actually stated that they liked the low-pressure approach and questioning process to find out what their needs/concerns were… before they were asked to buy anything. In both cases, the customer actually told me what they were going to buy! By the way, I am going to recommend that you contact Allstate’s Financial Specialist Manager, so you can help them with their sales efforts. They have spent a ton of money on similar programs, but in my humble opinion, what you offer is much better. Feel free to drop my name.” Robert Dupuis, Allstate Agency Owner, TX
“Your (insurance sales skills) training has affected the way I sell health insurance. After listening to your training, I went from doing a one-call close on health insurance to doing a fact-finder first. I now start off every new call by saying, “I know we’re here to talk about health insurance, but is there anything, in particular, you wanted to talk about?” I then ask them questions like, “What’s got you in the market for health insurance right now? What do you want your health insurance to do for you? Why is that important?” Etc. I’m finding that closing is 5 times easier than it was before I was doing a fact-finder – not because I’m selling anything different than before. It’s because the clients feel like they’ve been heard and somebody cared.” Joe Mardesich – UT (30+ Years In Financial Services)
Not Sure Where To Start…
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Over the past 20-plus years, we have helped thousands of agents and advisors earn $100,000, $200,000, and a lot more… Just by them becoming members of our Insurance Marketing and Sales Resource Center. It is only $39.95 per month and you can cancel anytime. Check it out, because it has detailed marketing strategies, with many hours of agent video training. It also has in-depth appointment setting and sales training, with even more Agent video training… including the sales appointment scripts, fact-finding questions, and more. We also have live weekly training webinars. We are always here to help and guide you every step of the way to ask prospects the right questions, set sales appointments, and succeed in selling more life insurance and annuities!
Insurance Marketing and Sales Resource Center™
Only $39.95 per month for the life of your membership – immediate online access!
Online Live Weekly Group Training And Coaching Webinars For Insurance Agents and Financial Advisors!
Are you a seasoned financial advisor, a new insurance agent, or a P&C agent? Get the agent training and coaching to learn these critical and fundamental insurance marketing, exclusive leads, and sales strategies right now! They are not an option if you want to be a Trusted Advisor and be ultra-successful in insurance sales. It is how you will get your special message out about how you help middle-income families to have a secure future! This will make it much easier for you to find and attract your exclusive insurance leads/prospects! So, you will set your best Insurance appointments! And then you will close more and larger sales!
This is just the start of the life insurance marketing and sales agent training, courses, tools, strategies, and videos you will also get… When you decide to be an elite member of our IPS private life insurance marketing strategies and sales training website.
INCLUDES… 4 Live Hour Insurance Agent Coaching Webinars each month – Live Group Coaching – Case Design Classes – with Insurance Marketing, Prospecting, And Sales Training Tips and Strategies! You will have immediate access to all of our Past Live Insurance Agent Coaching Webinars!
There are many benefits to insurance agent training, coaching, and sales support! 80% of insurance agents who receive insurance marketing training, coaching, and sales support report increased self-confidence. The more confident you are in your ability to help people the more people will want your help.
Finding The Best Life Insurance Leads Is Easy When You Get The Best Agent Training And Live Agent Coaching To Help Families! You do want to find the best life insurance sales leads! You want to set the best appointments to close life insurance sales!
Become An IPS Member today to check out our life insurance agent marketing and sales training programs to help families!
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“After just reading the first page of Insurance Pro Shop Marketing 101. I learned that I need a new business card, a new tag line and new phone line. That’s just from page 1. Then I asked Jeremy about Final Expense and he said stay away from it. He gave me the reasons why. He also told me never buy a lead. I learned more from him in 3 short 2 minute questions that I learned in the last six years. He has a very calming personality and helps you in any way he can.
I am blessed to have come upon Insurance Pro Shop. Jeremy is a delight and never gets irritated in the slightest and always calls you back. I am very fortunate to have met him at this junction in my life and career. Thank you for giving me the direction and patience I need now.” Neal Merems – CA (34 years in the business)
“Thanks Jeremy! I spent a good three hours reading the material under the membership mini-university (Insurance Marketing and Sales Resource Center) last night and I must say that I learned more last night then I have since entering the business nearly 3 years ago! I think your program will tremendously help my father and I in our business! Thanks,” Bryan Grissum – MO – July 2013 (5 yearsin the business)
“Just wanted to drop you a quick note about your webinars. Your webinar content has been FANTASTIC! You help to “cut through” to the heart of what’s most important, in order to do an accurate and great job for the client. Sure, you often run past the 1 hour mark, but it’s always been valuable content. IPS always delivers! Everyone who is a student of the life and annuity insurance business needs to hire you to be their teachers for insurance and financial planning. You keep doing what you’re doing. You’re filling a vital need in the insurance training industry. We’re all lucky to have you and your family serving the industry the way you do.” David H. Kinder, ChFC® – CA (11 years in the business)
IPS Personalized Client Newsletters – Free Personalization
Do you want a stream of your ideal insurance clients and exclusive leads? Do you want to make it easier… to set appointments and close more life insurance sales? Then make sure that your name and special insurance marketing message about how you help middle-income families is out there! So you are always in front of your ideal prospects.
Your client newsletter is critical to staying in touch with prospects, friends, family, and clients. It is also a key to more repeat sales and referrals (exclusive leads) from your current clients. So it is a huge key to you being a successful insurance agent!
Remember, ‘Out Of Sight, Out Of Mind’ is a deadly mistake for advisors. Why would your clients, friends, family, neighbors, or prospects call you when they need your help? Or when they are ready to buy. Since they never hear from you, don’t remember you, or know how you help middle-income families! And, then why would they refer people to you?
Learn how to Help People… So you increase your sales and referrals from your existing clients!
Middle American Family’s Guide To – Living Debt-Free And Truly Wealthy!
Important Question… Are you in this insurance business just to make sales? Or are you interested in helping families? Who do you think your insurance prospects want to see? Do they want to meet with an insurance salesperson – or a Trusted Advisor who does their best to help them? When will you decide to make a real difference in people’s lives? The more agent training you get to learn to help families the more you will learn to help yourself and your family! Nothing will change until you decide to take action to make it change!
Now It Is Up To You To Ask Your Insurance Prospects The Best Probing Questions To Make It Change!
What’s Stopping You From Doing A Complete Financial Fact-find With Every Prospect?
The Road To Financial Security Starts Here… What Is Your Financial Plan?
Best Sales Strategy And Niche Market To Sell Life Insurance!
