8 Steps To Selling Life Insurance On The Phone!
08/27/2020… Over the past 5 months, we have gotten a lot of agents asking us… “How Do You Sell Life Insurance On The Phone From Home?” What we tell them is… “If you just push products, then you will find it tough to sell life insurance on the phone!” However, for those agents and advisors that make the transition to consultative problem-based selling! Then selling life insurance on the phone from home is much easier. And it is no different than when you meet people face to face. You will want to follow the same step-by-step, proven process used by the best producers… to sell life insurance on the phone.
Set The Sales Appointment On The Phone…
Step 1 to sell life insurance on the phone… You call them to set a sales appointment. You use a sales appointment script that is based on you asking them the right questions! So that you can get them to tell themselves that they have a problem. And then tell themselves why they need to meet with you. Because, if they do not see that they have a problem that you can help them solve… Then why should they take the time to talk with you on the phone? (This is NOT about your products or investment returns!)
Step 2 to sell life insurance on the phone… You will want to set a time that you can call them back for the sales appointment. Find a time when they can give you 40 minutes or more to review their situation. You will want to talk to both the husband and wife. Do NOT try to sell your life insurance on the phone during the first phone call!
“Ask yourself every morning… how can I increase my service today?” Earl Nightingale
Selling Life Insurance On The Phone!
Step 3 to sell life insurance on the phone… When you call them for the sales appointment, you will want to do a complete problem-based fact find! Which is a lot more than just asking a few questions to find out what they have! You must ask them the right questions so that you will help them to see the problems they are facing. You must find out what they want! What is most important to them and why? The more that you get them to talk about the problems that they face and what they want, then the more they will want to fix their problems. Do NOT jump on the first problem and try to sell your life insurance while you are on the phone right now!
Step 4 to sell life insurance on the phone… After you complete the full fact find, you will tell them that you want to take all of their information and review it over the next few days. That will give you time to come up with the best solutions for their problems. Before you hang up, set up your next meeting with them… for a week later!
“Move to the prospect’s side of the table, identify the problem, get involved in the solution, and your closing percentage will increase.” Zig Ziglar
The Life Insurance Sales Presentation For Selling On The Phone…
Step 5 to sell life insurance on the phone… At your office, you will want to review everything that you got from them. Plus, look to see where you can find the money to fund their best solutions. You will want to make them a client first, by fixing their most pressing problem. Do NOT try to fix all their problems at once! Because they can be overwhelmed and confused. And you will risk losing the sale. Keep it simple!
Step 6 to sell life insurance on the phone… The next step is for you to come up with a simple printed sales presentation. You will want to review what they told you. Then you will want to compare what they are doing right now… to what you recommend that they do. Whenever possible, you will want to use the same money they are spending right now!
Step 7 to sell life insurance on the phone… When you meet with them, review your sales presentation with them. First, go over what they told you. Then go over what you recommend they do and why… just the benefits! Again, keep it simple. Answer any questions in simple terms. Do NOT try to explain how your product works (the product is irrelevant!) Remember, it took you hours or weeks to learn and understand your products. How can you explain it to them in just a few minutes? The best way for you to present your written recommendations is for you to use a video conferencing app like Zoom.
“Confidence is a habit that can be developed by acting as if you already had the confidence you desire to have.” Brian Tracy
Selling Life Insurance On The Phone Is Easy…
Do you want to have success selling your life insurance on the phone from home? To sell on the phone you must follow the same step-by-step selling process used by the best advisors to sell life insurance! And you must help people to understand the problems that they face!
When you do it right the sale will just about close itself!
Here is a success story from… 8/13/2020!
“Your 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 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 sales are 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)
There is a lot more to your success selling life insurance on the phone from home! To succeed you must help people to get to know you and how you can help them. The best way is for you to send a monthly client newsletter to everyone that you know… including your friends, neighbors, and family. So that they will remember to call you when they need help… like right now! And you should also offer everyone your FREE booklet to help people to see you as the expert. So that they will see and understand how you can help them!
Don’t Have Much Money… But Want Help To Sell Life Insurance On The Phone!
Here is another way for you to learn the best ways for you to sell life insurance on the phone. (and you will only spend a dollar a day) Over the past few months, we have had hundreds of our members each month watching our 3 Live One Hour Plus Coaching Webinars… Live Group Coaching… Case Design Class… & Sales Concepts Training.
You will also have immediate access to all of our Past Coaching Webinars! They are FREE to the members of our Insurance Marketing and Sales Resource Center. This is one of the best ways for you to learn how to sell life insurance on the phone from home! So, you will double and triple your sales in this crisis! Click here for all the details. Or, become a member right now.
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