Tips for New Agents: Confident, Collected, In Control

It has been pointed out in many of my articles, and by some other authors, that you place too much trust in the insurance company and the agency that hired you. They can show you the way them want to learn. But with an 85% failure rate in 18 months, it shows that the insurance company’s route is not the most reliable. As a new agent, you need to gain confidence, composure, and control as quickly as possible.

Do you want to be one of the six out of 100 life and health insurance agents who survive and then thrive?

Then keep reading, it will be worth it. I’ve been in your shoes. My “not following the rules set in stone” he started early in school and in college. Fortunately, they continued through 4 decades of my thriving career in sales and marketing. My “change the rules” attitude is what changed my income.

Here are some tips that will get you those sales skills without the help of your insurance sales manager. You also don’t need any company-provided information resources. This especially includes his company’s pitch book and the awkward speech he was forced to learn.

CONFIDENCE Your insurance sales manager is the worst source of trust. He will be harassed because it was always his fault if a sale didn’t go through. You didn’t fight the objection the right way; you gave up before accepting enough negative answers, and so on. If you made a sale, you will be shot down for getting referrals, preferably at least three. If you’re not giving enough presentations, you get criticized for your phone tactics. Lastly, you will be told that the path to success is to make more and more phone calls.

Free advice. Your sales manager is not a great success. Usually, he is an expert at crushing your confidence and instilling fear. If they were using the same insurance sales methods you are, your average closing rate would be less than 50%. That’s below par for any insurance professional. Don’t look to him for advice!

Trust is something you get. The main way to gain confidence is to get rid of your fears. Usually, that fear is rejection, the prospect will ask you something you don’t know, or you’ll get so many negative answers that your already low confidence will be defeated. Starting today, start developing a winning attitude. Tell yourself repeatedly that you are going to make the sale, and I mean repeatedly. Can’t say enough. Read articles or book excerpts on confidence, attitude, and willpower. DO NOT trust your insurance company.

PICKED UP Being collected in insurance terminology means being properly prepared. Remember I told you to throw out your insurance presentation manual and your insurance trainee pitch. You MUST develop your own introductory talk or your client will not trust you. You don’t need to talk at length about your insurance company, there are over 600 other active life and health insurers. Your customer doesn’t really care. You have to find out what the emotions of your customers are. Take care of filling the emotions, and only then will the client be interested in what you are offering.

You are there to offer a caring service to provide a solution to the closure of emotional needs. Nothing else! Start writing a very flexible emotional presentation. List all the main emotions (6) and how you can adapt speaking with each of them. You are a problem solver working with the customer. Your presentation should be well worded and you should ask questions about your emotional needs. Until you try it, you won’t believe it. . Then you will have leads that will sell themselves!

IN CONTROL Many insurance trainees struggle with being able to control the interview. Handling objections becomes a battle. If you are already confident and collected, you rarely have any objections. He immediately initiates the check by saying, “Can we all sit here by this table?” Next, make a short introduction by congratulating them on a hobby collection or a unique piece of furniture or object. Allow them to express why they like the piece. Now they like you, just for the compliment.

You have them prepared to answer your questions and they answer very few. Your confidence told you, that you are going to leave with a sale made, do not make it. Remember that you never fail, but learn more.

Free advice. Ask your prospects if you can show them two alternatives. After the presentation, ask “Which of these two is better for you, the cheap plan or the more secure plan?” A very easy, no-pressure close often results in the high-premium plan chosen.

CONGRATULATE YOURSELF OFTEN Without outside help, you’re mastering three important high-confidence sales skills, conquering and mastering a highly crowded presentation, and maintaining control of the presentation. Very few insurance agents even attempt this self-made roadmap.

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