Common Presentation Mistakes

[jdeasy]

If the customer likes you and trust you then you have an excellent chance of walking out with an app. Don't forget to ask for referrals. The worse that could happen is no. The best another sale for you. Another thing I learned. If you go to a meeting try and sit next to a good agent. You will learn a lot. I remember one very successful agent told me about LTC insurance. He said don't try and tell them everything because they will be so confused and never buy.

I do not ask for referrals and don't plan to start now. I get a lot of referrals. wrote one today. It's ain't my style to ask for them and I refuse to change it now.

 

[nfl72]

"people buy from those they like." W. Clement Stone

it also helps if you sound like you know what your talking about

 

[HoosierLife]

"people buy from those they like." W. Clement Stone

it also helps if you sound like you know what your talking about

You can all attest to the fact that I don't know what I'm talking about...but the people I talk to in the field sure seem to think I do.

Just saying, it's not hard to sound like an expert when it comes to insurance when John Q Public really has no idea what's going on.

On that same note, it is ok to say, "I don't know." I say something to the effect, "That is a unique situation. Ill have to look into that one..." It would obviously be better to just know the answer, but making their situation look difficult and presenting yourself as a problem solver would have to be second, IMO.

 

[Todd King]

You're spot on, IMHO.

 

[pcbinsurance]

If you can't amaze them with your knowledge, delight them with your whimsy and then baffle them with your bulls*it.

 

[JMH]

The best way to establish trust is prior to you ever sitting down with them. You do that with positioning yourself as "a" or "the" (if possible) Authority in the field/market. One way to do this is working off of referrals (of course that's a no brainier) but also how you position yourself with your marketing materials and exactly how you create your leads.

You have to do something different than Joe Blow The Insurance Rag Man if you want to be treated as a Authority. Look around at what the typical agent is doing and then do the opposite. Then when you sit down with your client (or soon to be) you are working with influence and trust rather than trying to create it.

 

[TPAAgent]

Tacky sales presentations- nobody wants to hear an agent give a sales pitch that he memorized off a manual-

It's like Slappy the sales agent that shows up in a double breasted suit and smelling of old spice-

You're dealing with mostly lower income clients- they feel threatened and their guard will go up with tacky sales pitches

I learned many years ago you go into an appt with the mindset that "you have something they want"

I go into every appt like I'm the loan officer at the bank and they've come to me looking for a loan... You keep that mindset and you'll sell

 

[rousemark]

Surprised that no one has mentioned the biggest presentation mistake made by agents,new or old, is not making them.
We tend to hold off on making presentations until we have more knowledge, are better prepared, etc. instead of getting out in the field and getting in front of qualified prospects.

 

[JMH]

Good point rousemark must of us (I do) suffer from perfectionism. Which is a form of procrastination.

 

[GoCubsGo]

The best way to establish trust is prior to you ever sitting down with them. You do that with positioning yourself as "a" or "the" (if possible) Authority in the field/market. One way to do this is working off of referrals (of course that's a no brainier) but also how you position yourself with your marketing materials and exactly how you create your leads.

You have to do something different than Joe Blow The Insurance Rag Man if you want to be treated as a Authority. Look around at what the typical agent is doing and then do the opposite. Then when you sit down with your client (or soon to be) you are working with influence and trust rather than trying to create it.

Instead of going in trying to convince them you are an authority on the subject, just find their need and convince them you are a friend who will do his best to help them. They will trust you if they feel you are in their best interest and not your own. Not there to "sell" them anything or get into their pocket book. They won't care if you don't know something if they trust you will find out because you want to help them.