fredbull337
Expert
- 38
Here is the scenario...I currently own a P&C book with about 1700 clients and we are adding about 60-70 new ones each month. I am the only licensed life and health agent in our office. Our primary focus is in the homeowners market and the majority of our referrals come from mortgage brokers. Because of the way our business is we might be lucky if we actually meet 5% of our clients as most of the time quote and bind requests come in from the mortgage loan officers and or their processors.
I have studied in the past under numerous Ohio National agents as well as a few MM agents, so I have a pretty good understanding of some of the sales methods. I attended a General Agent seminar for ON a few years ago and the first speaker was the CEO. He said the problem with the life insurance industry is no one calls on people about their life insurance anymore. Trust me I totally get it. And for the past few years I have made myself believe that I was too busy to call people.
2018 I am ready to stop running for my weaknesses and start turning them into strengths. Another thing going for me is that I was able to partner with a local financial planning firm that allows me to get series 6 licensed (primarily for compensation purposes) while they handle all the paper work, compliance, etc. I just have to put them in front of clients.
I guess the advice I am looking for is, based off what I have to offer, to basically an untapped prospect pool, what should my phone script be? I have noticed that people are much more willing to talk about investments and financial planning than they are life insurance. Earlier this year we had some post cards designed to send out to new clients to welcome them to our agency (since we most likely have not met them) as well as some for existing clients to try and get them to come in and review their homeowners policy.
So my first thought is to scrap the post card expense, and just pick up the phone. For the new clients introduce myself as the owner of the agency, congratulate them on the purchase of their new home, etc. Is there a casual way that I could mention the other services we can provide them?
And for the existing clients, some that have been on the books for the last 3 years, what would you say to them to get them to come in?
It is extremely frustrating to basically have so much potential going to waste and not be able to get out of my own way. I really want to be great when it comes to selling life insurance! When someone actually comes in my office i could talk to them all day long and not only establish a friendship outside of 9-5, but I will most likely also be able to sell some sort of life policy (depending on their situation.) The problem is getting them in my office. In the past I have pumped myself up for 20 minutes to pick up the phone, and then "make myself" remember to respond to this email, or do something else. I am 150% committed to changing this in 2018.
P.S. I didnt post this to get the "stop being a sissy and pick up the phone" responses. I know that is the answer to all the problems, but any help in developing a script would be greatly appreciated! Also sorry for the super long post!
Thanks in advance!
I have studied in the past under numerous Ohio National agents as well as a few MM agents, so I have a pretty good understanding of some of the sales methods. I attended a General Agent seminar for ON a few years ago and the first speaker was the CEO. He said the problem with the life insurance industry is no one calls on people about their life insurance anymore. Trust me I totally get it. And for the past few years I have made myself believe that I was too busy to call people.
2018 I am ready to stop running for my weaknesses and start turning them into strengths. Another thing going for me is that I was able to partner with a local financial planning firm that allows me to get series 6 licensed (primarily for compensation purposes) while they handle all the paper work, compliance, etc. I just have to put them in front of clients.
I guess the advice I am looking for is, based off what I have to offer, to basically an untapped prospect pool, what should my phone script be? I have noticed that people are much more willing to talk about investments and financial planning than they are life insurance. Earlier this year we had some post cards designed to send out to new clients to welcome them to our agency (since we most likely have not met them) as well as some for existing clients to try and get them to come in and review their homeowners policy.
So my first thought is to scrap the post card expense, and just pick up the phone. For the new clients introduce myself as the owner of the agency, congratulate them on the purchase of their new home, etc. Is there a casual way that I could mention the other services we can provide them?
And for the existing clients, some that have been on the books for the last 3 years, what would you say to them to get them to come in?
It is extremely frustrating to basically have so much potential going to waste and not be able to get out of my own way. I really want to be great when it comes to selling life insurance! When someone actually comes in my office i could talk to them all day long and not only establish a friendship outside of 9-5, but I will most likely also be able to sell some sort of life policy (depending on their situation.) The problem is getting them in my office. In the past I have pumped myself up for 20 minutes to pick up the phone, and then "make myself" remember to respond to this email, or do something else. I am 150% committed to changing this in 2018.
P.S. I didnt post this to get the "stop being a sissy and pick up the phone" responses. I know that is the answer to all the problems, but any help in developing a script would be greatly appreciated! Also sorry for the super long post!
Thanks in advance!
