So, here's the skinny! I'm a P&C agent with a L&H license. Inside my agency I'm one of three people with my license. Once focuses on Commercial and the other is a Manger/co owner. I was asked to come in on Tuesday to our main branch to discuss with the Owner about selling Health Insurance. We're a Nationwide company so we broker out Health Insurance between Assurant, BCBS and a few other companies. Reality is, I've never sold health insurance a day in my life. My contract will be at 15 percent, but I also have a base salary and leads within the existing book of business.
Considering the current advice I've picked up the following:
30-60 leads a week, without question to make at least 3 sales.
Always find out why they are looking for new insurance. (Rates, crappy agent, unsatisfied coverage)
Ask questions on top of questions about health, from allergies to major medical issues.
Don't sell on the first call. Build a relationship.
Any super pointers to help out besides the following, and how many calls do you think I should do. Here's my thing, I'll be telemarketing leads on top of what I have with my current book, my goal for the first call is just to introduce myself and find an appointed time to talk to them when it's more planned. The second call would be to qualify them and then adv them it'll take a few days for me to shop around for them to find them the best coverage for their dollar. The third call or appointment is the actually presentation and sale.
Does that sound like a reasonable progression?
With my Telemarketed leads, here's my basic script.
Me: Hi, may I speak with (qualified prospect)?
Person 1: May I ask who's calling?
Me: My name is Travis! I'm with the Altman Agency, Mr/Ms (prospect) wanted me to give them a call about their health insurance.
Person 1: Once second.
(Prospect): This is (prospect), how may I help you.
Me: Hey mr prospect, my name is Travis with the Altman Agency. You spoke with Olivia the other day about looking into some health insurance.
How are you today?
Prospect: I'm really busy at the moment!
Me: Oh I totally understand that. Honestly I wanted to introduce myself, verify some information that I have, and find a a better time when you'd have about 20 minutes to sit down and discuss what kind of health insurance we could find for you that suits your needs and budget.
Do you currently have Health Insurance?
(Prospect): Blah blah blah
Is it a group plan?
Blah blah blah
Does your current coverage suit your needs? What's making you consider looking around?
blah blah blah
Ok, well I do understand you're pretty busy at the moment, what would be a good time for me to call you back where you have about 20 mins to talk?
(Answer)
Alright, well, what I'll do is go ahead and give you a call tomorrow, after I get all the important information out of the way and find the plan that fits your needs, it'll take about 10 mins to fill out the application online. Just to let you know, there's no fee involved in discussing any plans or options that I may come across for you. So I'll talk to you on (answer). OK!
Ok
Have a great day Mr Prospect!
Any feedback would be wicked helpful.
Considering the current advice I've picked up the following:
30-60 leads a week, without question to make at least 3 sales.
Always find out why they are looking for new insurance. (Rates, crappy agent, unsatisfied coverage)
Ask questions on top of questions about health, from allergies to major medical issues.
Don't sell on the first call. Build a relationship.
Any super pointers to help out besides the following, and how many calls do you think I should do. Here's my thing, I'll be telemarketing leads on top of what I have with my current book, my goal for the first call is just to introduce myself and find an appointed time to talk to them when it's more planned. The second call would be to qualify them and then adv them it'll take a few days for me to shop around for them to find them the best coverage for their dollar. The third call or appointment is the actually presentation and sale.
Does that sound like a reasonable progression?
With my Telemarketed leads, here's my basic script.
Me: Hi, may I speak with (qualified prospect)?
Person 1: May I ask who's calling?
Me: My name is Travis! I'm with the Altman Agency, Mr/Ms (prospect) wanted me to give them a call about their health insurance.
Person 1: Once second.
(Prospect): This is (prospect), how may I help you.
Me: Hey mr prospect, my name is Travis with the Altman Agency. You spoke with Olivia the other day about looking into some health insurance.
How are you today?
Prospect: I'm really busy at the moment!
Me: Oh I totally understand that. Honestly I wanted to introduce myself, verify some information that I have, and find a a better time when you'd have about 20 minutes to sit down and discuss what kind of health insurance we could find for you that suits your needs and budget.
Do you currently have Health Insurance?
(Prospect): Blah blah blah
Is it a group plan?
Blah blah blah
Does your current coverage suit your needs? What's making you consider looking around?
blah blah blah
Ok, well I do understand you're pretty busy at the moment, what would be a good time for me to call you back where you have about 20 mins to talk?
(Answer)
Alright, well, what I'll do is go ahead and give you a call tomorrow, after I get all the important information out of the way and find the plan that fits your needs, it'll take about 10 mins to fill out the application online. Just to let you know, there's no fee involved in discussing any plans or options that I may come across for you. So I'll talk to you on (answer). OK!
Ok
Have a great day Mr Prospect!
Any feedback would be wicked helpful.
