Proper Training

[harold]

Hey guys, I've been working for an IA for the last few months. Im learning everyday, but not as much as I feel I should be, especially when it comes to going out and finding new business on my own. I'd really like to do some sort of outside training, but I have no idea where to start. Hiring someone could get expensive, though this its probably the best way for me to learn. So far Ive read a couple books, The Wedge and So You Want to Be an Insurance Agent. Will probably reread them a couple more times. I wouldnt mind other training tools like videos or seminars or anything that I can gain some value out of, I just have no idea where to look. Any suggestions. The other thing Im concerned about is learning things the wrong way and then having to unlearn and learn a new way of doing things, and since I dont know what I dont know, it can be frustrating when doing something Im not sure about. I always ask questions, but sometimes the answers I get conflict with other things Ive read or learned about.

BTW, the independent agent I work with is a relative and not that great at training or getting a point across without going of an a tangent.

Any help is appreciated, thanks guys.

 

[0b1kanobee]

What products?

 

[harold]

P&C, about to get my life and health next month. The L&H is more so for the health part, I'd like to be able to cross sell to anybody who buys P&C products, and I'd be the only agent in the office with the L&H license. I know everyone says focus on one product at a time and get really good at it, and while I agree, the guy Im working with will throw me an auto, home, and commercial account in the course of a week, so Im learning about more than just one thing at a time. This is one reason I think hes not the greatest teacher, but then again hes been in business for 14 years and doing very well for himself. He's told me his niche is bringing in new business, and then having his guys write the policies, the problem is he hasnt shown me how to bring in new business so I just sit around waiting for him to throw me something to work on.

 

[DHK]

Without knowing your specific product line (I'll assume P&C based on the 2nd book you mentioned), you can't go wrong with training from Brian Tracy.

The Psychology of Selling

Advanced Selling Techniques

Brian Tracy will help you with the 3 main tasks a salesperson needs to do on a daily basis: prospect, present and follow up.

I would start with the Psychology of Selling and move into the Advanced Selling Techniques later.
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Since you'll be the only one in your office with a L&H license, I'd take a strong look at this as well:

Priority Approaches

 

[0b1kanobee]

Join agent navigator website. I think it is free. Then join the ILIAA perhaps. It is also only a dollar for the first month and you can learn all about life insurance.

I don't understand why you can't go out and canvass for some P&C business. Every time someone asks me what I do and I say insurance they ask if I do auto. I could find ten people in the next 24 ours who are looking for a better priced auto policy and 1/2 dozen homeowners I would think.

 

[senior-advisor-indiana]

Join agent navigator website. I think it is free. Then join the ILIAA perhaps. It is also only a dollar for the first month and you can learn all about life insurance.

I don't understand why you can't go out and canvass for some P&C business. Every time someone asks me what I do and I say insurance they ask if I do auto. I could find ten people in the next 24 ours who are looking for a better priced auto policy and 1/2 dozen homeowners I would think.

People are always asking me to save them money in there auto or home. I wish I had that many people asking me about life and health. P&C seems like it would be pretty easy although I am sure it isn't.

 

[LOM58]

I started almost 24 years ago in a similar situation. I joined a P&C agency, that also had a Group Benefits dept, with no Insurance background. I started on a Monday and got my license the following Saturday. Our focus was strictly commercial and they had no training program to speak of. My saving grace was that I was a cold calling machine from my previous experience in the mortgage industry. I would call from the Manufacturer's Directory and would get appointments to quote on either their Group Health plan or their P&C. I created an X-Date data base (back then I used pre-printed index cards) and followed up at least 3 months prior to every renewal. The three most important things that lead to my success as an agent were:

1. Prospect, prospect and prospect. When you are first starting, you have all the time in the world to prospect because you have no clients to service or renewals to market and deliver. Use that first year to become a prospecting machine. It was not uncommon for me to literally be on the phone from 9:00 am until 5:00 pm.

2. Learn your products. Overwhelming at first, especially if you are doing everything. I decided after my first 3 years to specialize in Group Benefits because I felt it was more personal than P&C (if I only had a crystal ball: first Hillarycare now Obamacare). You'll make mistakes at first, but as long as you don't "wing-it" when you don't know and have a support team to back you up at the office, it will all start to click. A sincere "I don't know, but I will find out and get back to you" and then do so asap will go a long way to building credibilty when starting out. And if you are nervous about your lack of knowledge, don't be. Most prospects know a lot less than you do, and you will be surprised at how many (not at all, some people are just jerks) will almost take you under their wing if you follow the next rule:

3. Don't try to be a slick salesman, just be sincere. My greatest asset was that I came across as someone who genuinely wanted to help my prospects and I gained their trust. Too many salesman are too busy selling, and quite frankly, I am not a great salesman by the traditional standards. But few salesman focus on how they can help their clients or prospects, and if a prospect truely feels you will bust your hump to solve their problem (usually premium), who do you think they will be inclined to buy from, the salesman or the problem solver?

As you gain more experience, you will find a style that suits you and you will also come across as more knowledgable. I've read my share of sales books, listened to tapes, and you can usually get a least a nugget from most that you can apply to your business. Just don't abandon what got you there. These principals are what led to my success. I am sure other agents have taken different paths that have worked for them, this is what worked for me.

 

[LTCFP]

I agree Brian Tracy has some great info, also read "Tested Sentences that Sell". This is a great book to improve sales with!

 

[HomeService]

You should have maybe gone to a large captive for training, basically.

 

[RonRoberts]

If you are looking for some "ball busting get off your butt" type motivation Larry Winget is interesting.