Success is not chance!

[Guest]

If you're just getting started and want to avoid frustration and discouragement, here's a thought:

If you do not have excellent training combined with quality leads (and some tools) you won't sell up to your potential, you'll be mediocre.

If you write 1 out 10 people you get on the phone (or in person) you need better training. If you don't ever get in touch with anyone, you need better leads.

I'm training an agency who generates their own exclusive leads and in just four weeks saw a 25% increase in sales/closing. They had good leads, lacked in training.

Think about it: Good leads + bad/no training or bad leads + good/great training = failure

 

[MichaelJM]

I have to disagree with you, I'm sorry. Leads, training, and tools do not dictate success in this industry. Success, in the insurance business is not rated on how much you sell, and how fast you sell it. It is rated by how well you sell, and how long you can keep your clients on the books. Selling insurance is not as much of a sale as it is a relationship. If you treat selling insurance like a car sale then you will inevitably fail.

When I hire producers for my multi line firm I look at several things.
1. Confidence
2. Personality
3. Appearence
4. Experience

In that order I rate a person on whether they can produce or functionally learn how to produce all lines of insurance. You can call 100 leads and get only 10 solid appointments. From those 10 appointments you might get 5 solid second appointments for committment and 1-2 for finalization. Sitting behind a desk and making phone calls will help your business, but our business is not built on the phone. Insurance is built on personal and professional relationships. Don't be afraid to talk to the people you meet in passing about what they do, who they are, where they work, who is in charge there, and can you use their name as a reference or are they the decision maker. I have closed more deals than I can count in line at the grocery store. People make such a big deal about tools and training and so on that they forget the one cardinal rule of insurance. He who sits still is lost. Get out of your office a few days a week, and meet people all people. If you're afraid to talk to someone you sit next to at a bar or restaurant, then perhaps you're in the wrong line of work. Too much training, and too many leads make for wasted time and 0 productivity. Be productive, and your business will be fruitful. Remember hands on experience is better than any classroom or training meeting.

 

[Guest]

I'll add one point, leads, training and tools don't sell, if you don't apply it, it doesn't matter.

Think about what you said. If your goal is to set appointments and then another appointment from that, go into telemarketing and make appointments for others who can sell because you're not selling and you need training. You're not closing!!!!

All of the top trainers, gurus, salespeople will tell you, you must learn how to sell, don't throw a dart while blindfolded and expect to hit a target.

 

[xrac]

"Remember, pick one or two products, learn them inside and out. Your focus, during daytime hours, should be prospecting and selling." Rick.

 

[Crabcake Johnny]

1) Passion
2) Drive

The agents who make it have gone into this as a career decisions. Obviously you need knowledge but all the knowledge in the world doesn't gain you a client without the passion and drive to succeed.

 

[arnguy]

I get this feeling that I should pontificate. I just can't think of anything profound to add to this thread. On the other hand, maybe I'll just fornicate instead.

 

[moonlightandmargaritas]

Sounds like a winner to me...

 

[GreenSky]

I get this feeling that I should pontificate. I just can't think of anything profound to add to this thread. On the other hand, maybe I'll just fornicate instead.

Can you do that with no one else in the room with you?

Rick

 

[moonlightandmargaritas]

If you're just getting started and want to avoid frustration and discouragement, here's a thought:

If you do not have excellent training combined with quality leads (and some tools) you won't sell up to your potential, you'll be mediocre.

If you write 1 out 10 people you get on the phone (or in person) you need better training. If you don't ever get in touch with anyone, you need better leads.

I'm training an agency who generates their own exclusive leads and in just four weeks saw a 25% increase in sales/closing.

Nice generalization.

So if you're here to help, tell us specifically what did you do to help this agency?

Or do we have to pay for that advice?

 

[moonlightandmargaritas]

1) Passion
2) Drive

Brilliant. Positively inspirering.