We really focused in on this for her with these calls and one on one training with me and last month she issued 8 life and 1 disability policy by herself.
Life/Health Sales Process
The thoughts behind our Life/Health Sales Process
Agents tell me that selling life insurance is difficult. Why? Sales can be inconsistent. And agents are so often busy with service-related issues, they say they have no time to talk life insurance.
I have come to learn that being too busy with other matters is more of an excuse than a reason. Yes we are busy, but more importantly it’s not about what the busy agent does but how we react to it. This is the idea of being proactive versus reactive.
Often we get stuck in the rut of being transactional order takers. Sound familiar? We tend to have more excuses why we are not having important conversations, so when we lack the numbers, there is only one thing to do—make excuses.
I remind our team of these important conversations and teach them the simple ways of getting the application. With our calls we bring lots of good speakers on life insurance and share our office process for getting simple life applications to keep team members and agents engaged in the busy work and converting those servicing conversations into asks, appointments, sales, and bigger paychecks. Life insurance as well as all other sales secrets come down to one simple conversation formula:
Activity – Excuses = Results