by Christopher Dunkin » Tue Nov 18, 2008 04:34 pm
Besides being aggressive during a sell, What are some of the common mistakes insurance agents make? Also what are some things that are done that lead to being unsuccessful in the long run.
Posted: Wed Nov 19, 2008 09:25 am Post Subject:
IMO you are certainly not required to show the product to the client at the very first visit. The customer mustn't get the feeling that you're only objective is to meet the sales target, rather collect the necessary information at the first meeting and contact him after few days with all the answers that you might face during the interaction.
Posted: Wed Nov 19, 2008 11:51 am Post Subject:
IMO you are certainly not required to show the product to the client at the very first visit. The customer mustn't get the feeling that you're only objective is to meet the sales target, rather collect the necessary information at the first meeting and contact him after few days with all the answers that you might face during the interaction.
How do you type?
I strongly disagree.
80% of your business will be written on the first interview. But it will cost you 80% of your time to chase after the 20% of clients, who for whatever reason, didn't buy from you at the first meeting.
If the agent has met the client's NEED for the product and if the client has the MONEY and can afford the NEEDED product there isn't any reasonable reason to delay implementing the product.
Almost always there is nothing left to do at the end of an interview with the client except write up the case. So simply explain that to a client, complete the application with all the information you need, have the client sign all the forms, and then give the whole works back to the client with a self-addressed-stamped-envelope.
If the person sends back the paperwork you have a client, if they don't, move on. Remember there wasn't anything left to do except write up the case.
Now I'm not saying you should never, ever, under any circumstances EVER meet with the client more than one time, sometimes cases are very complex. But for the vast majority, if the agent has done their job, there should be nothing left to do except write up the case.
So write the case and move on.
Posted: Thu Nov 20, 2008 12:26 pm Post Subject:
Hmmmmmm, I'm surprised this thread hasn't had more activity.
The Gary Spicuzza "Sale In The Mail Technique" was developed many, many, many, many, about 20 or so years ago as a direct result of me being reasonably good at math.
If you have to set up another appointment to go back and see a client to simply write up the insurance application you have effectively cut your pay in half.
Not to mention the time and effort following up with that client that could have been used to contact new clients.
Once all of client's questions, concerns and objections have been laid to rest there is nothing left to do EXCEPT fill out the application.
There isn't any reasonable reason a client should object to you filling out all the necessary application paperwork, have them sign everywhere they need to sign then give all the application paperwork back to the client for them to take home with them.
Now if a client isn't willing to go there, meaning having the application paperwork completed and signed, they are NEVER going to do business with you, for whatever reason.
If they are willing to take the time for you to complete the application process, sign the forms, take the application package home with them, along with the self-addressed-stamped-envelope you provided, then the chances are better than 50-50 they will return the application to your office.
Meanwhile, you're back at the ranch and rather than following up with people who are NEVER going to do business with you,.... you are spending that time developing new clients.
Posted: Fri Nov 21, 2008 03:25 am Post Subject:
Hmmmmmm, I'm surprised this thread hasn't had more activity.
Where's Mark? Oh, here he is.
IMO you are certainly not required to show the product to the client at the very first visit.
I'm afraid I'd have to side with Gary on thi sone. In the vast majority of the cases I've worked, If you're not there to show a product, why are you even there? Finish your fact-find, show your product, overcome any objections, and write the application. If you deviate from this too much, the next agent won't and you'll lose the business.
Be careful not to pressure the prospect into buying something just to get rid of you though. Develope your sales personality (I call it putting on the other hat) and learn how to create the need for your product.
Contrary to certain opinions, term insurance is not always the answer to everyone's problem.
Don't cut corners either. Sell your product "by the book" and never - ever stop showing your clients how happy you are to be at their service.
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