by Rick Blaine » Mon Jan 29, 2007 06:04 pm
Let's talk a little about health or life insurance prospecting ideas and what you should expect and how to prospect in the proper manner. In any well thought up plan I highly suggest having at least three marketing schemes operating simultaneously to assure a plentiful amount of leads you can prospect too. The three I would recommend or will expand on is Circle of Influence, Business to Business and Telemarketing.
The number one thing you should never do, do not attempt to sell. In fact I suggest never selling; it does seem counterproductive but let's look at several factors that will lead most to failure. Here we have to have some honesty and inner reflection. I'm not sure about you but myself, I feel depressed when I attempt to convince someone to do business with me! I can attempt the 10 No's to get 1 Yes. I can go in and keep talking and bringing up points on why they should do business with me, yet even if I'm successful it feels like I worked hard for so little at the end of the day, in other words there is more to success than just the dollars received. This is what I consider the emotional drain that leads many to leave the selling world for greener pasture. I've known more then a few seemingly successful people in various sales positions that left stating it just wasn't worth the emotional drain.
I have in my prospecting simply changed my attitude; I'm not looking for sales but likely prospects that show interest in my product. That is likely why I have a low "lead" result per prospecting campaign. Yet my leads turn into sales at a ratio of about 50% plus, which makes my efforts worthwhile and I position myself as a Consultant not a Salesperson yet it is the same thing in all aspects except for the emotional package. I'm simply doing work for them not attempting to sell them anything! In the first prospect contact, if I'm selling Health or Life Insurance that day I ask them what they expect, once they tell me that, I ask for a commitment that if I meet their expectations, will they purchase. Now this only works if you are totally honest and you have total expectation that they are honest, if not get out, don't waste your time! In other words do not fall into the adversarial trap. That reflects the correctness of your health or life insurance prospecting ideas.
The number one thing you should never do, do not attempt to sell. In fact I suggest never selling; it does seem counterproductive but let's look at several factors that will lead most to failure. Here we have to have some honesty and inner reflection. I'm not sure about you but myself, I feel depressed when I attempt to convince someone to do business with me! I can attempt the 10 No's to get 1 Yes. I can go in and keep talking and bringing up points on why they should do business with me, yet even if I'm successful it feels like I worked hard for so little at the end of the day, in other words there is more to success than just the dollars received. This is what I consider the emotional drain that leads many to leave the selling world for greener pasture. I've known more then a few seemingly successful people in various sales positions that left stating it just wasn't worth the emotional drain.
I have in my prospecting simply changed my attitude; I'm not looking for sales but likely prospects that show interest in my product. That is likely why I have a low "lead" result per prospecting campaign. Yet my leads turn into sales at a ratio of about 50% plus, which makes my efforts worthwhile and I position myself as a Consultant not a Salesperson yet it is the same thing in all aspects except for the emotional package. I'm simply doing work for them not attempting to sell them anything! In the first prospect contact, if I'm selling Health or Life Insurance that day I ask them what they expect, once they tell me that, I ask for a commitment that if I meet their expectations, will they purchase. Now this only works if you are totally honest and you have total expectation that they are honest, if not get out, don't waste your time! In other words do not fall into the adversarial trap. That reflects the correctness of your health or life insurance prospecting ideas.
Posted: Wed Feb 14, 2007 07:50 pm Post Subject:
...and thank you about the complement on the photo I am thinking about using this on my business cards.. what do you think?
Yes you can use it in your business cards. You look great in that pic.
Back to the topic. I think for those people who are just starting to get into the insurance business, it is very important to work their way to the top. As rick said,
There is no secret way to create business or magic bullet.
This is indeed a number game. The more people you meet, the more people you know, and by this, the more prospects you can get. The more prospects the higher is the possibility to have a good sale. After the sale, it would back to generating contacts.This is not an easy business. Just like any other kind business, insurance business needs to be managed well with continues activity. The more activity, the more income. Or i can say the more you are doing the right activity, the more income you can generate.
This business should always start from the basics and should be developed to be a huge and successful venture. This can bring huge amount of income when played well but it can also loss you some money if not take cared of.
And another reminder to those who are starting up. "Don't work, just play." Enjoy every task that you are working on and you will surely succeed. "welcome to the playground". :wink:
Posted: Sun Feb 18, 2007 02:49 pm Post Subject: How to follow-through
Follow-up, knock em off the fence, say more to less, these are things that work for me.
Posted: Fri Mar 23, 2007 10:50 am Post Subject:
Anyone read Frank Bettgers 'How I Raised Myself From Failure to Success in Selling" ?? It was written a good number of years ago - but the principles can easily be modified for todays business. Plus, it's highly inspirational to hear such a great story! You can get it at Borders (at least in mine), Amazon.com or alibris.com . Let me know if you've read it!
Posted: Fri Mar 23, 2007 10:51 am Post Subject:
as a side note - I will say this book really only uses cold calling, and referral based lead system... but it's still very motivating!
Posted: Fri Mar 23, 2007 11:38 am Post Subject:
hey mr stan, thanks so much for sharing the book with us. i shall certainly look into buying it soon. btw, could you please help me with the cost of the book?
awaiting your reply at the earliest.
thanks,
andy
Posted: Fri Mar 23, 2007 12:09 pm Post Subject:
i got my copy at alibris.com for around 6.65 including shipping. Its a not a long book - and you won't finde detailed technique in there - but what you are able to is gain off the experience of this man - and realize simple attitude changes can change everything...
Posted: Fri Mar 23, 2007 12:55 pm Post Subject:
thanks for the info mr stan
Posted: Fri Mar 23, 2007 07:01 pm Post Subject:
Anytime.
Posted: Mon Feb 15, 2010 07:11 am Post Subject: Selling insurance
Yes, I think that looking out for people who are ready to listen to you is the best way to lower down the impact that a "No" does to you.
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