How to Succeed in Life Insurance Sales
A yearly million-dollar salary is possible in life insurance sales, according to Dona DeZube, Monster Finance Careers Expert, but when someone is just starting out in the field, that number may seem impossibly far away. Getting the license, the initial training and the support of a backing insurance company is just the very beginning. Everything from this point forward that is needed for success depends totally upon the agent and what he is willing to do to succeed. DeZube writes that successful life insurance sale agents are “self-disciplined and entrepreneurial, they can play through rejection and they’re proactive network builders.” It may take a little while to hit that success, but there are some steps that can help along the way.
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Instructions
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Develop a list of your existing skills and knowledge and determine which can help you sell life insurance. For example, a marketing background will assist in reaching the greatest number of people. Even a blue collar job such as working on an assembly line can help with clients who share a similar background. Being able to say to them, “I know where you are at because I’ve been there myself” goes a long way towards establishing trust and credibility.
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Ask every person you come into contact with in a low-key, cordial way if he and his family are prepared in case something happens to them. You’ll never know the needs of a person until you ask him, and many people are customers-in-waiting, looking for someone to help meet their needs. If a person expresses interest then book the appointment immediately. Test your approach often and change as necessary to determine the best phrasing and style of asking.
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Learn the profession through self-study, continued education and mentoring. Become a true professional who clients can count on as having the right answer for their needs. One client who tells their friends, “My agent helped me with that same problem when no one else could” can generate dozens of new clients for you. Joining the professional associations and becoming certified in specialties helps to generate respect from those you are selling to.
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Set goals that are reasonable but stretching. Determine the amount of income that you desire to make and start backwards to find your goals. For example, if you want to earn $50,000 in your first 12 months, then you know that with an average commission of $500 you must sell at least 100 families, or two a week.
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- Photo Credit sales manager checking the sales image by Peter Baxter from Fotolia.com
