How to Sell Life Insurance Without Cold Calling
Cold calling is the sales lead generation process of picking up the phone, or going door to door, based on the use of unqualified leads. When you cold call, you will only average two successful calls out of every 100 you make, according to sales expert Joanne S. Black, in her book "No More Cold Calling." Selling an intangible product like life insurance can be extremely difficult when cold calling. However, there is a way you can sell life insurance without cold calling and create a successful practice.
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Instructions
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Print business cards with your name, contact information and any company affiliation on the front, and a very short summary of your life insurance products on the back. People looking for a 10-year term life insurance policy will be more apt to call you if you let them know on your business card that you sell that kind of product.
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Schedule appointments with as many friends and family members as you can. Do not be shy about reaching deep into your phone book and maybe use your life insurance business as a reason to restart old acquaintances. When you ask your friends and family for appointments, be sure to point out there is no pressure to buy anything. You just want to show them your life insurance products and then give them a chance to make some money.
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Present your life insurance products to your family and friends. At the end of each appointment, give each person you spoke to a small stack of your business cards and ask them to write their name on the back without writing over your product offerings.
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Tell each friend and family member you talk to that you will pay a $50 referral fee for each new customer they send your way who signs up for a policy. This will get your friends and family members to start asking their friends about their life insurance needs. You will create a network of salespeople who will only get paid when delivering you a client.
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Offer the same referral bonus to the people your family and friends refer. You can even give business cards to your family and friends who do not take an appointment with you and offer them the same $50 referral program. If you work hard enough and talk to enough people, you will soon have a large network of sales associates alert to bring you business. Your phone will start ringing with new clients, and you never had to make a single cold call.
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Tips & Warnings
Another way to sell life insurance without cold calling is to hire someone to cold call and set appointments. By the time you get the appointment, it is a qualified lead you never had to cold call yourself.
