As a life insurance agent, you rely on closing deals in order to make a living. Some months are better than others. While you can't control the economy and other unforeseen circumstances, you can adopt closing techniques that help you maximize your time in front of clients and prospects.
Don't rely on blanket prospecting to work. While you will close business, your closing percentage will not be very high. Instead target prospects that you know will benefit from life insurance. You can do this through smart networking. Developing relationships with estate planning attorneys and mortgage brokers will help get people with a need for life insurance in front of you.
People who are creating estates will benefit from life insurance to take care of expenses and provide for their loved ones after they die. Prospects with a new mortgage may need a life insurance review or a new policy to help protect this large investment in the event of accidental death.
Speak Layman English
Prospects are adverse to life insurance because it can be a confusing world with many products, conditions and exceptions. Don't speak to clients in terms of riders and benefits, talk to them about their needs and how you can help them protect those needs..
While you need to provide them with proper proposals and literature, use one or two page summaries to review product information for them. When you keep it simple, your clients will gain more trust that you are acting in their best interest and not trying to lose them in the language of the industry.
Close from the Beginning
When you profile a client, give the sales presentation and then ask for the sale you are not giving yourself the best chance to close the deal. When you close from the start, you will find that by the time you get to asking for the sale, you will have reduced the amount of resistance that prospects give you. With less objections, you are more likely to close.
The best way to do this is with simple agreement questions. If you can get a prospect to say "yes" at least three time in a presentation, you increase your chance of making the sale. When profiling and talking about a prospects children, ask them "I bet you would do anything for them?" Not many prospects will say no to questions like this. The more agreement you gain the more sales you will close.
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