Survive and Thrive Your First Three Years Presenter: Jerrod Elmar

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Sales is sales, regardless of what you are selling. We sell insurance and investments. Take comfort in knowing we sell what people need. If explained properly, it should be an easy sale and will create a loyal client. Let your prospects know everything you can offer them.

Who are prospects and how can you get in front of them? A prospect is anyone who breathes. In the beginning of your career you will have to rely on friends, family and lead generation services. Learn a canned 15-second excerpt of what you do for a living. Learn phone skills. They will be your best friend. Conquer fear of the phone by calling at least people a day.

Prospects

A Prospecting in your network (everyone has a network). Go with who you know (i.e. the drycleaner, mailman, bank teller, etc) Friends and Family know and trust you. They will listen to your presentation even if they are not interested. Consider this practice. Elevator speech. Your canned 15-second intro will allow you to tell people what you do in a few words (we are not doctors, lawyers, etc.– we have to go into some detail to spark people’s interest) Phone skills. 90% of your face-to-face client meetings will result from a phone conversation. (GET GOOD AT PHONE SKILLS!)

Lead generation services Invest in your business by finding companies that specialize in generating exclusive leads for you. These leads should be from prospects that show a need for insurance: –Refinancers –New homebuyers –New parents –Retirees

Working with colleagues and others in different industries. Work with associates who don’t specialize in what you do. Find advisors with busy schedules and assist them with new prospects. Work with accountants and divorce and estate attorneys.

Setting Appointments

The goal is to set 10 appointments per week. With 10 appointments, 5 will confirm, 2 will reschedule, 3 will put it off. This ratio will enable you to successfully close 2-3 cases per week.

Setting telephone appointments. Don’t sell products over the phone. Only sell the appointment. Have a prospect commit to a time, day and place. Prescreen your prospects get some details over the phone.

Who is attending the appointment? Ensure that both the client and his or her spouse are available for the meeting. Meet at their home. Avoid places of business.

Preparing for the Appointment

Using info you received over the phone. Spend time generating illustrations and plans of action for your prospects. Utilizing the info you received over the phone, you can make educated recommendations and illustrate them.

Arriving for your appointment Dress to impress (dress as their CPAs and attorneys dress). Before getting started with your presentation, build rapport, build rapport, build rapport. Be sure and thank every prospect for giving you time today.

The Presentation Assume your clients know nothing about what you are offering. Explain the different options and products available to them. Don’t assume one option is the best. Present at least 3 illustrations to your prospect (the power of 3s). Constantly ask questions to ensure that your prospect has not lost you. Your close should be in the presentation. Let your new clients know that you appreciate the opportunity to earn their business.

Staying in Touch with Your Client

Let your client know the process every step of the way (phone or letter). The client wants to feel like he or she is your only client. You should have 14 touches every year. Delivery of any contract is the time to ask for referrals.

Referrals Ask your client if they feel you have helped them. Ask them who they feel would benefit from your services (have paper and pen on hand).

Comments

Do what other agents won’t do. Become your prospect’s client. People like to do business with people that do business with them. Make the extra phone call. People appreciate gentle persistence. Typically whoever calls the prospects last wins the client. Stay in touch with your clients via letters, newsletters, phone calls, client appreciation parties. Persistence, likeability, and product knowledge will raise you to the top of your industry.