- If you find yourself in a sales slump, take a look at what you were doing last year during your best month. When you check your records, you'll find your planner filled with interviews, telephone calls, appointments and other productive activity. Your worst month's records will probably show a lot of blank pages.
- Before you leave the office each night, write down the names of prospects you plan to see the next day. By reinforcing their names in your mind, you subconsciously will think about them that evening and be better prepared to sell the next morning.
- When you get a good idea, do something about it. Good ideas are worthless unless you take action!
- The fine line between the successful producer and the struggling producer is not much more complicated than who is willing to make that last call.
- Your clients reveal important, personal information to you -- reward the confidence and trust that they place in you with good service and knowledgeable advice.
- If you are in the office (not in a meeting) and the phone rings, pick it up before it goes to voicemail. Don't miss the opportunity to talk to that person, then and there.
- Some producers avoid talking about life insurance with their friends because they believe that it is best to keep business and personal lives separate, or because they would be "imposing." But who is in a better position to help your friends than you? You can provide your friends a needed service, one that someone else certainly will provide if you don't.
- The real measure of your personal success should always be an examination of what you have achieved vs. your potential to achieve.
- Do you know a couple with a baby? They may need your help in reevaluating their financial situation. Also, remember to contact your senior clients when they become grandparents, to discuss planning ideas.
- If you are selling insurance to a business, make sure you learn as much as possible about that business, its finances, and what the owner sees in the future. It is your job to get all the facts in order to create the best plan for that business owner.
- Abraham Lincoln said, "Things may come to those who wait, but only the things left by those who hustle." So, get going!
- Don't let your clients wait to consider disability insurance until after it's too late. Help them understand the urgency and necessity for this coverage.
- When you hear an objection from a prospect, your response should include three parts: You should listen and empathize with him or her; you should repeat and clarify the issues; and you should address the objection fully.
- Schedule an appointment with yourself at the beginning of every day. Spend a few minutes reviewing your goals and objectives, and how you will accomplish them that day. Make a game plan in your head and you can begin your day with a positive and ambitious attitude.
From the August 01, 2009 issue of Life Insurance Selling • Subscribe!
