Even the world's top insurance salespeople make mistakes. What differentiates the best from the rest, though, is that rather than beat themselves up and wring their hands in despair over their mistakes, the best make an effort to learn from those mistakes and go on to become better salespeople. Here are some common mistakes that insurance salespeople make—especially when they are new to the industry:
A few days go by. The leads, perhaps under some pressure to find a good policy and find one quickly have begun making serious inquiries themselves. By the time the salesperson remembers to call his qualified leads, the leads have already been sold on proposals they got from other agents, ones they contacted themselves because they had a job to do quickly.
Rather than reflect for days on the stupidity of the move, an insurance salesperson can learn from the mistake and make time each day to ensure he contacts any new leads he gets—whether they are qualified insurance leads he has purchased or referrals from a satisfied client—as soon as they cross his desk. It may still take weeks to close a deal, but at least now the insurance salesperson has his “foot in the door” from day one.
The reason he didn’t call is probably because he is too busy, and the salesperson’s lack of follow-through seemed to indicate that he didn’t care very much anyway. He may have concluded that the best plan would be to cut his losses and switch to a new plan as soon as possible. The lesson to be learned from this mistake is that regular follow-up is absolutely essential, even if it is only a quick monthly call or email. A few minutes is all it takes, but those few minutes could be the difference between building up a loyal clientele and becoming known as a fly-by-night salesperson who does not provide good service.
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John Pojeta is the director of business development for PT Marketing, which provides high-quality business-to-business appointment setting for insurance professionals and financial advisors. For more information visit www.ptmarketing.com