I’ve been in the insurance industry for 35 years. The one question that nearly every new agent asks me is, “You’ve been in insurance sales for a long time, so what’s the secret?”
So here it is, wait for it………………………ACTIVITY!!!! That’s it in a nutshell. Talking to people.
When I was brand new in the business, I was taught the 50-15-5 rule which is 50 contacts should produce 15 interviews which will result in five sales on a weekly basis. Understand that formula will work and work every time, but I assure you IT IS WORK.
Don’t shortcut it, and you will be happy with the outcome. People need our products and services, and they will buy from you especially if they like you.
One last thing, for every application you get remember to get five new referrals. Make it a part of the application! The sale is not complete until you get those names. So GOOD ACTIVITY, GOOD LUCK and GOOD SELLING!
Malcolm Anders, Sales Manager