by hsadmin
Share
by hsadmin
Share
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
Prospecting and new sales are always a challenge for any insurance agent, so sometimes it’s best to go back to the basics that a lot of us did when we first started. Project 100—where we sit down and list as many people as we possibly can that we could go talk to or people you […]
One of our responsibilities as an insurance agent is to educate our policyholders and potential policyholders. When I started in the insurance business years ago there was way less television exposure of our industry and of course no social media at all. There is a company that is constantly running what I consider to be […]
I think we all know that prospecting activity is the lifeblood of our business as insurance professionals. Unfortunately, many agents still fall short in this vital part of our business. Sometimes we are our own worst enemies. An idea, and a fun way of prospecting, is to establish a point system to work each day. […]
Most of us have a plan for something. A plan for dinner or a plan for a summer vacation or a plan for the weekend, etc. Planning ahead helps life run a little smoother. Some things we can’t necessarily plan for that come at us unexpectedly. One thing is for certain, and I have to […]
