Life insurance agents must be willing to step outside their comfort zone: BLOG
September 17, 2015 by Lew Nason
I find it truly amazing that most people who call us for a 15 minute consultation, become members of our site, or invest in one of our life insurance sales systems will insist on doing only what they are comfortable doing. They don’t listen or follow our recommendations, which causes them to wonder why they’re not getting the results they wanted and expected.
If you want to get off to a quick start or take your life insurance sales to the next level, then there are certain things you must do.
Here is a prime example:
Most people are uncomfortable contacting the people they know, and many of them will make all sorts of excuses why they can’t or won’t do it. Yet, when you learn the proper ways to contact the people you know, then it’s the simplest, fastest, most cost effective way to grow your business.
Consider the following …
The easiest and most affordable way for you to get a life insurance sales appointment is to work with the people you already know. People are going to respond much better to sales letters, invitations, ads, etc. if it comes from someone they already know. Accordingly, if you send out 100 sales letters or invitations, (cost $70) and then follow-up with a phone call, when approached the right way, you should be able to set an appointment with 30-50 of those people.
However, if you insist on working with complete strangers, as most agents do, then it becomes the law of larger numbers. Even the absolute best sales letters, invitations, ads, etc., sent to a targeted list, are only going to get a 1 percent to 2 percent response rate. That means if yousend out 5,000 sales letters or invitations (cost $3,500), you can only hope to get a response from 50-100 people. Then, when you follow-up with a phone call, you might set an appointment with 20-40 of the respondents.
You can continue to insist on just doing what you are comfortable doing and spend a lot more of your time and money to get the results you need and want. Or, you can step outside of your comfort zone and do what will get you the results you want for a fraction of the time and cost.
Do you honestly feel and believe that you are really helping people? Are you focused on making a positive difference in people’s lives instead of just making a quick life insurance sale? Then who are the first people you should be helping?
What if you could learn a non-threatening approach to get the people you know to want to meet with you?