Choose someone that has had real success in your specific niche. Whether you opt for a paid coach or an unpaid mentor, just be sure they know what they’re talking about. There’s no better way to fast-track your success than to learn from someone who has already been there. There’s nothing worse for your long-term success than the stench of desperation. Know your qualification criteria, and when it becomes obvious the person doesn’t meet your criteria, gently transition to another topic. Almost everyone is a potential prospect, but not everyone is a good prospect. You guide the conversation with your “rudder” questions, and let your prospect provide the “wind” to keep the boat moving forward with their responses. Treat your conversation a little like a sailboat. As soon as it begins feeling like an interview to them, it’s over. Relax and speak like you are talking with an old friend, even if that’s not the case. Have you ever tried talking with someone that just gives one-word answers? It’s torture! They also encourage your prospect to tell their story rather than answer with a simple yes or no. Open-ended questions often start with what, how, and why. But you will do better at generating a dialog as opposed to a monologue. If you’re like me, you will never actually stay below 20 percent. Make your goal to speak only 20 percent of the time, and let your prospect have the floor for the other 80 percent. Here Are My Seven Steps – Tips To Improve Your Insurance Prospecting In Social Settings: And in many cases, they lose sales from their most qualified insurance prospects. Consciously or subconsciously, they avoid talking business altogether and leave thousands of dollars of business on the table for someone else to gobble up. They don’t want to be that pushy salesperson everyone avoids like the plague. I learned to get a lot better at asking the right questions to get my prospects talking about themselves and their unique concerns.Īgents in the second category hesitate to talk to anyone because they are afraid they will drive people off… as I did.
And she was right! I tried so hard that I drove people away. My wife cringed when we attended social gatherings because she knew I would pester everyone about my business. When I first started selling insurance, I was in the first category.
I’ve found that agents who struggle with prospecting often fall into one of two categories: Those who try too hard and those who don’t really try very hard at all. – What steps have you taken to improve your insurance prospecting? How are you finding your insurance prospects? Are you buying leads, using direct mail, etc.? Are you missing out on the best and easiest way to find your best insurance prospects? 7 Steps to Improve Your Insurance Prospecting – By Paul M.