1. Keep your schedule filled with
appointments. If your goal is 8 appointments, don't "try" to keep
8 - keep them. If you need to fill your
time slots with existing clients, turn those visits into referral opportunities.
2. Look through the information you've
taken from existing clients to determine if there's any way in which you
haven't yet served them. Maybe you need to discuss converting an existing
term policy. Maybe you haven't discussed long-term care with them. Is there a
client who wouldn't be helped by increasing his or her liability limits? Find
out!
3. "Up" your offers. A
client who needs $300,000 in life insurance might agree to $500,000 if given
the option. A client who can put aside $300/month for investing might be able
to stretch that to $500, if you explain the benefits. Just ask. If 1 in 4
prospects says "yes", your year-end numbers will increase
dramatically, just like that.
4. Ask for referrals as a way of helping
someone start next year with a bang.
"Joe and Betty, thanks for letting
me know how helpful I've been to you in getting your insurance protection plan
in order. With the end of the year coming, I'll bet you have at least a couple
of friends who might like to get a new start on their financial situation for
the New Year and may want the kind of service you're getting. Who comes to mind
that could use a hand?"
5. Focus on reaching out to people with
whom you already have a connection. How many people gave their names to you
at the county fair or a Home Show who you couldn't reach right afterward, so
you then just dropped those leads? Instead of cold calling people you've never
met, revisit those "failed" contacts, starting with the most recent.
If you can't reach someone by phone, or drop a quick email. If you do connect,
those people who you have met at least once are far more likely to agree to
make an appointment with you than total strangers are.
6. Slow your fact-finding interviews
down. It may seem counter-intuitive, but you'll turn more first
appointments into [first and] second appointment sales if you ask more
questions, especially about consequences of acting and not acting. It's not
good enough to ask how someone feels about a million dollar insurance need. Dig
deeply into the consequences of not having that insurance in place. (If they
can't keep the house, where will they live? Is that okay with them?) Then, make
sure your presentation addresses the consequences that they brought up in
response to your questions. (This will ensure that they can stay in their
house, at least until the kids start college.)
7. When it comes to services they need,
don't please your prospects or clients, and don't sell to them, serve them.
If they're telling you that they're going to put off applying for the insurance
they need, and you believe that the delay does not serve them, tell them
passionately that they're wrong. Be proud of being in sales, but don't sell,
and don't put having them like you above doing what's best for them.
Put your emphasis on existing clients - the
people who already do business with you and will be joyous to rave about you to
those they love. If you need more tips on serving up the right surprises,
contact me.
Either way, keep delivering what you do
best, and keep REACHING...
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