Insurance Sales Planning that Works

You’ve got a list of names. You’ve got a phone script. You’ve got a sales presentation. Now all you need to do is make 100 phone calls, hold 15 appointments a week, and write 4 policies. Wrong!

That’s not a sales plan that’s a slave plan. If you strictly adhere to the plan the insurance companies sold you on you can count on tons of hard work to eke out a meager living if you don’t get burned out and give up first. Anyone following this plan is someone who never knows if they’re going to be able to pay the bills this month.

It sounds like such a good plan a plan sure to work after all it all depends on you. And that’s the problem. The plan is all wet. It doesn’t take long to realize there are big problems with this plan.

It doesn’t take long to run through huge lists of names. It doesn’t take long to realize there aren’t enough hours in a day to make 100 calls and hold 3 appointments. Plus you aren’t making enough money to pay someone else to make those calls for you because you don’t get hardly any appointments from those calls. The appointments you do get take months to close if they ever do.

The most important thing to understand is this plan can’t work effectively for you because it’s the wrong approach. This approach is centered on you, what you need, and what you do. If you want to succeed, and you want to do it without working yourself to death for a pittance, you need a better approach.

Do you honestly think strangers care about you, what you need, what you can do, what you have, or what you want? You know better. People only care about what they want and how to get it. And they sure as heck don’t want to buy insurance.

Yet, they want a lot of things that require insurance. Your sales plan has to start from that point. Your sales plan has to first get complete strangers coming to you by getting their attention and interest and getting them to take an action. Then rather than selling them you have to advise them and help them buy what they want. Plus you need people contacting you on an on-going basis. Yes, people contacting you rather than you contacting people.

So let’s review, an effective insurance sales plan: gets complete strangers contacting you, nurtures potential clients until they’re ready to buy, ensures you’re only meeting with people who are ready to buy now, and doesn’t solely depend on your direct actions.

Insurance Sales Planning that Works - To learn more about this author, visit Cheryl A. Clausen's Website.

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Michiel Jonker As a Certified Information Systems Auditor, Michiel assists businesses in a professional capacity by evaluating the threats to their businesses. He acquired the necessary knowledge, skills, and techniques to minimize a business owner’s risk of business failure and to maximize his chances of high growth and success. He strongly believes that you CAN maximize your chances of business success, by implementing the business solution he has advocated for more than 12 years in your business plan and planning. Michiel has decided to share his experience with business owners by putting almost everything he knows in a business plan and survival guide (compiled in an e-book format) and written as a high growth SMB coaching course for SMB business owners, directors and managers - titled as the “Survival Kit for Small and Medium Businesses - Profit from your Business Risks!” According to Michiel, his goal was to add new techniques to a business owner’s business planning survival kit and instruct him or her in using these in the future - without any help from a consultant! For more information about the benefits of implementing profit protection planning in your business, please visit: http://www.business-around-the-globe.com - Visit Michiel Jonker's Website

David Acheson David Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns.  David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website

Dave Kurlan Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development.  He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website

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Linda Richardson Linda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website

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Anne Barr Anne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website

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Cheryl A. Clausen Subscribe to Cheryl's articles (Visit Cheryl's Website) Would you like to increase your sales starting now? Get "The Blueprint for Increased Sales" eBook and audio free here... http://increasesalescoach.com/blueprint-increased-sales.html Increase Sales Coach Cheryl A. Clausen helps business owners, entrepreneurs, and soho's in service industries get highly qualified prospects contacting you - giving you an unfair advantage. http://IncreaseSalesCoach.com/blog Cheryl A. Clausen is a Platinum author on EvanCarmichael.com

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