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Selling Insurance in the Land of Opportunity

Written by: Cheryl A. Clausen

Article Overview: Okay, so right now it looks like the land of barren desperation. You get a “no” before you even open your mouth. Your appointment book is empty and if something doesn’t happen soon you’ll have a matching bank account. So what’s this baloney about the land of opportunity?

Selling Insurance in the Land of Opportunity

Okay, so right now it looks like the land of barren desperation. You get a “no” before you even open your mouth. Your appointment book is empty and if something doesn’t happen soon you’ll have a matching bank account. So what’s this baloney about the land of opportunity?

Well, even though all you can see is gloom and doom you’re missing a gigantic opportunity right here right now all over the globe. This financial meltdown isn’t just impacting the U.S. it’s impacting everyone everywhere in the world. And that’s good news for you if you know how to use it to your advantage.

Some of you are either still cold calling or you’ve returned to cold calling out of desperation. Your bank account is screaming that you need to sell something to somebody YESTERDAY. So you pull out your old script you buy a list of names or you beg your existing clients for a referral and off you go.

The problem is all those calls aren’t producing appointments. You get an occasional appointment out of politeness or respect for the person who referred you, but they aren’t buying and they aren’t giving you much hope they will buy anytime soon. So you’re blowing through a ton of resources you don’t have to produce NOTHING.

Here’s a big secret, if what you’re doing isn’t working…doing a whole lot more of it isn’t going to make it work. What you’re doing isn’t working for very good reason and that reason has little to do with the economic crisis and everything to do with the right way to market yourself.

When you call someone now you say, “Hi, Mr. Jones this is Bob Smith with XYZ Insurance Ted Williams suggested I give you a call.” You opened the conversation with a dead-end. Mr. Jones is thinking so what if you’re Bob Smith I don’t know a Bob Smith. He’s thinking, insurance…I don’t want to talk to you or anyone else about insurance. He’s thinking how can I get rid of you without creating a problem with Ted? So rather than just slamming the receiver down or shouting that you better take his name off your calling list before he reports you he says, “Gosh Bob, I appreciate your call but I just had my insurance reviewed with my existing agent so as soon as I need something I’ll give you a call thanks for calling...(click).”

You got off on the wrong foot and ended your future with Mr. Jones because you don’t know how to market yourself to produce results. If you did you would have opened the conversation exactly where Mr. Jones is. You would have known that Mr. Jones is worried about losing his job. You would have known Mr. Jones is worried he’ll lose everything he has if he doesn’t have a regular paycheck. You would have said something more like this, “Hi, is this Mr. Jones? Great, this is Bob and I’m wondering if you could help me for a minute? Thank you Mr. Jones, I’ve called today because I wanted to see if you’d be open to some ideas for what you can do to financially protect yourself if you should ever lose your job.”

When you open the conversation like this you get Mr. Jones to let down his defenses by asking for help. Then you talk to him about what you already know he’s worried about…losing his job. Plus you only ask if he’s open to some ideas. Rarely will someone say they aren’t open to ideas. Now you’ve opened the door to see if Mr. Jones is a good prospect for you. Plus if there’s a good reason to sit down together Mr. Jones will do so willingly.

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Article Tags: appointment book, appointments, baloney, bob smith, desperation, economic crisis, financial meltdown, globe, gloom and doom, good reason, insurance, land of opportunity, list of names, politeness, referral, ted williams, whole lot, xyz



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