Symmetry Financial Group has determined the dates for its next Key Leaders Workshop and Reatreat!
May 15-16, 2013 in Charlotte, NC
Agenda:
Wed May 15 – A 4 hour, intensive agency building workshop in Charlotte NC, followed by dinner with the leaders of SFG. (Exact location TBD).
Thur May 16 – A trip to the US National Whitewater Center. Transportation and lunch will be provided.
For details on how to qualify, visit our Facebook page!
Author: Symmetry Financial Group
Whether you sell life insurance, mortgage protection, disability and critical illness insurance, or annuities, the goal is the same: grow leads and increase sales. The good news is that you are in a sales career that offers multiple ways to grow your business relatively inexpensively. Here are 10 tips every insurance agent should know to close more sales.
1. Listen More, Talk Less
As tempting as it is to sit down and begin explaining all the benefits of your insurance policies and plans, the best thing you can do is let the prospect lead the discussion. Instead of pitching your product, sit down and ask the person you are speaking with about their lifestyle. Ask questions about their family and concerns for the future, and let them tell you what it is they are looking for. Your role is to be an insurance consultant, not an insurance salesman.
2. Don’t Sell Products, Provide Solutions
Instead of jumping into a sales pitch about the great discounts your agency offers on insurance plans, explain to the prospect how what you are offering can help solve a problem they currently have, or potential problem down the road. People are much more likely to purchase products that resolve problems and provide them with peace of mind. You will only be able to do this successfully if you understand the families’ needs and have followed rule number one: Listen More, Talk Less.
3. Highlight Benefits over Features
Rather than focusing on the technical aspects of an insurance policy (although you do want to be sure the lead clearly understands this prior to purchase), first highlight how having insurance will help them in terms they can relate to. For example, explain how the policy help will pay the bills if they become disabled. Be sure to keep the lead and their needs at the center of the conversation.
4. Leave Something to Remember You By
Most simple life insurance sales – especially lead driven sales – can be a one sit close, but occasionally families will need to weigh their options and put more thought into their final decision. This is certainly the case with annuity sales or more complex life insurance sales. Be sure you are prepared with specific company or product literature that you can leave behind. At the very minimum, be prepared to leave a business card, because those who do buy may have questions after you leave and will need a way to get in touch with you, especially if or when they need to use the policy.
5. Set Goals and Deadlines
Make sure that your goals are specific. What number of appointments are you going to set this week? 10? 15? 20? How many of those appointments will result in a sale? Be sure your goals are realistic. Rather than aiming for a 100% close rate, aim to increase your insurance sales by 10%. Incremental goals are much more achievable and create an atmosphere of success. Don’t leave your goals open-ended. It’s not enough to say “I will increase sales by 10%.” Instead, give yourself a set deadline. “I will increase sales by 10% every month.”
6. Take Advantage of Networking Opportunities
Take advantage of the opportunity to attend trade shows, conferences and meetings, and network with other insurance professionals in your field. These are great places to make connections, learn from respected industry leaders and stay up to date on industry trends.
7. Ask for Referrals
Have a happy prospect that you’ve helped in the past? Don’t be afraid to ask for referrals. Word-of-mouth is still a viable, and free, lead generating tool.
8. Learn Something New Each Day
Devote some time each day to improving your sales and marketing knowledge. Read a book, attend a webinar or listen to an audio book, and try to learn something new about your field.
9. Associate with Successful Professionals
Surround yourself with successful, positive people. If you are surrounded by people who are meeting their goals, it will help motivate you to achieve your own objectives. Talk to other professionals in the insurance business about what does and does not work, and ask about their experiences when they were in your shoes.
10. Love Your Job
In order to be truly successful, you have to love your job and believe in the product you are selling. People who enjoy what they are doing experience less stress and a higher success rate.
A career in insurance sales is not for everyone, but if you have the motivation and drive to succeed, it can be highly rewarding, both professionally and personally. For more information on how to thrive in a career as an insurance sales agent, visit: www.SFGLife.com.
Author: Symmetry Financial Group
If you are in the insurance business, you likely have those days, weeks, or even months, where you feel like no matter what you do, you just can’t make the sale. You are not alone. Even the most successful insurance agents and agency representatives have lost their selling rhythm at one point or another in their professional careers. The key is to recognize that your sales slump is a temporary situation and work to minimize it. So if you happen to be feeling like you’re stuck in a rut and need a little help to get out of a sales slump, here are five ways to get your career back on track and start enjoying success.
1. Take a Mental Break
When sales are low, the pressure to succeed mounts. If success is not achieved, it can be discouraging and lead to lowered expectations and a lack of motivation. Don’t let a temporary rough patch erode your confidence in your ability to achieve success. Instead, take a short break and focus on something you enjoy. Rather than worry about whether you will close the next sale, give yourself some time off and enjoy an outing with your family or friends. Surrounding yourself with people you love and enjoy spending time with will be an instant mood booster.
Before heading back to work, be sure give your brain a mental reset. The past is the past. Go to your next sales appointment with a fresh perspective. Don’t set yourself up for failure by expecting poor sales. Instead, treat each lead as a new opportunity and go to each appointment with a fresh, optimistic outlook.
2. Evaluate Your Lead Source
When leads aren’t expecting you or have no idea what you are talking about, it can be next to impossible to close a sale, let alone get your foot in the door. Your agency should be providing you with legitimate, verified insurance leads who know you are coming. Handling warm leads is much easier than cold calling or randomly going door-to-door.
At Symmetry Financial Group, we cultivate our own in-house leads through a proven direct-mail system. That means our agents are put in front of families who have requested their help and are ready to buy.
3. Talk to Your Mentors
A good insurance marketing organization will provide its agents with a strong support system. In addition to webinars, training videos and conferences, agents working with Symmetry Financial Group are able to learn from mentors who have walked in their shoes. Reach out to a mentor and talk to them about the challenges you are facing. Chances are they have faced the same challenges and have successfully overcome them. Listen to your mentor and don’t be afraid to ask for advice.
4. Assess Your Body Language
Whether consciously or subconsciously, your body language tells a lot about you. Your body language provides subtle signals to a lead that is used in forming their opinion of you and your expertise. When you are feeling discouraged or are not confident, a poor posture and weak handshake can be the result, and those will quickly give you away. When meeting with a lead, be sure to take stock of your body language. Don’t clench your fists. Sit up straight, yet comfortable. Extend a handshake. Try not to cross your arms and legs (this conveys you have something to hide). Look at the person when they are speaking to you (don’t shift your eyes around the room). Don’t fidget by tapping your feet, twirling your pen, doodling, picking at your nails, or otherwise.
5. Don’t Sell Anything
One of the worst things you can do when selling insurance is try too hard. When you have a lead that is already interested in your services and has requested that you contact them, the sale comes naturally. Instead of trying to sell a product, approach leads as a consultant. They are looking for an expert to help them decide which type of insurance best suits their needs, finances and lifestyle. Don’t talk over your lead. Let them drive the conversation. Listen to their needs; let them tell you what they want, and be the expert consultant that they need.
Author: Symmetry Financial Group
Symmetry Financial Group works with insurance agents and agency builders across the country to help them achieve their personal and financial goals while bringing balance back to their lives. Agents working with SFG earn a great living helping American families protect themselves from financial hardships.
Unlimited Earning Potential
At Symmetry Financial Group we believe in sharing the wealth and offer quick payouts, high commissions and bonuses. Our agents are provided with the training and support they need to achieve high levels of success.
No Sales Experience or Selling Required
Insurance agents working with Symmetry Financial Group benefit from a long-established lead program. We do not expect you to know how to “sell” insurance. Instead, we provide you with the training and support you need to be become an expert consultant. Leads have already confirmed interest in our products and are ready to buy. Our expert consultants help these families to determine which policies are the best choice for them.
You Are Never Alone
Symmetry Financial Group will work with you every step of the way to help get your career up and running. We provide agent and agency support for issues related to: insurance licensing, new business start-ups, lead generation, IT and website development, and product support.
Contact Symmetry Financial Group today to see how to get started in the career you’ve been waiting for!
PEAFNDDY9V28
