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.