Showing posts from November, 2017


What do computers, monkeys, and my 3 year old daughter all have in common?
They can all sell insurance on price alone.
A professional insurance salesperson (like you) must be able to connect with prospects and help them understand and internalize the value of the insurance you’re selling.
If you only sell insurance on price, you will eventually be replaced because:
There will always be another company with lower rates.When people buy from you just to save money, they’ll leave just as fast.A call center employee can quote more people faster and cheaper than you.A website can give millions of quotes per second even faster and cheaper.I’m not an idiot. I know that price is the primary driver of insurance sales. But I also know that selling on price alone will be the downfall of you, your agency, and the entire agency sale model.
Here’s 14 tips you can implement today to sell insurance on value.  Not one of these tips takes more than a little conscious effort.
1) Talk About ClaimsWhen sh…

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I know a few agents who hate asking for referrals because they’re afraid of bothering clients or asking for “too much”.
I understand the mentality, but it’s wrong.
When you make it easy and risk-free for clients to refer your agency, you are doing them a favor!
Why is that?
Because referrals are social currency. We all like to recommend quality companies and products to each other because it’s a way of helping one another.
Unfortunately, many insurance agents are never properly taught how to ask for referrals in an effective and comfortable way. This results in conversations like this:
Agent: “If you value the service I’ve provided you, please tell me 3 people that could also benefit from my excellent service…”
Client: [awkward pause] “Oh… Um… Well…  I guess you could call my… I don’t really have any phone numbers with me right now…”
Agent: “Sorry… can’t let you go until I get my names…”
I’d hate for you to deprive clients of the ability to help their friends and I really don’t want…

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Selling insurance is different from selling everything else.
Insurance is one of the most expensive things people buy and they can’t see it, touch it, or hold it.
You’re selling ideas. You’re selling trust. You’re selling promises.
You’re selling yourself.
This is such a huge challenge that most insurance salespeople quit in the first 2 years and many agents are afraid to hire inexperienced salespeople.
I hate to see young producers fail and even more, I hate seeing agents miss out on the largest pool of cheap, passionate, and open-minded talent.
That’s why I created this resource. To help young insurance salespeople be successful and encourage hiring agents to consider young and inexperienced applicants.
If you know a young insurance salesperson please pass this article along to them. And if you are one:
Follow these 21 tips to be an inexperienced but insanely successful insurance salesperson:
1) Dress More ProfessionallyObviously, if you dress more professionally clients are more…