Call Joe in Florida
During the past 15 years, since The Insurance Pro Shop opened, we've helped thousands of new and experienced agents, advisors and planners quickly go from producing a mediocre $40,000 to $60,000 of commission per year to earning more than $250,000 annually.
Today, I reveal the exact six steps these people took to become top producers within just 60 days.
Step #1 - Be in front of the people you have the best chance of selling to right now!
People prefer to work with an advisor they already know and trust or one who is recommended to them by someone they know and trust. Accordingly, the people you have the best chance of selling to in the next sixty days are your current clients, friends, family, relatives, client referrals, prospects who have already met you, fellow members of your church groups and associations, people you do business with and referrals from joint venture partners.
Step #2 - Address and solve at least one of their specific, IMMEDIATE PROBLEMS!
In today's troubled economy, if you want to make it easier to attract people, set appointments, and close sales, you must give them a compelling reason to meet with you right now! What problem(s) do they have that you can you solve today? How can you help them eliminate debt, pay-off their mortgage early, save for retirement, fund a college education, stop their stock market losses, recoup stock market losses, reduce income taxes, get the retirement income they need, ensure they don't outlive their money, or protect the people they love? Aren't these the real problems people face in our current economy? Arenât these the problems they really need your help to solve? Most people will not spend money today unless it's absolutely necessary, and they are looking for real help. They need immediate solutions to their financial problems!
Step #3 - Make it as non-threatening and easy as possible for these people to meet you and see how you can help them!
Do most people prefer to meet one-on-one with a salesperson? Or is it less threatening and much easier to get them to come to a free educational workshop? Educational workshops are all about creating curiosity and gaining trust, and the best part is you can be in front of 10 to 20 couples within a week, for under $100. Also, you can offer an educational workshop every week if you need or want to.
Step #4 - Have an educational presentation that shows people you understand them, their problems, and how to help them!
If you want people to set an appointment with you, then you need to show them you really do understand their situation and can helpâwithout them making any huge sacrifices! If people don't see and understand the problems they face today and how you can help them, is there any reason for them to set an appointment with you, let alone buy from you? You must learn a scientifically designed, scripted presentation with all the questions the top advisors use to consistently set appointments.
Step #5 - Complete a thorough fact-find!
If you want people to buy from you, then you must get them emotionally involved! People buy for many reasons, but they all boil down to avoiding pain or gaining pleasure. To get people emotionally involved, you must ask the who, what, where, when, why and how questions. Doing so will help them see and understand their immediate problems and become more emotionally involved. Thus, theyâll be more likely to take action! Help them discuss their current financial problems and potential future ones. It's all about you helping them rethink and establish their financial priorities. Aid them in understanding whatâs really important right now. If you do that, then they will want to take action.
Step #6 - Keep the closing presentation simple and logical!
Remember, people buy based on emotion, and then they justify their decision based on logic! If you confuse the prospect at all, give them too much technical information, ask them to make too many decisions, or try to solve all of their problems at once, you'll have trouble closing the sale. If you use a 25- to 50-page report, you'll likely lose more sales than you'll close. It's generally too complicated and too confusing. People want to know the bottom line. If you want to sell more life insurance and annuities, find the easiest and most pressing problem you can solve for them right now to make them a client, and then use a two-page summary to highlight the end result of your recommended solution compared to what they're doing now.
Top producers know selling life insurance and annuities isn't about you, your credentials, your products, or even the amount of money they'll ultimately have. It's about helping people see and truly understand their financial problems. It's helping them avoid pain. It's getting them emotionally involved in the sales process and answering their biggest question, âWhatâs in it for my family and I?"
These six steps are why the producers we work with are able to go from producing a mediocre $40,000 to $60,000 of commissions per year to earning $250,000 or more annually. It's why they are able to dramatically improve their sales within 60 days!
Where will you be 60 days from today?
Over the years, you will spend thousands of dollars in time, money and effort promoting your business. Why not learn how to do it the most cost effective, money-making way? Why not learn the marketing, prospecting, appointment setting and sales strategies most of the leading agents, advisors and planners on the planet use? It just makes good sense. Watch this video to learn more.
Postema Marketing Group is a full-service Independent Marketing Organization (IMO) dedicated to providing world-class products and services to our clients. We have partnered with some of the strongest names in the insurance industry and proudly serve independent agents from coast to coast.
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