Insurance Sales Training - How to Make Your Fortune in Selling Insurance!

In approaching this topic I decided that the bestinspirational leader and is co-founder of the
way to illustrate a methodology for someonefamous publishers 'Connant Nightingale'. His works
wishing to develop the skills needed for aand those of some of the world's most
successful career in insurance is to describe theaccomplished Sales trainers became my No 2
ways in which I acquired the knowledge thatresource. I remember driving around every day
enabled me to make my own financialbetween calls listening intently to the words of
independence.people like Brian Tracy, Jay Abraham and Stephan
It may surprise you to know that the trainingCovey, what a great education in success that
that prepared me best was not anything to dowas. As I continued reading and listening I
with insurance, selling first and foremost is adiscovered the secrets of success, like the Pareto
communication skill so education in terms ofPrinciple, Time Management and Henry Ford's
command of a good vocabulary and the ability toPrinciples of Mass Production all off which I applied
express an idea is fundamental.to my work.
Next comes the ability to present your idea to anI had the good fortune to be introduced to a
audience whether it be one other person or amember of The Million Dollar Round Table which is
group of people. This is probably the one skill thatan International Insurance organisation. He was
most people find daunting. I know from my ownleading the Life Insurance Association in the UK at
experience, I was quite articulate but the thoughtthe time and I was persuaded to Qualify as a
of standing up in front of a group of peoplemember and attend their annual conference in
frightened the living daylights out of me, yet atAmerica.
the same time I knew this was something I hadThat meeting changed my life. The buzz of the
to overcome if I wanted to make a living as a6000 attendees and the way that the greatest
salesman. The solution came to me from a book.Insurance Salesmen of their day, stood on the
So many answers have come to me from booksplatform day after day to share their stories of
that they have become my No 1 resource forhow they had built their success, excited and
information on any subject I am interested ininspired me so much that I have attended that
learning about. Anyway this particular book wasmeeting every year since for the past 30 years.
"How I Raised Myself From Failure to Success InSoon after that meeting I decided to Specialize in
Selling" by Frank Betger one of the all-time greatSelling Pension Schemes to Company Directors
Insurance Salesman.and groups of Employees. I automated the
In it he described the exact same fear ofproduction of appointments for myself by using a
standing before a group to sell and the solution hepart-time Phone sales person who I had trained to
found was a local Public Speaking Group where inmake appointments for me with LTD Company
a very short while he was able to conquer hisDirectors.
fear.I had prepared and rehearsed a presentation that
That was good enough for me so I found such awould convince 90% of the audience to join my
group in town and I joined. All I had to do was toscheme on first hearing and I also set up a
pick a subject I knew a lot about and talk about itpart-time clerical assistant to deal with the admin
for 2 minutes. Apart from the instructor we wereof the proposals.
all in the same boat with our fears but becauseThen I started to earn my fortune.
the task was so small everyone managed toI subsequently went on to multiply my system
stumble through it. Little by little the time weacross the country through branches in which I
were asked to speak for was increased, eachrecruited appointment makers (telesales) and
little success added to the feeling that we were insalespeople who I had trained to give my
control and soon I was enjoying my new foundPresentation (my set of Magic Words). Later I
power.was able to repeat the process with a colleague
And that is what it is, the ability to stand up andwhen we formed what we built into the largest
express yourself in an exited and animated waynetwork of Insurance brokers in the UK during
is a valuable power that surprisingly few peoplethe following eight years.
possess. If you are in the insurance businessI have since given 'word for word copy' of the
Betger's book is required reading, It is still in printpresentation that made me successful to
at Amazon.hundreds of insurance people in our network and
Like most other salesmen I was looking for a sethave been surprised by the fact that hardly
of words or a script that would clinch the saleanyone has taken the words and run with them.
under any circumstances, so I joined the local LifeWhich brings me to this conclusion, you have to
insurance Society branch meeting to talk to mymake your own set of magic words in a
peers about such magic words but like me theypresentation, based on an undeniable belief in the
mostly had the usual array of rebuttals andvalue of your product and service and presented
closing tactics.in an enthusiastic and dramatic way while
I did eventually find the one magic word and thatanswering all the objections you have ever met
word is "ATTITUDE". This i learned from a seriesso that no obstacles are left to stop your
of Audio tapes by Earl Nightingale. He is anprospect from buying.