| There are 3 types of advice givers. Look at the | | | | would solve the problem, right?" "Good now I am |
| insurance agents that withstand a 20 year career. | | | | going to show you two different options, and you |
| Many of these will make a grand total of a million | | | | then tell me which one you prefer, sounds okay |
| to a million and a half income. These insurance | | | | doesn't it?" Keep you eyes directed more on the |
| reps comprise less than 3 agents of 100 that | | | | wife while giving the options. |
| entered into insurance selling. Now move up a | | | | BAD INSURANCE ADVICE #2 Information here |
| level. The 1 agent of 100 during a similar time | | | | comes from the rare elite agent making mega |
| span. This insurance representative earns a grand | | | | bucks. The problem is that this advice is coming |
| total of 1 1/2 to 3 1/2 million dollar career income. | | | | from an insurance rep that is right now way out |
| The very elite agents, making up less than 1 half | | | | of your league. He or she tells you how they only |
| of 1 percent, earn more than this. | | | | sell annuities over $50,000 by working with |
| On the internet, you will find many insurance | | | | referrals by lawyers and CPA's. The presentations |
| selling advice articles of tips and techniques. You | | | | and planning could take a couple weeks. Someday |
| are the typical agent reading articles to help | | | | you might be doing likewise. |
| increase your increase your income and skills. This | | | | MY COMMENTS: Right now, learning how you can |
| means very likely you are currently earning | | | | obtain the selling skills to enhance your selling skills |
| $30,000 to $60,000. To move upward, you have | | | | by 25% in the next 12 months is what you need. |
| to be careful on who you take advice from. | | | | Personally, on found that the more sales I made, |
| I was fortunate throughout my insurance selling | | | | regardless of size, were the quickest way for |
| career, and later insurance marketing business to | | | | increasing not only selling skills but also income. I |
| earn a very respectable income. Reading internet | | | | had countless weeks of ending up with 8 to 15 |
| advice articles on insurance selling techniques can | | | | applications. The more presentations you give two |
| be helpful. Some of this information is high quality, | | | | things magically occur. First, your closing ratio |
| however, much of it is not worth trying. Here is | | | | keeps improving. Secondly, the average amount |
| why. | | | | per sale tends to increase. |
| BAD INSURANCE ADVICE #1 This type of advice | | | | GOOD INSURANCE ADVICE Recently I read an |
| article typically comes from the agent who's | | | | article from an author stressing how important |
| insurance income will peak at eventually peak at | | | | the "warm up" is. He pointed out methods he |
| about $70,000 a year. The author at the current | | | | used to effectively do this before starting the |
| time might not be earning much more than you. | | | | sale. This creates confidence in the prospect |
| For example, I just read an article about closing. | | | | toward you. Excellent advice, probably from a |
| The recommendation was this: If you are giving a | | | | very successful insurance rep. These were not |
| sales presentation with a married couple, always | | | | sales techniques given out by an insurance sales |
| try to find an excuse to leave the room after | | | | manager. Nor would you find this in any insurance |
| your presentation but before you close. This | | | | company prepared script. He said it increased his |
| allows the couple to talk with each other, and | | | | chances of making a sale immensely, and I believe |
| often the one most confident with your plan with | | | | him. |
| your plan will convince the other. | | | | MY COMMENTS: Stick to trying methods from |
| MY COMMENTS: You never ever leave the | | | | agents that have moved up from your income |
| presentation table. This opens a gaping loophole | | | | level. However, they should not be about |
| for objections to occur. This type of insurance | | | | rehashing something not effective to begin with. |
| rep is scared to close, plus will never become a | | | | An example would be daily prospecting by cold |
| super producer. You must ask the prospects why | | | | calling. Another would be many articles about |
| they feel the need for coverage. Then you lay | | | | overcoming objections. A better article would be |
| out three or four key reasons how your product | | | | about how to prevent most objections on ever |
| will close their gap and satisfy their need. Now it is | | | | coming up. The prime "million dollar" articles are |
| time to execute one of the very simple selling | | | | simple advice on using selling methods very few |
| techniques. to close the sale. Say, "You agree this | | | | other agents use. |