Archive for the ‘insurance sales’ Category

Below you will find a transcript from a jump start coaching call I did with my client Mike Sojka – he’s an agent in Iowa.

Mike is an Agent’s Lead Machine member.  If you want to accomplish setting up your own online insurance marketing system like Mike…

Then you need to get involved with ALM too!  Click here to see the details

Jason:  All right.  Okay, well, I’ll get you that stuff, you know, after the call here today then, Mike.

I got your questionnaire back and it said that, you know, on this call you wanted to discuss automating a website to create your online insurance sales leads?

Mike:  Yeah, that’s kind of what I’m looking to do or how to get started in that.

Jason:  Okay.  Well, why don’t you expand on that a little bit for me, let me know kind of where you’re at right now and where you want to get to and then I’ll help guide you down that path.

Mike:  Well, I’m trying to, I’ve got a good, successful P&C business, but I want to try and generate more life leads.

Jason:  Okay.

Mike:  And it’s tougher, it’s kind of tough to get them from some of your P&C clients, they don’t look at you as a life agent.  And I’m just looking for different ways or different avenues, or getting my name out there through, you know, on the internet, best way to get lead generation for life insurance sales.

Jason:  Okay.  Okay.

Mike:  And we have a company website, but that’s pretty generic, so that doesn’t really do me any good.  So it’s kind of what I’m looking to, try to expand my business that way, how to do it.

Jason:  Okay.  All right.  So that brought up a couple questions in my mind right away for you.  So the first one is with your company insurance websites, is that something that you had custom built for you is it something that your home office put together?

Mike:   Basically something our home office put together.

Jason:  Okay.  Okay.  All right.  Now, then the second question is, with your existing clients, your P&C people, what kind of system do you have in place to make them aware that you sell life and get them interested in what you have to offer?

Mike:  Basically, I guess when I meet with them, I tell them, you know, I do also have a life insurance background, I’ve sold it in the past.  You know, when can I, a good time to meet with them, and it’s typically hard to get a commitment.  I’ll send out emails under my name it says, “We also sell life insurance, please let me know how I can help.”  So I haven’t, I guess I can do better, but I was trying to figure out a way to generate more, I guess, floods of leads doing it.

Jason:  Sure.  Sure.

Mike:  On the internet.

Jason:  Well, the reason I ask about that first is actually, that’s where, and you’ve got a unique advantage with having your P&C book of business.  If you look at sales studies, the Brooks Institute puts out a lot of them, and they show that you have a 1 in 16 chance of doing business with somebody that has met you for the first time.  But you have a 1 in 2 chance of selling something else to somebody who’s already bought from you.

So when you’re getting started with something like this, your best bet is to actually put something in place and start marketing to your existing clients first before you go out to that new blood.

Mike:  Okay.

Jason:  Does that make sense?

Mike:  I need a good way to do that, is what I guess.

Jason:  Sure.  Cool.  So, I mean, and the nice thing is you can actually, you can actually use the same online insurance sales leads system to get your existing book of business interested in leads, or in life insurance, excuse me, and you can also send traffic into that same funnel from different sources and get cold people to become leads and interested in meeting with you as well.

So it’s not like you have to have two separate things, you can pull double duty on it, but what you’d want to do is put it in place and really test it with your P&C book of business first, and then you start rolling out, you know, sending traffic into it and actually spending money on marketing.  Because you don’t have to spend any money to market to your existing book of business either, which gives you a huge advantage, too.

Mike:  Yeah, right.

Jason:  So now, which kind of leads me to the second point.  You had mentioned that you kind of just tell people that you sell life insurance, I mean, is that really kind of the messaging that you’re using with people or are you taking the products and conceptualizing them in any kind of way that would get people more intrigued?

Mike:  I’m starting to, in the past, no, I haven’t done that very well, and I’m just starting to get to the point where I just want to expand my life business, so I’m trying to figure out the best way to do that, so, in the past, no, I haven’t done a very good job at that.

Jason:  Okay.

Mike:  So I’m looking for a way to get people interested in it, in my book or whoever.

Jason:  Yeah.  And that’s absolutely the key with life insurance.  Because, you know, when you use the words life insurance, it just puts almost everybody off.  Nobody’s interested in life insurance.  But what they are interested in, is they’re interested in unique ideas that solve major problems in their life.

So what you got to really do is develop a concept around the product that you most want to promote because you can’t use the same concept for all of them, it just doesn’t work.  But let’s say, you know, you wanted to go after whole life insurance, you know, you’d want to develop a concept around whole life insurance that really kind of speaks to a major problem in their life, and you position it that way.

And so everything that you build in your online insurance sales leads funnel, your emails, your copy on your web page, any videos you put together, that’s all part of this system to get them to meeting with you about that, it all has to be built around that concept.  Because that’s what’s going to get people interested, that’s what’s going to get people to take action and come meet with you about it.

Mike:  Okay.

Jason:  And I see that being like the big disconnect that you’re having right now.  What do you think about that?

Mike:  I would agree with that.

Jason:  Okay.  Okay.  So really, the first step for you is figuring out how you can conceptualize, you know, the product that you want to sell.  Now, do you have a pen and paper handy or are you sitting in front of your computer right now?

Mike:  Yes, I am, both.

Jason:  Okay.  Type in DitchWallStreet.com.

Mike:  All right.

Jason:  So let me know when you get there.

Mike:  Okay.  I’m there.

Jason:  All right.  So this is a page that I’m using for generating whole life insurance sales leads.  And so this is a really good example of how you can conceptualize the product and really tie it into a pain that’s in their lives.  Because you know, what I’m doing here is I built this website right after the Occupy Wall Street movement really kind of started getting some cred toward the end of last year.  And, I mean, there’s just so many people out there right now that are disenfranchised with the traditional ways of building wealth, they’re mad at Wall Street, they’ve got money problems, right?  That’s a big problem in their life.

So what I’m doing is tying into these current events here and really positioning life insurance against traditional investment methods, particularly stuff on Wall Street.  The concept they came up with was “The Great American Swindle.”  And then I go on through this video, it’s about a 25-minute long video, but I did a whole bunch of research and I found all these quotes and data from reputable sources, I mean, all those things in the upper right-hand corner, I pulled information from all those different sources and put it into this message, where I basically show people how the Great American Swindle is the 401K.  And that it was really promoted by greedy corporate CEOs and Wall Street, and it’s not in the best interests of people to invest in that.  And then I show whole life, or I show cash value life insurance as being an alternative to that.  And that’s it.

But you see how this is something that’s really going to pull, it really pulls a lot more people in, I mean, you’ll see we’ve got 1,025 likes on Facebook, there’s 106 comments on the video.  You know, and I’m not really pushing this website real heavy, most of that’s all from organic traffic that it picked up just because of the topic.

Mike:  Okay.

Jason:  So I show you that so you can get an idea of how you can conceptualize those kind of things.  Does that makes sense?

Mike:  Yeah, it makes total sense.

Jason:  So what life insurance product were you wanting to promote mostly?

Mike:  Primarily the whole life or index, universal life, something in the whole life category.

Jason:  Okay.  Okay.  Well, I’m going to show you other examples of concepts you can use, you can kind of piggyback on the infinite banking concept, you know, you can kind of piggyback on some of the things that the insurance mavericks are doing with the 101 blueprint.  Those are some different ways that you can kind of conceptualize that.  You just want to put your own little twist on it so you’re not using somebody else’s thing, but, you know, that’s a real good way to get a head start on that.

Mike:  Okay.  I guess my question would be next is, I guess, how, where do you start with a website?  I mean, that’s kind of what I’m, obviously my, the company page would not be effective for that kind of thing.

Jason:  Correct.  Correct.  So the first thing you’re going to want to do after you get your concept developed, is you actually want to develop your offer.  And in your case, the offer is going to be what you’re trying to, the action you’re trying to get them to take.  So what are you offering to them to meet with you?  I wouldn’t necessarily go with, you know, an appointment or a consultation or anything like that.  You might want to try to really put some twist on that and make it sound a lot more than something like that.  You know, like the mavs, what they were doing is a 101 plan blueprint, you know, get your customized 101 plan blueprint, that was their offer.

Maybe you want to take people down a longer sales process.  You know, I see a lot of people, and we’ve tested this where, you know, we offer them a copy of Patrick Kelly’s Tax Free Retirement book.  You know?  And you just get them to opt in to get the book and then you take them down a different funnel.

So you got to kind of decide what direction you want to go.  Do you want to be a little bit more softer and move them step by step closer to the appointment?  Or do you want to try going straight to the appointment?

Mike:  Okay.

Jason:  You’re going to have a little bit different strategy in what you do on your website and what you’re doing in your sales presentation, depending on what your offer is going to be.

Mike:  Okay.  Yeah, something, I haven’t put it down yet how exactly I want to do this, but yeah, something I have to consider here.

Jason:  Yeah, so I mean, that’s, I’m just trying to take you down the thought processes that you have to go through and the steps in which you want to create things.  You’re actually kind of doing it backwards.  So you really want to work from your end goal in mind, and so you’ll develop your offer, then once you have your offer and your concept down, then you’re going to want to decide, “Okay, well, what kind of medium do I want to present this in?”  Do I want to give people a video, do I want to put it into a report format?  Do I want to make it into a white paper?  Maybe it’s just a blog post.”  So, I mean, there’s a lot of different options you could do, you could make it an audio file and call it a podcast.  I mean, there’s a lot of different ways you can deliver that message to people.

But once you have that down, then you just put your presentation together and you put it in that format and then you build your website around how you’re going to deliver that content to people.

Mike:  Okay.

Jason:  And that’s really it.  In its most basic form.

Mike:  Okay.  Sounds good.

Jason:  So where you want to spend most of your time is really kind of developing that concept, and you know, I would probably come up with two or three different concepts and test them out with people.  The more pre-work that you can do before you put stuff online, the higher the probability you’re going to have of success when you do launch it.

Mike:  Okay.

Jason:  So, you know, poke your head around forums, check out news sites, you know, see what people are saying, and that could actually even help you develop your concept, too.  I mean, you know, that’s where I got, you know, the Great American Swindle by the Shameless Two-Faced SOBs on Wall Street, I mean, you know, I was looking around some forums and people were talking about the shameless two-faced SOBs on Wall Street.  You know, you don’t have to develop a whole lot of stuff if you, you know, research and poking around.

Mike:  Okay.  That’s something I’ll get to work on.

Jason:  You know, when you’re starting from the ground up, you know, you’re probably looking at, you know, maybe like a week to two weeks of research and putting stuff together.  But, you know, once you have that stuff there, I mean, the implementation phase, where you turn your work into a website and video and stuff like that, it goes really quickly.

Mike:  Okay.  Good, yeah.  I know what my end goal is, and I just needed to figure out how to get there.

Jason:  Yeah.  Yeah.  So, I mean, what I would do in your case, I mean, once you got everything worked out in terms of how you’re going to do it, the first thing that I would do is readjust your presentation that you’re using with your P&C people when you’re meeting with them and kind of segue into your life conversation, where you start using the concept that you developed.  And you can probably even intrigue them enough there where you could actually talk about it further right in that appointment, but if you can’t, what you can do is tell them, “Hey, look, I put this video up online,” or “I’ve got this report online, what I’d like to do is just send you a quick email, and then follow up with you on it.”  You know, and then you can put them into a sequence where you, you know, you market it to them automatically via email and you send them into that website and let it turn them into an appointment for you.

Mike:  Okay.

Jason:  Then from there, then you can start exploring different traffic sources.  So, you know, if you want to try moving people from Facebook over there or some of the other different sources that we show you.  In the training program that you have access to, I’ve got seven different traffic sources that you can use to send people into that funnel.  And so once you have it built and it’s working, all you got to do is just start putting people into the top, into that funnel, and your insurance sales leads system will spit out appointments out of the back end of it.

Mike:  Okay.  Good.  That’s kind of what I was primarily trying to get accomplished, I guess, in the long run.  Getting a funnel worked up that we can, I can get leads coming in and just bring them down, or bring them step by step so we can get an appointment, or go from there.

Jason:  Yeah.  And the steps that you take them through, really, you got to really understand the mindset of your prospect, like what objections do they have to have overcome in their mind?  So each step that you take them through, you want to, you know, kill an objection or give them another piece of information that they need to move closer to you.  So you design all those different steps around, you know, taking them one step closer to having that appointment with you.

Mike:  Okay.  That’s good information.

Jason:  Cool.  What other questions did you have?

Mike:  I guess the only other thing is where, what’s the best way to get a nice cheap website that you can get this going with?

Jason:  What I would actually recommend that you do is in the training program, I’ve got a module where we talk about how to outsource work to the Philippines for 2 bucks an hour.  And I actually show you how I create websites, what I do is I put them together on Microsoft Word, and I just draw little text boxes and, you know, where I want words to be, I’ll actually type in the words.  And then I’ll give a description in different areas of what kind of images and stuff that I want to have.  And I send that, excuse me, I send that Microsoft Word document to a graphic designer and then have them turn it into a Photoshop file, and then I just send that over to a web developer and they’ll slice it into html and put it up online.  You know, that’s how, that’s exactly the process we used with that Ditch Wall Street and that’s what we use with all my insurance sales leads websites.  It’s actually a lot cheaper to do it that way than it is to, you know, hire out like a web development firm or a web design firm.  It’s faster, too.

Mike:  Okay.  I have a limited budget on this, so I didn’t want to hire a web designer and spend a lot of money on it.

Jason:  Well, I have my guys, my guys work full time for me and the graphic designer’s $500 a month and my web developer I pay $675 a month.  You can go out to oDesk.com, and I’ve got a link in there, in the member’s website, you can go out to oDesk.com and you can hire these people on an hourly basis for 2 bucks an hour and just pay them for the hours it takes them to do it.  And, I mean, the graphic work, you’re talking like, you know, maybe 10, 20 hours max.  And the development work, you’re talking like, you know, 20 to 30 hours max.  So, you know, you can get a website put together for 100 bucks.

Mike:  Okay.  That’s about the only, that’s about all the questions I really had at this point.

Jason:  Okay.  Okay.  Cool.  Well, you know, if you could, you know, go through the training program, I’m going to resend you the link after this and then, you know, let me know your feedback on it because I’m still in kind of my testing phase and really, where I’m trying to go with this is really to answer one of the questions that you had on your questionnaire was, you know, I’d ask you, you know, what would you need to know about the course before you’d be willing to pay for it?  And you know, you said, “How this worked for others.”  So I’m really trying to pump a lot of people into this and get people using it and using it successfully so I can show others how it is working.  So, you know, I’d really like to be able to use you as a case study, Mike.

Mike:  Okay.  Sure.

Jason:  Cool.  Cool.  Well, I mean, any time you need anything, just shoot me an email, I’ll be happy to hop on and, on the phone or reply, that can help you along in the process.

Mike:  Okay.  Sure.  I’ll take a look at that when I get the link there and check it out for sure.

Jason:  Cool.  All right, Mike.  Well, it’s good talking to you and I hope everything goes well on this.

Mike:  Okay.  We’ll be in touch.

Jason:  All right, thanks, Mike.

Mike:  Thanks, Jason.

Jason:  All right, talk to you later.

Mike:  All right, bye.

Normally I charge $97 for these 30 minute coaching calls.  But since you are reading this all the way down here, I know you are serious about getting your own insurance sales leads over the internet.

So I’m going to make you a special offer.  If you enroll in my Agent’s Lead Machine program by clicking this link:  Enroll now

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All you have to do is forward a copy of your receipt to support [at] safemoneyoption.com and a note saying you want your two bonus coaching calls.

I’ll send you back an email to get them scheduled.  That way you can get the most out of my program with a fast start!

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How To Sell Insurance Using Powerful Stories

Posted by admin On July - 17 - 2012

marketing insurance

I started off my agency career as a captive. If you’ve ever worked as a captive agent or are familiar with the corporate culture of captive insurance companies, you’ll know how much of an importance they place on putting up big life insurance sales numbers.

What’s funny is that I’ve had the pleasure of working with two captive companies, one of them being the big dog that shall not be named…  geez, I kinda feel like I’m writing a Harry Potter script here, but I digress 🙂

At each of these two fine companies, I went through the six month agency training process.  Basically they bore you to death with all sorts of stuff that doesn’t matter one bit…

…with hardly a passing thought on the rocks of this business, like how to sell insurance!

Just like any home office, they pump you up with product knowledge and computer system knowledge as if that’s going to get a potential client to commit a few hundred bucks a month toward a life insurance policy!

Then they throw you out to the wolves and expect you to produce.  I was a young buck of only 23 when I started my first agency, so I really didn’t know any better to think on my own…

I jumped in and did what they told me to do.  I’d try selling life insurance to my prospects by talking about the features of the policy and then simply quoting price.

I’d get a couple sales a month doing this, but it was nowhere near the production level the home office was expecting!

My District Manager would be calling me all the time asking why I wasn’t selling more.  It really started to wear on me.  It sucks enough feeling like you are a failure, but to be constantly reminded of it is even worse.

Just so you know, I’m one of those extremely analytical types so I ended up spending a lot of time thinking through the process I was using to try and sell policies.

And it didn’t take long for me to come to the conclusion that it wasn’t me that was a failure.  It was the process I was using to try and sell life insurance!

Another thing you should know about me is that I love doing research.  Realizing that my selling process was broken, it sent me on a quest to discover how to sell insurance in the most effective way possible.

Over the course of about six months, I made a couple of huge discoveries about how to sell insurance that allowed me to radically improve my sales for all lines, but particularly for life insurance.

In fact, these simple changes allowed me to be able to make the company life insurance sales award year in and year out from that point forward.

So in this article, I’m going to share those discoveries with you so you too can enjoy the same (or even better) sales increase that I had!

Discovery #1 about how to sell insurance:

All people buy products based on emotion.  It’s particularly true with life insurance.  Everyone makes their purchase decision based on some type of emotion that they have.  Then they justify that purchase decision based on logic.

What you have to do is adjust your fact finding process so that you uncover what that emotion is in your prospect that will trigger them into buying insurance.

For some people, it’s the deep love for their family.  For some, it’s being able to put their kids through college.  For some, it’s financial security and peace of mind.  For others, it’s the thought of their spouse re-marrying…

A side note – I actually uncovered a statistic (sorry I forgot the source) that shows the #1 reason a spouse re-marries after the death of a spouse is due to financial constraints.

I would get a really strong reaction out of most men when I’d tell them this statistic and they’d feed back to me that they didn’t want their wife to have to re-marry.  That one sold a lot of policies for me!

There are other emotional factors than the ones that I listed that you can uncover to trigger conversion.  The point is that you have to ask the right questions in your fact finder and have the tough conversations that get down to the core of your prospect.

Then when you are giving your pitch, you need to tie all the benefits of the product back to that emotion.

Let me give you an example:

Let’s assume you have one of those guys that hates the thought of his wife re-marrying.  I’d say something along these lines after having determined death benefit and policy type.

“Ok, John.  Here’s the deal…  We’ve taken care of covering everything that is important to you with this protection.

And what you are doing is guaranteeing that no matter what happens Susan is never put in the position where she is forced into re-marrying just to make the ends meet.

We are going to be able to provide you this protection, security and peace of mind without having you spend any extra money out of your pocket on a monthly basis.

Given that you are getting everything you want at absolutely no financial cost to you, do you see any reason NOT to move forward right now?”

What you’ll also notice in that example is that you use features, in this case how I used my techniques for finding the money to logically support his emotional decision.

You can take that even further with every feature of the product you are selling.

Discovery #2 about how to sell insurance:

The most powerful way to really affect the emotions in your prospect is through story telling.

Stories are basically ingrained in our psyches.  If you think about it, before writing was invented, all communication was done through story telling.  And even after writing, the vast majority of commoners couldn’t read anyway, so story telling remained prevalent.

Even today, with less people orally communicating stories and less people actually reading books, our primary form of entertainment is getting stories through television and movies.

Once I learned how to sell insurance through telling my prospects a simple story, my sales went through the roof!

So you are probably wondering how on earth you come up with stories or how you get into telling them, so let’s address those one at a time.

There’s a few ways that you can find stories to sell life insurance.  The best is if you have a personal experience with life insurance.

The second best is using the story of a client of yours.  And lastly you can even use stories of clients from other agents you know.

You’ll always hear guys and gals talking about delivering death checks.  Ask them for the whole story and use it with your clients if you don’t have your own personal or client stories to use yet.  That’s how I started.

In order for your story to be effective it needs to really paint the before and after picture to your prospect.  And there’s two angles you can take.

You can tell the positive story where the client bought life insurance, something tragic happened, but because of the life coverage they were taken care of and able to grieve properly without having to worry about money.

Or you can tell the negative story where the client didn’t buy life insurance, something tragic happened unexpectedly and the family was decimated.

For most people telling the negative story is more difficult, but I’ve found that it will sell more policies (and bigger ones) than the positive story.

The reason being that people will go to greater lengths to avoid loss than they will to have some type of gain.

Psychologically, the family being decimated is a major loss, while many prospects actually view the family getting money as a gain from the death of the breadwinner.

That idea of financial gain from his death is strong enough to actually kill the sale of many qualified prospects, so tread lightly with that angle!

How you get into telling these stories is going to be different in each circumstance you are working with a prospect.  The key is that you use your salesmanship to weave it into the natural flow of the conversation at the point you want to start talking about life coverage.

So there you have it, everything I know about how to sell insurance using powerful stories.  You can take this and modify your approach immediately and start seeing results.  I can guarantee you that!

Of course, none of this matters unless you have the butts in your chairs that you can tell these stories to.  Fortunately for you, I have a surefire system that will make it faster and easier for you to accomplish that than ever before…

… it’s a system that leverages the power of the internet to create exclusive, qualified and pre-sold insurance prospects wanting to meet with you.  And it works for any kind of insurance!

What I’ve done is put together a free video that will give you the #1 secret that makes all of this happen.  You can get it by simply clicking the button below:

insurance leads

 

marketing insurance

I spend quite a bit of time perusing sites like Producer’s Web to see what topics on selling insurance are trending among my peers so that I can be timely with the information I provide.

One of the most prevalent items I see is from guys and gals that want to figure out how to use social media to start selling insurance.

The vast majority of chatter centers around different strategies that an agent can use on Facebook, Twitter and Linked In to drive leads for your agency.

While success can certainly be had using these mediums and the methods that others have developed, it’s been my experience that the road to success in the social media arena is long and hard for insurance agents.

They all take a consistent and concerted effort to pull off – an effort that needs to be continuously repeated.  As soon as you stop, it’s done.  Plus, you have to walk the fine line of mindset.

There is a fine art to taking someone from the social mindset into the buying mindset, which is the process you have to go through if you want someone to become interested in talking about their insurance from a social media platform.

Those are points I don’t hear many people talking about because usually the ones starting these conversations are people who sell social media marketing services.

My advice is that if you are going to engage in this type of marketing, make sure that you put things in place to directly measure your results.  You should be able to tell exactly how many leads you generated from each social media outlet and exactly how much money you made selling insurance to those leads.

Otherwise you really don’t have any idea how affective your social media campaigns have been or are performing…

Having said all of that, I want to introduce you to a concept that I don’t see anyone else in the insurance space talking about – social signals.

If you are not familiar with that term, a social signal is basically the Facebook “Like” button, Google +1 button and any other social media sharing button that you can put on your website.

These social signals have become a double whammy for online insurance marketing that can have an enormous, direct impact on your ability to start selling insurance by marketing online.

For the rest of this article, I’m going to lay out three reasons why these social signals are absolutely huge and how you can leverage them to your benefit pretty quickly (depending on where you are already at with marketing online).

Reason #1 To Use Social Signal Now:

The first and most powerful reason to use social signals on your website is what we call in the online marketing space “the viral co-efficient”.

Here’s what that is:

Each time someone uses a social sharing button on your site – whether that’s the Facebook like button or Google +1 button or any other social button for that matter…

It gets posted to the news feed of the person who clicked it, which means all of their friends see that they just “liked” your website.

A fair percentage of that person’s friends will click on the post going back to your website because people usually have the same interests.

This generates free traffic to your website.  Also, many of these people will click a social sharing button on your site – thus posting to their news feed and broadcasting your content out their friends.

If you content is interesting, engaging and or helpful enough to people, it can really mushroom and make your content spread virally across the web.

Any content that “goes viral” starts this way.  And that’s the viral co-efficient in a nutshell.  It’s a way to generate free traffic to your website.  If your website is doing a good job of selling people, you can pull leads and appointments from this free traffic.

Reason #2 To Use Social Signal Now:

This next one is a bit more abstract and is going to take some background explanation before most of you understand it, so bear with me as I lay the framework for this reason…

It really has to do with psychology.  Dr. Robert Cialdini wrote a book called “Influence:  The Psychology of Persuasion”.  If you haven’t read this book yet, you need to right away as it will have a profound impact on how you market and sell insurance both online and in person.

In his book, Cialdini discusses research he conducted over a twenty year period – the majority of it in selling situations where he had infiltrated different organizations like car dealerships.

From all of his research, he distilled down what he calls six “weapons of influence” that trigger automatic responses in people’s brains.  When a sales person or marketer utilizes these weapons properly, he or she can effectively persuade their prospect.

One of the most powerful weapons he discusses is that of social proof.  The most commonly used method of social proof over the last 100 years is the testimonial.

However, social signals have become an extremely powerful method of social proof that you can use on your website to start persuading people and selling insurance more frequently.

Think about it – if you land on a page that has 75 people that “like” it versus one that has zero, which one are you going to trust?

Of course it’s the one that already has been confirmed as likable!

Reason #3 To Use Social Signal Now:

Once you have a website established, your prime objective is getting traffic to that site so you can generate leads and sales off of it.  That’s really the only reason to have a website, in my opinion…

The Hold Grail of traffic is organic search – getting free clicks to your site from Google, Bing, Yahoo or any of the other search engines when people type in a keyword phrase you are targeting.

In order to obtain organic traffic, you have to go through a process called search engine optimization or SEO for short.  This is a combination of doing things on your page and off your page that make the search engines like your website and thus rank it higher.

The goal being to get your website onto the first page of the search engine, preferably into the #1 – 3 slots for most traffic.

Up until recently, the biggest off page factor in search rankings was links coming back to your website.  The sites with the most links, the most relevant links and the most high quality links would rank the highest.

However, Google found out that many businesses were manipulating their ranking algorithms with aggressive, paid link building – and they don’t like that.

So they’ve been going through round after round of algorithm updates to penalize the businesses that engage in that practice.

One of the newly implemented ranking factors that is playing a huge role now is social signals.

Sites that are using these social signals and have a fair amount of them on their pages are ranking higher than sites that don’t use them.

Social signals are basically the new backlink in the SEO arena.  If you are looking to increase your organic traffic, then you MUST implement social signals.

You really need to ask yourself:  “Do people like me?”  If you aren’t giving them the chance to do so on your website, you are missing out on a boat load of chances for selling insurance!

Do you want to start increasing your insurance sales by marketing on the web?

Are you unsure about what to do or where to start?

Would you like a seasoned insurance pro with years of successful experience marketing online to take you by the hand and guide you through the whole process from point A to point Z?

Well, then you need my Agent’s Lead Machine Internet Marketing Mastery training program!

Click here to see the details and proof this works!

In this post I have a real treat for you.  I’m going to hand over the exact life insurance sales process that I developed to close big cases consistently.

This system is what is directly responsible for me being at the top of my company in life sales year in and year out.

There are some accompanying documents that you can download using the link below the post.  I’d also love to hear your thoughts and comments on this system.  Just post them below as well.

With that being said, let’s dive right in:

Rapport & Trust Building Phase
The first part of the initial meeting is to build rapport and most importantly trust between you and your prospect.

A key to this method is to begin each segment by explaining what you are doing and why you are doing it – then asking the prospect’s permission to move forward in the process.

The reason we do this is to build small levels of trust up toward the purchase as well as getting what is known as “yes” momentum.  That’s engaging the prospect in a series of simple “yes” answers so that they are accustomed to saying “yes” when it is time to make the purchase.

Another thing you will want to do is avoid small talk at the beginning.  You need to weave in the small talk in the middle of your sales process.  Studies show that most prospects are put off by small talk and that they think of it as fake.

Here’s a sample of what you’ll say:

Agent:  Well Mr. & Mrs. Prospect I want to first off thank you for meeting with me.  What I’ve discovered is that if I can help my clients to get what they want, things work out the best for everyone, and that is the way I’d like to work with you.

I believe that in order to accomplish this, we have to have an understanding of each other.  So what I’d like to do is start off by asking you some questions to get to know you and then sharing some information about me so that you know where I’m coming from.  Does that sound fair?

A couple of items to note with the beginning of the presentation:

1) You always want to start off asking them questions because people want to talk about themselves.  You’ll get them to open up right away and trust you.

2) You should have a fact finder form that you are taking notes about the things that they are saying.  It makes sense to even ask them for permission to take notes during the conversation so that you don’t miss anything that is important to them.

Some things you should share with the people about yourself are:

1) why you got into business
2) a bit about your background and qualifications
3) some personal things – family, hobbies, etc.

Fact Finding Phase
You’ll need to make a transition between each phase of this life insurance sales process, so once you’re done with the rapport building phase, say something to the effect of:

Agent: Mr. & Mrs. Prospect, I really appreciate you sharing everything you have with me so far, it will really help me to do the best job possible for you.  Now what I’d like to do is talk about what you want to have happen in life.

And I really should emphasize the word want.  Most insurance people are going to talk to you about what you need and I believe that is the wrong way to approach insurance.  You see, the term need implies the very least amount to get by, which is very difficult to determine.

Not to mention the fact that we live in a day and age where needs change rapidly.  If we construct a plan for you that gets you what you want, then you never have to worry if it’s going to do what it is supposed to for you.  Does that make sense?

Note:  Make sure that they understand this concept before going further.  If need be, develop the thought for them more.  You can use analogies like, you don’t buy the car that you need, you buy the car that you want, etc. etc.

After you have determined that the client gets that point, you want to launch into your fact finding session.  You should have a good fact finding form, if you don’t you can use the one included on the link below.

Start off your fact finding session by asking emotional questions that are built around the benefits that life insurance provides.  You might even want to move into these questions by softening the situation a little, like this:

Agent: You know Mr. & Mrs. Prospect, for most people life insurance is something that is difficult to discuss because they focus on the negatives that it implies, namely death.  What I am going to ask you to do during this process is think about the positive things that having this type of protection can do for your family, instead of the negatives.

Now you want to launch into your questions.  Here are some samples to get you started:

Do you have a will?

If you were to pass away tomorrow, what do you want to happen with your mortgage?

If you were to pass away tomorrow, what do you want to happen with your debts?

Note:  Make sure to phrase the questions using the term “want”.  After you ask the question, you want to probe down further.  Ask things like Why is that important to you? Also get specifics so in the case of the mortgage question, ask About how much do you owe?

Write down the answers they give you into your fact finder.  Pay particular attention to the answers they give you when you ask why it’s important to them.  You’ll want to tie everything you say to them later in the presentation back to these answers they give.

Now that you’ve collected all the data on what they want to cover with their life insurance as well as getting the figures you need to determine coverage amounts, you need to resist the urge to start making recommendations and talking about price.  The next step is to remove the price objection entirely.

Here’s how you do it:

Agent:  Thank you for sharing everything you have so far Mr. & Mrs. Prospect.  I know for certain that we can develop a plan that will address all of these things that are important to you.

At this point you are probably wondering what something like this is going to cost right? **Pause here and gauge what they say**

Well to be honest, I have no idea what it is going to cost to accomplish your wishes.  But what if I told you that where I can really provide you value is to show you ways to pay for this plan without having to spend any additional money than you already are each month?  **Pause and listen here again**

And I’m not talking about telling you to give up going out to eat once or twice a month or anything silly like that either.  You see, my specialty is in analyzing your current spending on insurance in particular – home, auto, disability, health, and even a few other areas.

With your permission, I could gather some additional information and do a savings analysis for you in these areas.  For the majority of my clients, I can save them enough money on these other insurance plans to fully cover the cost of the family protection we’ve been discussing.

In some cases, I’m only able to find enough to pay for some of the family protection, but in others I can find enough to cover your new family protection AND put extra back in your pocket each month.

Would you like me to do this for you?

**I’ve never had someone say no to doing this analysis, if you do skip the next fact finding section and go to explaining the types of insurance.**

If they say yes – begin the insurance analysis fact finding session.  It’s pretty self explanatory, just ask the questions you need to fill out all the data on the sheet.

Explaining different types of insurance
After completing your fact finding process you need to transition into explaining the different types of insurance to your client.  Use something along these lines:

Ok, Mr. & Mrs. Client, I’ve got what I think is everything to do my homework and develop a plan that fits your situation.  Before we move on, was there anything else that I didn’t cover that was important to you?  **Pause and listen, then address issues if they come up.**

Mr. & Mrs. Client, most of the people I work with usually think of life insurance as some complicated thing but what I’m going to do here is make it really simple.

There’s really just two types of insurance.  There’s term, which is temporary and there is permanent insurance which is meant to last your entire life.

Let’s talk about term first.  Term is by far and above the least expensive type of insurance UP FRONT.  You buy term insurance for a level period of time – typically 20 or 30 years.  The amount that you pay for the insurance is guaranteed for the time period that you choose.

So if you get a 20 year policy at $25/month then you pay that amount every month for 20 years.  After your 20 years is up, you have a choice.  You can discontinue the policy or you can keep going with it.

The cool thing is that it’s guaranteed renewable, which means that no matter what happens to you in the first 20 years health wise, say you got cancer or diabetes or something that could prevent you from getting a new policy, the insurance company HAS to renew you policy.

But after the 20 years is up, the policy premium goes up each year based on your current age, so it get exponentially more expensive each year.  At this point, term is the most expensive insurance to own.

Term is just insurance, so all the money you pay goes to the insurance company and the only way you will see any return of your premium is if you make a death claim on the policy.

There are some additional options called riders that can be attached to term policies as well.  That’s basically it to term insurance.

Permanent insurance is a little different and it comes in a few different varieties.  The main difference between term and permanent is that with the permanent insurance, you have what’s called a cash value account attached to the policy.

This cash value account is a very unique financial instrument.  With permanent insurance you pay a higher amount, but that is because most of that money is going into this cash value account and it gets interest.

There are tax advantages to the way the money grows within that account and there are several advanced financial planning methods you can use with this cash value account – like creating a tax free retirement and becoming your own banker.

I had said previously that there are a few varieties of permanent insurance.  And the differences between them involve how the cash value gains interest and the types of guarantees that are associated with the policy.

That is permanent insurance in a nutshell.

Which type do you think is best for you?  Do you have any questions?

Here you will go over all their questions and kill any possible objection that they may have.  Make sure to answer all concerns by tying back to the goals and wants they gave you earlier.

Closing the initial interview

Now that you have answered the questions and killed objections, you want to close the initial interview by setting the next interview as this is  a 2 interview life insurance sales process.  Use a transition like this:

Mr. & Mrs. Prospect, what I’d like to do now is take all the information that you’ve given me and go do my homework.  It seems like (name the day and time for this interview) worked well for you, would this time next week work for us to get back together again?  **set next appointment**

Ok, great!  When we meet next week, I’ll have 2-3 plans put together that will allow you to accomplish everything you told me you want to have happen.  I look forward to seeing you next week.

Note:  Now you are going to analyze their other insurance and put together quotes for life.  Do three quotes, one term, one whole life, one ul or iul.  Put all the data you come up with into the proposal form included with the link below.

2nd Interview – the close

The warmup phase

When starting this meeting you want to begin by recapping the wants that the client(s) had expressed to you in the first meeting.  You can begin this conversation by using language like this:

Mr. & Mrs. Prospect, I’d like to begin our time this evening by quickly revisiting our last conversation to make sure that I didn’t miss anything and also to answer any questions that might have come up after we met.  Are you okay with that?

After you receive permission to move forward start by going through the answers they gave you to the emotional questions and make sure that you incorporate the reason they gave you as to why that was important to them.  For example:

In our last conversation, you had said that paying off your mortgage was important to you because it would significantly lower your bills and make your situation much less stressful, is that correct?

Note:  Make sure that at the end of each recap, you ask the question “is that correct?”.  If you did your job right in the first interview, you will only get “yes” answers to each of these questions, which is a huge psychological factor.

They will become committed to making a buying decision at the end of the presentation because of the law of commitment and consistency.

Once you have gone through your recapping of their wants, simply ask them if there were any questions that had come up since the last meeting.  The reason you want to do this here is to kill any possible objections right now.

If you wait until the end of the presentation to address these issues, you will lose many sales because they will be fixated on these issues during your presentation instead of listening to you.

This marks the end of the warmup phase.

The Presentation

Now here comes the part where you start to make some money.  Upon answering your client’s questions and killing any possible objections, you need to transition over to your presentation.  Here is a way to do so:

Was there any other questions?  OK, great.  Now I’ve gone and done my homework by looking at a multitude of different options that will take care of everything that is important to you.  To make this simple, I’ve narrowed it down to the best three.

I’ve also completed the savings analysis of your other insurance products to see how much money we can free up for you out of your current budget.  So what I’d like to do is go over your savings analysis first.  Is that ok?

At this point you can break out the savings analysis form and go over this with your clients and show them how much you will be able to save them monthly.  The reason we do this here is to get in their head the monthly savings before you present the life insurance cost.

Make sure to ask them how they feel about the savings after you have showed it to them.

Here you are going to transition over to the life presentation.  Use some language like this:

Mr. & Mrs. Prospect, as I said before, here are the best three options I could come up with to protect the important things we discussed in our last meeting.

Note:  Now lay out the three options in front of them.  Make the term quote the first, the UL in the middle, and whole life last (in order of the most expensive).

Go over the details and ask them which they think is best for them.  At this point be silent and let the prospect speak first.  This is VERY important.  Whoever speaks first here loses – so don’t slip up!

The prospects will do one of two things here:  1) tell you which one they like (this will happen most often) or 2) ask some questions.  If they ask questions, clarify all of them and ask for any other questions.  Make sure to handle all possible objections by tying it back to their emotional wants.

If they tell you which one they like, ask them if there is anything from preventing them in moving forward with this solution.  Answer any objections and start the application process.

During the application process, explain to them how everything works:

  • The information you will be collecting and why
  • The exam process
  • The underwriting process
  • How a conditional receipt works
  • How long the process should take
  • That the premium could change
  • How you will communicate with them during the process
  • How you will deliver the policy after approval
  • The free look period

After you complete your application, call the exam company and schedule the exam work while you are sitting with the client.  Don’t leave this in their hands!  Many sales are lost here – you must control this piece of the life insurance sales process.

Before you leave, close the meeting by using statements to support the decision that they have made and diffuse buyer’s remorse.  Here are some examples:

Mr. & Mrs. Prospect, how does it feel knowing that your financial wants are going to be taken care of?

You’ve made a really tough decision today and I want you to know if you wake up tomorrow and feel regret, that is normal.  But as you feel that regret I want you to remember {list 2 or 3 of the emotional wants they gave you} that no matter what happens, these are protected.

Make sure to NOT thank them!!!  I’m going to repeat this – DO NOT THANK THEM!  Thanking them makes it about you and your commission.  Only use statements that talk about them and logically support their decision to purchase.

3rd Interview – policy delivery

When it comes time to deliver the policy, I recommend setting up a time to personally deliver the policy to their door step.  If there were no changes made to the policy this process is pretty simple.

Don’t even ask to come inside when you get there.  Hand over the policy and use a couple more statements to support the decision they made as being wise.  Doing so will keep policies in force for much longer.

If you have amendments to the policy, you need to address all of these prior to delivery.  Especially premium changes.  Do this part over the phone.

Conclusion

Following this advanced life insurance sales system will exponentially increase your life insurance sales.  You’ll close more deals and you’ll close higher premium policies.  It may take you a while to perfect this system, just keep working at it!

You can download the supporting documents for this system by clicking here

Now comes the more important piece…

You see, this whole system doesn’t do you any good unless you have butts in your chairs to use it with.

I’ve also developed a system that leverages the internet to create these insurance sales opportunities for any kind of insurance you can imagine.

But before you learn about this system, you have to understand insurance marketing on the internet.  In fact there’s one big thing that will make or break you online.

That’s why I put together this free report that will reveal to you the #1 secret to generating exclusive, qualified and affordable insurance sales leads on the internet.

You can get this free report right now by simply clicking the button below and registering on the next page.

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Selling Life Insurance

Posted by admin On June - 16 - 2012

When I first started selling life insurance, I really got caught up in trying to figure out what the best policy was for my clients.  I’d hear other agents talking all the time about how term was the best or whole was the best, some said universal…

These guys would always try to sell every client the same type of policy.  The ones that preferred term would just sell the term policy and never really talk about permanent options.

The agents that preferred permanent would try to sell that first and fall back to the term if needed.

So naturally, I followed suit.  In the beginning I decided that term was the best for my clients.  The reason I came to that conclusion was simply based on the fact that it was the least expensive.

As the years went on, I started taking the LUTC classes.  I began to understand policy structure and how permanent policies can be shaped to create all kinds of different ways the client can benefit that term insurance couldn’t.

I started studying advanced techniques like the Infinite Banking concept and Circle of Wealth.

It made me jump ship from a term only guy to a perm only guy.  For a few more years I stuck to this philosophy and really tried to cram all of my clients into one box.

That was until we had a district meeting that I’ll never forget…

As usual, as a group we were reviewing all the agent’s stats from selling life insurance the previous month.  A discussion broke out about term vs. permanent.

One of the agents, Larry Noble was this soft spoken guy who had been with the company for about 30 years.  He was one of the company leaders for every line of insurance year in and year out.

He spoke up and said something that just hit me like a ton of bricks.  Larry said:  “the best life insurance policy is the one that’s in force when the client passes”.

It was so simple yet so profound.  You see, I had spent so much time focusing on what I thought should be the best policy for the client when I really should have been selling life insurance that stays in force.

I radically changed my approach right after that meeting.  And it sent my insurance sales into the stratosphere!  All I had to do was make a change in my mindset and it made all the difference in the world.

So if you are firmly encamped in either the term only or permanent only side, I strongly suggest that you re-assess your positioning.

Really take the time to listen for cues in what your clients are saying during your fact finding appointments.  Give them three different options when you present choices, highlighting the benefits that cover things they said were important to them.

Then simply ask them to choose what policy they feel is right for them.  Only after they have committed to a policy type should you start quote prices.

Get them emotionally involved in the benefits of the policy first so that they aren’t focused on price.  Then you can bring in price and it’s not that big of a deal.

If it is, you can use some simple techniques to “find the money” for them.  The lowest hanging fruit when it comes to these strategies is looking at their group coverage from work.

Believe it or not, most people are paying a pretty penny for low coverage because these policies are annually renewable and increase every year.

I would commonly have clients that were paying over $50/month out of their paycheck for only one or maybe two times their income in coverage.

Nobody ever objected to opting out of their group coverage at work and repositioning those funds over to an individual policy with me that they owned forever and had control over.  Especially when the coverage amount was exponentially more with the new policy than it was on the group coverage.

Now I’m fairly certain that selling life insurance isn’t the biggest problem that you have in your business…

More than likely your biggest problem is getting enough butts in your chairs each and every day so you can close some sales.

I can tell you that I’ve tried every conceivable insurance marketing strategy there is.  Nothing, and I mean absolutely NOTHING compares with generating your own leads on the internet.

If that’s something you’ve been wanting to do for yourself, you have to understand several key components.   That’s why I put together a free report that will reveal to you the #1 secret to generating exclusive, qualified and affordable insurance leads online.

All you have to do to get this report is click the button below:

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About Me

Jason has been a licensed insurance professional and registered representative since 2003. He built 2 successful insurance agencies before starting several online companies. He developed the Agent\'s Lead Machine as a way for insurance agents to generate hot, qualified, and exclusive insurance leads online. He\'s the country\'s leading expert on internet marketing for insurance agents.

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