Follow the money … and this advice, which all new insurance agents can benefit from immediately.
New insurance agents may not have years of experience under their belts, but they can rise like foam to the top of a latte by listening to their insurance sales forefathers. I’d like to kick us off with an excerpt from Troy Korsgaden’s book, Power Position Your Agency. In it, he writes:
“Agents ask me all the time: “How do you consistently sell each line of insurance?” Well, the truth is there’s no magic to what I do. In fact, my success springs from a premise that’s so basic it almost sounds like a cliche: I have goals for each line of insurance, and I make darn sure that I meet that goal. Plain and simple. But I’d be lying if I said that’s how I always operated.
When I was starting out–and for longer than I care to admit–I thought it was enough to pump the phones for clients, shuffle paperwork from one pile to another, and keep a smile on my face when I went home at the end of a long day. You can be sure it kept me busy—and exhausted. Besides, it wasn’t like I didn’t have ideas. I did, and lots of them, and most of them certainly did look like goals to me. But they weren’t, not until I systematically put them on paper in a way that made them manageable. Then they became goals that I could reach. And once they became goals I could reach, I began to realize success, the kind that almost feeds on itself.
I didn’t have to get a degree in marketing, and in fact, I don’t have one. All I had to do was start with simple goals, keep them simple, and always hold them foremost in my strategies. And by the way, simple is key. For instance, if I want to achieve twenty life sales in a month, I don’t set a goal for twenty sales a month, which can sound like a pretty tall order. Instead, I set it for “one a “working day.” Suddenly, the impossible seems possible. It sounds downright doable–and it is.”
New insurance agents sure have their work cut out for them, as you already know, but some habits suggested by Troy (above) and other industry leaders will help you rise faster.
Discover the 5 ways new insurance agents can get on the path to success
1. Buy exclusive leads.
The best way to get ahead, whether you’re a new or veteran insurance agent, is to buy exclusive leads. The only difference between the two is that new insurance agents might not know about them! Exclusive leads are prospects sent to only one buyer. When you purchase a lead, only you can access it, eliminating stiff competition.
Remember, not all lead providers are the same. Before purchasing leads, consider these factors:
- Lead quality: Ask companies about their lead sources. Work with those who hire specialists and who work with insurance companies directly, instead of gathering information from the internet.
- Speed: Naturally, you should choose firms that offer leads fast. Once you pay for such services, there’s no reason for you to wait for a list of prospects.
- Return policy: Lead suppliers should be confident in the quality of their prospects. Look for a team that offers credit for unsatisfactory leads.
2. Know what you’re talking about.
No pressure or anything, but the best way for new insurance agents to get ahead is to study their insurance products. If you want to keep up with your seasoned colleagues, it’s essential to upgrade your product knowledge continuously. Learn everything there is to know about the industry and the policies you offer so you can address consumer questions and objections confidently. Set aside ample time every month to read books, join training sessions, and attend workshops.
3. Find a mentor.
Having a mentor early in your career can help you establish goals, identify skills gaps, and learn trade secrets that usually take years to perfect. The right adviser can help you reach new heights in just a few years. Not everyone wants to be a mentor, but others take pride in it, especially those getting ready to retire.
4. Stick to a routine.
Work smarter, not harder. Any seasoned insurance agent will tell you that you don’t need to work longer days to generate more income. Instead, you should develop good working habits. If you plan your day well, you can boost your productivity, increase your sales, and have enough time for the things that matter most to you.
5. Ask for help.
Lastly, never be afraid to ask for help. If you don’t understand something about a product or service you’re selling, ask an experienced colleague about it. Once you’ve run out of relatives, friends, and acquaintances to call, don’t be afraid to ask your network for references. When you let go of your fear of rejection, you can pave the way toward growing your business. On the same note, you may feel like you need to prove something as a new insurance agent. It may be tempting to prove how knowledgeable you are about your products and services. However, using too much jargon might prevent potential clients from understanding the highlights of your offer. Instead of speaking in riddles, prepare a script to guide you and make sure you discuss your policies thoroughly.
If you want to get started on the right foot, we can help. At HBW Leads, specialists call on your behalf to capture ideal prospects, so you can focus on converting clients and hitting your sales targets. No other agent has access to your list.
HBW Leads is the perfect solution to complement your other lead generation efforts. Request a quote today.