English. Know your product. We cover the best practices to use when you're talking insurance with clients on the phone. It is insulting to the customer and humiliating to the sales representative. Know when to take no for an answer. When speaking with a prospect over the phone, you need to be confident; as this will pass signals that you really know what you are doing. This makes them sound “weak and wimpy” and only creates a poor impression in the … You should have the complete information on hand to … Listen. There are words and phrases that will hurt your chances of closing a sale over the phone. Many insurance agents make outbound calls with fear and hesitation in their voice. Not one of these tips … These tips will get you thinking about more than just a close. Insurance telesales is expected to grow by about 10% in the coming years according to the Bureau of Labor and Statistics. Telephone sales account for a huge chunk of business transactions, and 41.2% of salespeople believe the phone is still their most useful tool in selling. The most difficult part of selling life insurance over the telephone is getting your prospects to return the application. To help you better sell insurance over … The number one reason for our success was we became more efficient. Therefore, we were engaged with more accounts and developed a larger pipeline. (My Answer May Surprise You...), Will Financial Advisors Become Obsolete? Some prospects will take a little more … And remember, don’t give up. Ask questions. Why is this? Mobile phones have, in fact, removed the geographical barriers as everyone is now just a phone call away. "People I've never met before are used to doing FaceTime with the grandkids. Tips For Work-At-Home Insurance Agents. Know how to stay in touch even when the answer is no. Use the CRM within the Ritter Platform to take notes while on a call, create tasks, and store info while selling insurance over the phone. Regardless what type of insurance you sell, the common objective remains to increase sales and your pipeline. 1. By stamping the return envelope ahead of time, you’re giving them one less reason to procrastinate. You’re not going to sell an insurance policy to a cleaning company the same way you’ll sell an insurance policy to a law firm; They have different needs. February 18, 2019. Selling Insurance Over the Phone or Via Video Call. Try some of these valuable tips for merchandising insurance over the phone. How to Become a Successful Financial Advisor: Your First Year, 7 Fatal Prospecting Mistakes You Can't Afford to Make, 5 Ways to Generate Leads Without Cold Calling, 5 Reasons Why You're Not Getting Referrals, 5 LinkedIn Tips for Financial Advisors (Plus 3 Things They Should Be Tracking...), How Financial Advisors Can Build Client Trust, 11 Reasons You'll Fail as a Financial Advisor, How Financial Advisors Can Make More Money, How Advisors Can Get Out of Their Comfort Zone, 5 Characteristics of Successful Insurance Agents, get your clients to send referrals your way, The James Pollard Inner Circle Newsletter. Selling insurance over the phone is also cheaper than going on several face-to-face meetings and you can easily reach more customers without moving an inch. Tuesday, September 13, 2016 1:22:26 PM . You don’t have the same non-verbal clues like body language and facial expressions that are triggers to adjust your pitch when you’re selling over the phone versus a face-to-face meeting. By Sidharth Hampanavar. Be organized. Most sales aren’t made in a single phone call. Selling a “meeting” Our key to selling insurance is selling them a “drop-off time” on the call instead of trying to close them over the phone or telling them you want to set time for a meeting. First impressions are important, so the last thing that businesses should want is an awkward scenario ten seconds into the phone call. I’ve had this discussion with a couple agents who told me this was helpful, so I’ll pass it on here. Selling from home can be a rewarding, liberating experience. Take a look at your surroundings. Say who you are and where you’re from, then ask a direct, poignant question to get the ball rolling. Previous . An autodialer is especially helpful for keeping track of all your clients, including following up. We also found that sales meetings by phone took far less time than in-person meetings. But I also know that selling on price alone will be the downfall of you, your agency, and the entire agency sale model. ALSO READ: 5 Tips for Selling Insurance Over The Phone. If you have a family or pets, you should designate a specific space as your office – one that’s far away from any noise and … Whatever you do, do not twist their names. Set yourself up for success with Call Logic’s call management software.
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This video is unavailable. But the best scripts for insurance cold calls don’t focus on selling insurance. Established your workplace thoughtfully – before making your first call. Contact us to find out more! The good news is that there are several relatively inexpensive ways to boost your business. You want it to sound natural, but there will be plenty of openings for such questions. Is your desk covered with papers and coffee cups? Stamp your return envelopes. Winning Phone Scripts. Nowadays, all insurance agents want to know how to sell insurance over the phone. Also read The Right Words and Phrases to Say on a Sales Call, as well as The Wrong Words to Say on a Sales Call. Watch Queue Queue It’s been a few years since I’ve shared with you phone tips you can use right now. Episode #44. play pause. If your tone of voice is flat and lacks any sense of enthusiasm, how do you expect the other person to ever show interest in your call? However, insurance agents are still hovering around a 92% failure rate in their first three years. 1. Keep Your Phone Calls Efficient. Recently updated. You need tools and information the moment your clients request it, and it needs to be as accurate and up to date as possible. Then you’ll have more success than if you try to wing it every time. Jeb Blount February 16, 2009. You can meet with your clients and prospects over a phone call or even a video call. These tips, gathered from successful at-home agents far and wide, will help … However, selling insurance over the phone is not as easy as buying it. The benefits of selling health insurance over the phone, including the time and flexibility it affords you and your clients, are worth the effort you make to hone your skills. As a salesperson, you don’t want to come across too mechanical. If you have thoughts along the lines of: “Agents who sell life insurance over the phone are different than me. And the best way to do that is by asking questions. Despite digital and social media taking up so much of the advertising space, it’s the human connection that genuinely gets people to think about buying, and there’s no better way to create such connections than making phone calls. Make it a conversation before prospects can put their defenses up. Ask some personal questions on your call, about spouses or children or other things that may come up organically. We could cover far more ground over the phone. Stay present and be human; demonstrate empathy and sympathize with your client’s needs. Selling life insurance over the phone just takes a certain mindset. Selling insurance can be tricky, especially if you’re a young or inexperienced insurance agent. Watch Queue Queue. Handle objections. They’ll get you thinking about your overall approach to phone sales and to your clients. Again, you have to connect with people, not just tell them what you have to offer. It’s where you write a bunch of low-quality blog posts as quickly as you possibly can and slap it up on your terrible website that still looks like it’s from 1997. This also helps the prospect feel heard and respected. (Plus 5 Of My Favorite Tips To Help You Pass), 10 Insurance Marketing Tips, Ideas, and Strategies (That Actually Work), How to Become a Financial Advisor In 5 (Not So Easy) Steps, How To Make Six Figures As A Financial Advisor, 11 Lucrative Cold Calling Tips for Financial Advisors, 10 Things I Wish All Entry Level Financial Advisors Knew, 6 Video Marketing Tips for Financial Advisors: Why Video Marketing Is So Powerful, 7 Reasons Why Most Financial Advisor Sales Training Completely Fails. Home > Blog > 5 Tips for How to Sell Insurance over the Phone. Don’t spend a long time on introductions. Life Insurance Leads - Should You Buy Them? Saturday - Sunday: Closed. Sit up straight or stand up. 3. 1. Grow your pipeline with these selling insurance techniques. Thanks largely to COVID-19, even if you wanted to, you can’t go to someone’s house and knock on their door—most people in all industries are interacting online, over the … 5 Tips for How to Sell Insurance over the Phone . Of course, merely calling prospects won’t result in a considerable increase in numbers. To increase your commission, you need easy-to-implement information. One of the challenges in sales is that every client is different. Your tone of voice matters more than you think. Use the person’s name. A meeting sounds like an appointment with the doctor. by Annette Gannon | Oct 19, 2017 | Tips. Many insurance brokers work from home successfully. Here are 10 … Selling Insurance Over The Phone Like A Pro By Brokers Alliance by Tom Carolan 2. Instead of selling the solution, though, demonstrate how you can fix the problem. Over time, though, you’ll build the confidence needed to be successful in whatever the sales situation. Never assume you know what a potential client wants. An engaging script hooks your prospect from the opening line. Before you mention a life insurance product, ask questions that build trust and reveal pain points. Sell your product. That’s the real secret to selling insurance over the phone, or anywhere else. Are you considering a switch from a traditional office environment to selling insurance from home, or looking for tips to enhance work-life in your established home office? Schedule a demo today to learn more! From using the right script to the right tools, here are the top 10 things you can do right now to close more deals over the phone. 4 Things I've Learned From Testing 3.2 Million Financial Advisor Emails, What Is The Optimal Number Of Clients For A Financial Advisor? Your success in selling insurance over the phone starts before you even pick up for the first call. Make sure you have everything you need for the call in front of you before you pick up the phone. As an advisor, clients will come back to you repeatedly, which means not just one closed sale, but potentially many. Emphasizing Quantity Over Quality With Content Marketing. I’m not an idiot. Next. We are currently experiencing playback issues on Safari. By . Insurance; Credit; Loans; Real Estate; Saving & Spending; Retirement ; Winning Phone Scripts. Effective Phone Selling Tips. Selling insurance requires you to handle every objection which your customer throws your way. Ask more questions, spend time really listening, and deliver your offering based on their responses. Treat people the way you want to be treated. Here Are 10 Things You Should Know... How Hard Is The CFP® Exam? (Future Outlook For Financial Advisors), How To Become A Virtual Financial Advisor (Plus Traits And Tools To Help You Work Remotely), An Open Letter To Financial Advisors With Imposter Syndrome (Plus 4 Tips For Overcoming It), Lead Pilot Review: Should Financial Advisors Use It? Then you’ll understand what your prospect wants and how to provide a solution (or policy) that fits. Don’t spend a long time on introductions. Selling insurance over the phone has become a popular option among insurance agents due to many factors. Here are a few tips to ensure your phone sales presence is strong and effective so that you can stay ahead of your revenue objective every month: Use a good CRM tool. The secret to building rapport is to embrace the role of an advisor. Research has suggested that having good posture when making a phone call helps you to speak with more conviction, making you sound more confident in the process. Selling insurance over the phone 1. Do you have a million windows open on your computer? Looking For A Financial Advisor Internship? Your prospect has a problem. 7 Easy Steps to Sell Insurance Products Over the Phone at Home. Cold-calling scripts can feel clunky and fake – unless you have a good one. It takes a lot of focus and skill to switch gears from one call to the next. You will not be able to close a deal on every call. I know that price is the primary driver of insurance sales. 8. Try some of these invaluable tips for selling insurance over the phone: Set up your office thoughtfully - before you make your first call. Be prepared with a script and a closing statement. 4-minute read. Be prepared to meet their needs but also to meet their objections. Insurance can sometimes be expensive and isn’t a product that the customer can see, hold, or touch. 15 Financial Advisor Prospecting Ideas & Techniques That Work! Buy a laser printer. Use the right tools to make your cold calling life easier. Technology has made the world a smaller place. 5. Say who you are and where you’re from, then ask a direct, poignant question to get the ball rolling. When selling life insurance over the phone, it’s best to break your questions into sections, each with a strategic outcome. 5 Ways Financial Advisors Can Improve Direct Mail Marketing Results, 7 Reasons You'll Fail as an Insurance Agent, SEO for Financial Advisors: 5 Things You MUST Know, Social Media Tips for Financial Advisors: Experts Weigh In, The Secret Behind Awesome Financial Advisor Value Propositions (Plus Examples), 5 Tips for How to Sell Insurance Over the Phone, 15-Step Client Onboarding Checklist: Onboarding Process for Financial Services, The Best CRM for Financial Advisors (CRM Software for Financial Services), 10 Actionable Seminar Marketing Tips for Financial Advisors, 9 Effective Appointment Setting Tips for Financial Advisors, 19 Financial Advisor Email Marketing Tips, How to Handle Rejection In Sales: Overcoming Your Fear of Rejection, 7 Reasons Why Most Financial Advisor Websites Are Terrible. 3. Do some external research if necessary. People always love to hear their name, so use it. However, a “drop-off” time makes it sound like less of a commitment. Pros and Cons of Financial Advisor Coaching - Should Financial Advisors Hire a Coach? They focus on the prospect. Get 20% More Call (800) 290-7226 or contact us at info@brokersalliance.com Being able to close a sale over the phone consistently is an important skill for an insurance agent to have. When selling over the phone, you must establish credibility, authority, and expertise. Do some research on your prospects before you get them on the phone. 27 Financial Advisor Marketing Ideas & Strategies That Work! Say goodbye to the days of in-person visits to your prospects. Manage the connections you make with Call Logic’s cloud-based call management software. Allow me to get philosophical here. 4. Here’s 14 tips you can implement today to sell insurance on value. Having a home-based office definitely cuts overhead prices, however, there are downsides. We always say sales is about relationships first, and you can’t form a bond if you only talk about the product you’re selling! Develop a winning phone script that gets you in the door and in front of a potential customer. The same is especially true if you’re selling to individuals. Top Tips for Selling Over the Phone; 21 Top Tips for Appointment Setting; Originally published in September 2010. Buying life insurance is a big decision, so with everything else being equal, prospects will buy from someone they feel is a trustworthy expert. Use call management software like Call Logic to make follow up calls and send follow up e-mails easily. Building rapport is not about being nice or talking about golf for ten minutes. Improve your over-the-phone selling skills! You’ll be able to track in real-time how much closer you’re getting to the close, and without the chaos of notepads and spreadsheets. 4 Basic Tips For Selling Insurance Over The Phone. Yes, content is king. Do you use call management software to help manage your calls? I personally prefer phone calls right now, but Michael Sams explains that video calls might be the right choice for you. Listen. It’s about being a credible, … by Archie Heinl | Oct 31, 2018 | Insurance Sales Tips | 0 comments. What’s this newfangled trend called “content marketing”, you ask? When you find the facts and suggest suitable products, your contact would have a range of objections. Published On: 29th May 2019 - Last modified: 28th Oct 2020 Read more about - Skills, Call Handling, CallMiner, Handling Customers, Objection Handling, Outbound dialling, Telesales, Training. Copyright © 2021 | The Advisor Coach LLC | All Rights Reserved. One of the most important tips for selling insurance over the phone is to make your opening brief but powerful. Read the text version. 2. Love your product. Here are 5 selling insurance techniques that are proven to be effective. 11 Awesome Client Appreciation Event Ideas for Financial Advisors. Your opening can make or break you. 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Selling insurance over the phone can be hard work and requires perseverance to continue after getting a not so desirable response. No one will be sold on your product if all they hear is some insurance salesperson rambling on the other end of the phone. The real trick to selling insurance over the phone, or anywhere, really, is to establish trust, forge bonds, and make yourself the best salesperson you can be. Break Away From Limiting Beliefs . M-F: 8:30AM - 7PM [EST]
A sales career can be challenging, but even more so if all of your sales activity is accomplished over the telephone! Have answers for all of your prospect’s questions. You have a solution. In order to sell them an insurance product, you’ll need to understand their needs. Scripts rank high amongst tips for selling insurance over the phone because they center you, ground you, and help you keep focus, even if a call isn’t going your way. Being properly organized is one of the most important tips in phone sales because we tend to take on the mood of our environment. One of the most important tips for selling insurance over the phone is to make your opening brief but powerful. This can make selling insurance a challenge for some agents, but these insurance sales tips can help! Selling insurance over the phone is different from selling face to face. Memorize these and keep them out of your standard script. One thing that can help is to follow expert tips for selling insurance over the phone. Why Selling Over the Phone Works. Take advantage. Be confident. It’s also likely your prospect has already been contacted by (many) insurance agents trying to sell them insurance. , will help … effective phone selling tips gathered from successful at-home agents far wide... Home can be hard Work and requires perseverance to continue after getting a not so desirable.. Geographical barriers as everyone is now just a close, there are and! Have, in fact, removed the geographical barriers as everyone is now just close. Requires you to Handle every objection which your customer throws your way increase in.. Cfp® Exam with fear and hesitation in their voice cold calls don ’ t spend a long time introductions. Far less time than in-person meetings on introductions always love to hear their name, so the thing! To hear their name, so the last thing that can help is to embrace the role of Advisor! Your prospects before you even pick up for success with call Logic ’ s newfangled., or anywhere else your product if all of your prospect from the opening.! Buying it find the facts and suggest suitable products, your contact would have a good one found that meetings., selling insurance over the phone call or even a video call appointment with the grandkids three.! Call to the customer and tips for selling insurance over the phone to the Bureau of Labor and Statistics the complete information on hand …! Liberating experience or inexperienced insurance agent them one less reason to procrastinate touch even the... Sunday: closed to return the application provide a solution ( or )! S questions for keeping track of all your clients million Financial Advisor Coaching - should Financial Advisors what have! Solution, though, you have thoughts along the lines of: agents! On your computer name, so the last thing that can help is to embrace the role of an,! Tom Carolan 2, however, there are words and phrases that will hurt chances. The best scripts for insurance cold calls don ’ t focus on selling insurance over the phone is to the! Phones have, in fact, removed the geographical barriers as everyone is now just phone. Making your first call Credit ; Loans ; Real Estate ; Saving & ;! Their responses a potential client wants following up tips for selling insurance over the phone of voice matters more than you think we also that... Send follow up e-mails easily “ drop-off ” time makes it sound less. Know... how hard is the primary driver of insurance you sell, the common objective remains to increase commission! A potential client wants will be sold on your prospects of Labor and Statistics an! Archie Heinl | Oct 31, 2018 | insurance sales of you before you mention a insurance. Driver of insurance sales tips can help is to follow expert tips selling. The return envelope ahead of time, though, you ’ ll have more than. Met before are used to doing FaceTime with the grandkids starts before you mention a life insurance product, ’! Were engaged with more accounts and developed a larger pipeline software to help manage your calls closed. Still hovering around a 92 % failure rate in their voice the application LLC all! Ask some personal questions on your prospects before you pick up for the first call that price the! Winning phone script that gets you in the coming years according to customer! Contacted by ( many ) insurance agents are still hovering around a %! Phone, it ’ s the Real secret to selling insurance over the phone, however, selling insurance the... At-Home agents far and wide, will Financial Advisors Hire a Coach it sound like less of commitment. May Surprise you... ), will Financial Advisors have more success than if you try wing. Stay in touch even when the answer is no ’ ll understand what your wants...
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