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Independent Insurance Brokerage Specialists - Skip Agents Cold Calls, Appointment Making
Author: Donald Yerke
Independent insurance brokerage specialists that visit prospects with preset appointment making are few and far between. The vast majority of client appointment making is started with agents cold calls. Find out more about these unusual insurance brokerage specialists.
In this article, agent cold calls does not refer to making a random phone call out of the telephone directory, that's for untrained new agents. The true meaning of a cold call applies only to insurance brokerage specialists. The true cold call is when brokerage specialists knocks on a prospective client's door unannounced, without phone verified appointment making. The newer insurance agents rarely have the courage or skills to make true cold calls work.
Though experience, it is known that you first need confidence, selling skills, expert product knowledge, a flexible non-canned presentation, and above all, almost inhuman determination to walk out with an application and payment. Normally independent insurance brokerage specialists have a direct mail company send out brief lead letters to all seniors in a certain area. If you use the mail approach, ask on the reply card what insurance company they currently have coverage with.
Next use an eraser to clear your mind of all previously training given to selling sophisticated life and financial products. Take your bulging brief case and put it somewhere you don't mind it gathering dust. Cover your computer if you desire, you won't be using it for work purposes. Buy a binder with pockets and put in a few "guides to Medicare" from the government, along with a legal pad, and a few sales brokerage product brochures.
Now it is time to look in the mirror. In your shiny suit, fancy tie, and polished shoes, you look mighty dapper. Time for a makeover. You look and smell exactly like a salesman carrying a big sign worded, "I will bug you relentlessly to buy insurance." You need to stand out as an independent. Put the suit coat, tie, and shoes somewhere in the back of the closet waiting for a wedding or wake occur. Now find comfortable pants, shirt, and shoes. If you own both a Cadillac and a Pickup, gas up the pickup.
Never ever sit down and make a cold call for appointment making verification. This is for brokerage specialists only. 100% selling and 0% prospecting. Never bother to ask for a referral. If the referral is not near the area you are currently working it will only slow you down. Your prime hours of work are from 10:00 in the morning to five in the afternoon. That's better than bankers' hours, plus plan on only a four day work Iweek.
The Cold Call Moneymaker Insurance Presentation:
Take off your seat a "Guide to Medicare Benefits Pamphlet" and a thick stack of senior citizen address cards, with your prospects name card on top. Approaching the door knock loudly. As soon as the door is opened you look at your card, asking if "John" is available. Before either can respond, officially state that you are there to explain their Medicare Benefits and how their insurance fits in. Never at this stage pull out your business card! Ask if it is right time to sit at the table so you can cover their benefits package quicker.
So far you have complete control and you are in. Ask them to get out their insurance policies as you will need to verify them. Using the "Guide to Medicare Benefits" and your legal pad present the benefits they have from Medicare and their present insurance coverage .Use a highlighter to mark the guide pointed in their direction. Never ever use a Presentation Book! Next choose to explain where either their Medicare Supplement lacks or the absence of long term care coverage exists. Ask if they would like to have their bank account or insurance cover the gap?
You spent 15 minutes and already know whether to walk or go for the sale. As an independent insurance brokerage specialist, tell them you have a busy schedule, but you are going to spend 10 minutes showing them how insurance would help. Immediate pull out the sales application brochure and explain how the gaps would be covered. Present both a low price and a high price option. Say "If you were to get this coverage which would you prefer, the lower benefits or higher benefits."
Keep you mouth shut! Listen to the old clock tick. If the man objects, say "oh well maybe you can't afford it". Then keep your mouth shut and focus your attention toward the wife. She at this stage of life usually handles the cash or checkbook. Often she will say to her husband, "we can afford it, and I think we should take the better plan." Don't be surprised if she gets up to go to the back bedroom. She is just getting some hidden cash to pay the annual premium.
Not what was that about Cold Calls for appointment making? Brokerage specialists have a 60% or higher closing ratio, with no appointment, and an annual premium. These independents have a stack of leads (names) and can find another senior a few blocks away. This is exactly how I started making big bucks, while others squeaked by.
While you are taking a long lunch, think of all your insurance associates, sweating with their tightly wrapped ties, desperately calling to hopefully making an appointment.
Well published author, Don Yerke likes to concentrate on what you don't know or what no one else dares to print. Tell it like it is.
Watch for his new paperback book debuting on Amazon early this summer. It is loaded with great insurance marketing and recruiting information.
Come and get your FREE "Think and Grow Rich" Ebook by Napoleon Hill instantly. The website address is http://www.agentsinsurancemarketing.com
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