Are Clients Running From Your Outdated Life Insurance Sales Techniques?

Regardless of whether you are a brand-new advisor or you’ve been involved in the life insurance industry for many years, it is still necessary to one way or another attract people to talk to about your products.

Oftentimes, agents will go through various training classes and exercises, in order to learn how to secure a first appointment, and from there, to move forward with methods for ultimately closing the sale.

But, depending on how long you have been in the insurance field, it is very possible that you have been taught some outdated, yet still commonly used, sales “strategies” – many of which today are deemed obsolete.

For years, sales trainers have been teaching various sales techniques, with some even going so far as to study a prospect’s body language. Others like NLP (Neuro-linguistic Programming), take the approach that there is a connection between neurological processes, language, and behavioral patterns that are learned through experiences – and that these can essentially be changed in order to achieve specific goals.

Yet, while some of these methods may have done their job – or at least worked to help with closing the sale – in years gone by, the reality is that these tactics are oftentimes considered by clients and prospects as a way to manipulate them into purchasing what you have to offer.

This, however, is not the best way of building up trusted client relationships – and often, even if an individual does purchase a policy from you, they will likely end up jumping ship and moving on to another advisor as soon as they feel that their needs are more appropriately being met.

In addition to outdated and manipulative sales techniques being uncomfortable for most agents to perform, such methods today are oftentimes easily spotted by the client or prospect – which in turn, can make an advisor seem pushy and untrustworthy.

In fact nowadays, clients and prospects are so well-informed that many such sales techniques have actually become considered as “sales suicide.” In other words, by using them, the advisor is essentially killing his or her own sale rather than moving it forward.

Further, just as soon as a prospective customer picks up on an advisor using “pushy” and outdated life insurance selling approaches, they will typically refuse to proceed with the meeting – and the sale.

Is this really the way you want to run your life insurance practice?

Probably not.

There is a much better way, though, for generating quality prospects who actually want to hear what you have to say, knowing that you could have the exact solution they’re seeking for their situation.

In addition, having clients and prospects come to you – as versus having to “pull” them in – can help to make your insurance business run much more smoothly. And, when individuals feel that you are truly providing them with a beneficial product or service, you are much more likely to be the recipient of good, quality referrals, too.

If you would like to have a predictable and ongoing flow of additional leads for life insurance, and in turn, have the ability to generate thousands of dollars more each month in commissions, then give us a call now, toll-free, at 1-800-643-6143 for more details on how to get started.

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Brian J. Kay, Executive Director, Leads4Insurance
921 Port Washington Blvd., Suite # 3 Port Washington, NY 11050
tel:(516)944-6700 fax:(516)944-5275