Ask Ask Ask. It really is no more difficult than that. "I see we don't have your life insurance coverage, who do you carry that with?". "After we finish adding your third mortgagee, we need to go over you life insurance coverage". Simple stuff like that everyday and you'll write plenty of business. _________________ Funny Insurance T Shirts
Actually, that's as good a line as any. What makes you successful is not what you say or how you say it, it's how many times you say it.
Try this. Study and practice a really great opening script. Practice until you're absolutely perfect. Then, spend one day really paying attention to every person who walks in the agency or calls on the phone. Watch for the best prospects. When you recognize a good prospect, very professionally use that great script you practiced. Keep track of your success.
The next day do this. Ask everybody who walks in the door or who you talk to on the phone. Everybody. The customers, the mailman, the delivery guy from the deli. Ask them this, "Hey, you don't want to buy any life insurance, do you?" Keep track of your success.
Without fail, the second way will produce more business.
Well Mr. LaffAgent has a great enthusiasm in his job and i appreciate him for that thing.. I agree that his is very great way of doing business. But hey i can suggest you some thing if it doesn't matter too much.
Why dont you follow some more innovative things of marketing like making presentations in say Card Format and presenting them...Posters and all......
And its better to give discounts etc. for your services.. I know this because my agent gave me that...
Posted: Fri Jun 08, 2007 3:37 pm Post subject: Selling Life Insurance
For me, I get to know the family. Even on a first meeting I ask lots of "easy" questions, and ask about their jobs, hobbies, kids, trips they take, their house, how long they have lived there, where they want to retire and lots of seemingly meaningless stuff. It's like having a conversation with a long lost friend.
The key is it lets me build a relationship instead just banging out a p/c sale.
It leads me to asking a drawn out question something like this: "I have enjoyed meeting you. You have a good marriage, two great kids, and a wonderful home. What if something happened to one of you? What if Bob died and his income never returned one night? Do you have life insurance beside just at work?
They may or may not have it at work. It helps me bring that out because group life is hardly ever enough.
Good Luck!
Our Agency has a standardized Life selection/rejection form for the Insured to sign whenever we write any type of policy. You will be surprised on how many leads you will get!
By the way, using rejection forms may be a good way to help cross-sell, but you have to be carefull that you are not opening up yourself to E&O exposure. If you have them reject life, but don't bother offering health or commercial insurance, etc. and have them reject those, your client may have a valid claim. You should be consistent in either just offering all lines, or if you use rejection forms, having them sign off on all lines not purchased.
