How to initiate discussion with the prospect?

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PostPosted: Mon Mar 03, 2008 10:07 am   Post subject: How to initiate discussion with the prospect?  

I'm about to embark on the path of becoming an agent. Very Happy I'd love to receive some suggestions from the seasoned agents of this community on how to initiate the discussion with the prospect?



What is your way of pitching a policy? Do you prefer direct interaction or phone calls?



Thanking you all in advance.

wouldbeagent


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PostPosted: Mon Mar 03, 2008 11:46 am   Post subject:   

How well are you known in the community? are there community events that you could attend? The reason that I ask is when we set one up in our community we have services of all types come in, some of the vendors are insurance, weather it be health or life, these are the main two that show up when it comes to human service. They set up a table and are able to do the face to face communications with people as they walk from table to table. Take lots of candy and business cards and be ready to answer questions, these are usually pretty successful events, we have always had a large group of sometimes over 500 people in one event, watch in your community and participate in these events.

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PostPosted: Tue Mar 04, 2008 6:52 am   Post subject:   

Thanks goodnature, I think its really a very good idea. However, I would like to hang around for some more responses as I am completely a novice in this field.



Are you an agent, goodnatured? Just curious Smile



wouldbeagent


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PostPosted: Tue Mar 04, 2008 7:00 am   Post subject:   

Hey wouldbeagent, are you trying to become an independent agent or captive . I think its important for you to decide before starting off with the leads, if you are looking for a successful career as an agent. You can associate yourself with some establish agent in your locality, it an help you in getting the initial leads. Just my two penny. Wink



Wishing you luck with your career.


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PostPosted: Wed Mar 05, 2008 4:17 am   Post subject:   

Quote:
I'm about to embark on the path of becoming an agent. Very Happy I'd love to receive some suggestions from the seasoned agents of this community on how to initiate the discussion with the prospect?



What is your way of pitching a policy? Do you prefer direct interaction or phone calls?



Thanking you all in advance.

wouldbeagent




Find a local independent or captive agent and take him or her out for lunch in exchange for advice. Insurance agents love to talk about themselves. In fact, apply that rule wherever you go. Most people talk, whereas successful people shut up and pay attention.



I approach it the same way I would approach asking a woman to dance...Would you like to dance?... What are you currently doing about (insert insurance type here)?



Stay away from the old school sales methods and you'll do fine. Consumers these days are more educated and have less patience, which IMHO is a good thing because I cannot stand manipulation techniques.



100% of my business is online, although I'm thinking I might increase my outside sales 10% this year.



YOU DO NOT WANT TO START OFF SELLING ONLINE w/out having support, product knowledge, strong ethics and money in the bank to get you through the rough times.



Sign up for a few insurance quotes online and you'll quickly realize who your competition is in your respective state.



Hope this helps.
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PostPosted: Sat Mar 08, 2008 1:33 pm   Post subject:   

Educating people works. I telemarketing small businesses and fax them a guide I typed up showing them five ways to save money off their health insurance premiums.

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PostPosted: Tue Mar 25, 2008 8:59 pm   Post subject:   

I think it is important to seem like you are in demand, not to come across as desperate. With that said, marketing yourself is really important, find ways to get prospects to call you. It is much easier to make a sale when you are viewed as a helpful professional instead of a cold calling salesman. Advertise and market on and off-line as much as possible!



-Tentel

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PostPosted: Tue Mar 25, 2008 10:19 pm   Post subject:   

Hi wouldbeagent,



First of all I am wondering why you don't just "JOIN UP"!

You will find many insurance professionals, as well as, insurance consumers who will help you in your career. Also, you can start a FREE blog to advertise your business.



Quote:
What is your way of pitching a policy? Do you prefer direct interaction or phone calls?




The first thing I would do is to get rid of the term "pitching". I know what you mean but sometimes things turn out just the way we think about them.



You must believe in your product(s) and what you are attempting to do.

For example, have you reviewed your own personal insurance program lately?



If you wouldn't buy it, you probably can't sell it, effectively.



I have been in the insurance business for a number of years and I have NEVER tried to sell an insurance policy over the telephone.



Don't get me wrong, the phone is a tremendous asset to your insurance business, but how long do you personally talk to salesmen on the phone?

Phone solicitation is more complicated than it once was due to the Do Not Call Registry and more complicated lives.



There are insurance companies out there who will provide you with pre-qualified leads and that might be a good way to go.



Also, a simple introduction to small business owners in your area is an excellent way to get leads.



Person to person is always the best.



Maze


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PostPosted: Thu Mar 27, 2008 1:44 pm   Post subject:   

Companies like E-health, Health Benefits Direct and quite a few independent agents I know, as well as me, would object to your statement that person to person is always best. Conducting face to face presentations is only the best way to go when when the prospect is not comfortable or familiar with buying things online. Given the option, most younger people prefer to do business over the phone vs. the mindset of older individuals to conduct business face to face. Limiting yourself to in home-business presentations is not prudent for up and coming health agents. Then again, it really depends on the type of agent you want to become.

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PostPosted: Fri May 02, 2008 2:30 am   Post subject:   

For me face to face is the only way to go, the telephone is only a means of introducing myself and having them invite me over to talk about helping them with their insurance needs.



I agree with Maze that you need to get the term pitching out of your vocabulary. You need to see youself as someone who is helping your customer. Just be genuine and do the right thing by a client. This will pay off in the long run because they will be on your books longer and also give you referrals.



mac

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PostPosted: Sat May 03, 2008 1:44 pm   Post subject:   

Quote:
You need to see youself as someone who is helping your customer. Just be genuine and do the right thing by a client. This will pay off in the long run because they will be on your books longer and also give you referrals.




beatuplunchbox, you are exactly on target and you seem to be one of the "good guys". I enjoy your posts and look forward to working with you here in this insurance community.



The phone is almost obsolete in our business, due mainly to the "no call" list and caller id.

While people are alive and perfectly healthy, oftentimes the insurance agent is the last person they want to talk to. But when a close friend or relative dies suddenly, leaving a family in a total financial disaster, the insurance agent suddenly becomes the first person they want to talk to.



Kinda' strange, isn't it?



Maze


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PostPosted: Mon Jun 16, 2008 4:32 pm   Post subject:   

Quote:
Do you prefer direct interaction or phone calls?




The best approach is direct interaction with the prospect. There are many reasons why it is important to talk with the prospect personally. By personal interaction, you can discuss well the benefits of the plan. You can explain the importance of the plan for protection. Terms and conditions can be discussed properly and questions can be clearly answered.



In personal interaction, you can see the reaction of the prospect. By just mere presentation, you can determine the prospect's interest about the product that you are selling. You can see it on the way the prospect acts, interact and asks questions. The first thing that you need to do is to get the prospects attention. And determine his or her interest about the product.



In doing phone calls, these physical reactions cannot be identified, so it is difficult to asses the area that you have missed to discuss. It has been thought to us that phone calls are just for setting appointments and not for selling. Never sell on the phone. You can get the interest of the prospect when you are talking personally.[/quote]
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PostPosted: Thu Jul 17, 2008 7:43 am   Post subject:   

Mr. Wouldbeagent.....

Never ever try to discuss things with prospect on phone.....

Always try to arrange direct interaction with your clients....Face to face communication is much more effective than phone calls because in personal meeting, you get to see your prospect's emotions and whenever you feel he is attracted towards certain point or poilcy, try to make up your discussion on that....

The major disadvantage on doing talks over phone is that if phone line is disconnected, it never leaves a good impession and next time he will avoid you..

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PostPosted: Fri Jul 18, 2008 5:14 pm   Post subject:   

It is very important that you know your product well. By knowing your product, you can easily give suggestions on what is best for the client based on their own personal preference. I myself does not recommend selling through a telephone. Telephone is used only for setting appointments but is not an effective way of selling.



If you are talking to the customer, you should remember AIDA. This is a popular sales tool. AIDA stands for Attention, Interest, Desire, Action.



Try to get the attention of your prospect by being so good in introducing your product. If you can get the prospect's attention, try to check if that person is really interested on what you are talking. If interest is taking place, try to give some good points why your product is very important. Create the desire for the client to make the action to buy.



Insurance selling is not easy, but it is not that hard. You need to learn the basics of selling and develop and create your own way of closing a sale.

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PostPosted: Sat Jul 19, 2008 6:00 am   Post subject:   

I agree with Mr.Joven222...

You should know your product well in order to maximise your earnings and profits.Once again I would like to sell through direct comunication i.e. face-to-face selling because it gives your prospect a feeling that he can trust you and your company and investing his hard-earned money with you will not bring him loss..



And thanks to joven222 to tell us all about AIDA. I too have heard it before but what it actually meant was cleared by you.

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