Direct Insurance Marketing (Should I Cold Call?) Article 9 in Randy’s How to Close Insurance Deals Series.
Hi Everybody,
For those of you I haven’t met,
My name is Randy Mc Arthur
Cold calling is an excellent way to get to know your market but is very time consuming and scares the hell out of most people. Most agents have never been shown how to properly cold call and don’t realize that a “no soliciting” sign is really a welcome mat.
If you are wondering how I came to know this, I’ll tell you. In the beginning all I did was cold call. While I sold a lot more insurance than the average agent, when I was just cold calling, I realized that cold calling alone would never be enough to generate the paycheck that I wanted. So, I needed to do some other things to get more leads in my hands.
As an agent building a business, you should cold call the appropriate amount for you, after you have learned how to cold call. I can help you with that. You need to take a whole day to cold call on as many different types of businesses as possible. Pay no attention to “no soliciting” signs.
Think about it. What is the main reason to put up a “no soliciting” sign? The main reason is an inability to just say “NO.” If you are practicing my cold calling method, you will have proof in your hands that you are not soliciting for their business. Get it?
Don’t go cold calling empty handed! There are several different props you can use to adjust focus as you desire depending on who you are talking to, and their reaction to you.
Most sales people make one of three mistakes before they are taught effective cold calling methods: They either beg for the appointment, push and brow beat for the appointment, or provide information only but never ask for the appointment,
At this point, I want to share my definition of ALL SALES with you. My definition of sales:
Sales is the structured process of persuading someone to accept my point of view to their benefit.
While I have been in insurance sales for only three years, I have been a successful sales person, selling tangibles and intangibles, for over 20 years. My time proven cold calling method will not allow you to make any of the afore mentioned 3 most commonly made mistakes. My method incorporates the 5 steps that ALL SALES include, therefore it sells the appointment.
Now that you have learned how to cold call and have done it enough to be comfortable, take another day and go cold calling. But, this time keep score using my tracking system. The data that you record on this second day of cold calling will tell you how much time and money you should devote to cold calling relative to other types of lead generation.
Remember, all value is relative in nature. Therefore, a cold call’s value is determined by its cost effectiveness when compared to your other methods of gathering leads. After you learn how to cold call, you can determine the relative value of cold calling by using my FREE performance tracking system. After you know the specific relative value of cold calling, you can determine the amount of time and money that you should devote to cold calling.
My mission is to; first only and always do the right thing to help people insure that, through their own choices, they are making the best decisions they can make in order to guarantee their success in everything they do.
Good luck in all of your endeavors and god bless you. I’m looking forward to hearing from you. Just give me a call at (919)781-2018 or email me at randymcarthur@ymail.com . I hope to hear from you soon.
Thanks
Randy Mc Arthur
Thanks for visiting my insurance leads blog.
Cheers,
Mac
