Selling Insurance – Submission, Approval and Persistence: Article 8 in Randy’s How to close Insurance sales series.
Hi everybody.
For those of you I have not met,
My name is Randy Mc Arthur.
Health Insurance sales is just like any other sales. It is primarily a numbers game. The more stuff that you throw against the wall the more will stick to the wall. You can do the same things that will increase your throws or submissions. You can do some things that will improve your control or approval rate. And last but not least, you can do some things that will improve your E.R.A.
You can increase the number of throws you get at the wall by increasing the number of opportunities you have to do business. Develop or purchase a system to do business in the insurance industry. The system must include several different marketing tools and step by step instructions on how to use them. My system includes; phone scripts, voice ads, roadside signs, printed and electronic media ads, pull tabs and much more.
Now that you have increased your opportunities to do business, it would be nice to close a few deals and get them approved. You can improve your approval rate by doing two things, but you must do both of them. You must learn your insurance plans and underwriting guides if you want to have any idea of what to tell your customer to expect.
In, addition you must ask the questions that will appropriately lead the customer to a close.. I said appropriately to a close. You must ask the questions in a very inoffensive manner, that you need answered in order to close the customer by choice with the understanding that he needs to tell you the truth so that your explanation of the policy will be valid and accurate. In other words, he needs to embrace your point of view to his benefit. I can provide a list of sample questions and trial closes that have proven to be successful over time.
The last and most important piece of the wealth building puzzle in the insurance game is persistency. It is you personal ability to keep policies active. The best way to keep policies active is to view active policies as PEOPLE on the books.
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Send birthday cards, prepare people for rate increases, prepare them for changes in the law. Find a way to communicate with them at least twice a year and preferably once a quarter. You will find that is harder for a customer to cancel on another person than an insurance agent.
I can help you protect your book of business. I have examples of correspondence that I have been sending customers for the past three years.
Well, as you can see, health insurance sales is just like any other sales. You will be most successful when you follow a plan and perform a structured process. I have a structured process to share with you and am willing to help you anytime. All you have to do is ask.
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