Working New Insurance Leads: Article 4 in Randy’s series on closing insurance sales.
Hi Everybody,
For those of you I haven’t met,
My name is Randy Mc Arthur
Today I want to talk about working new or fresh health insurance leads. The pervasive attitude among health insurance agents is that fresh health insurance leads are at least 10 times better than older health insurance leads.
Some agents (the ones that don’t last very long) simply refuse to work the older leads. But, they are a lot smarter than me anyway. While fresh leads are better than older leads and close at a little better percentage, their main function is to supply you with enough people to talk to, to make the money that you want to make.
New leads are very time sensitive. They need to be called as soon as you get them. When you get the prospect on the phone, realize that you are talking to a human being that for some reason chose RIGHT NOW to start looking for health insurance. I don’t care what stall he gives you, in fact he took the time to sit down at his computer, enter his personal information about himself, and his family and request information about health insurance RIGHT NOW.
Remember, when closing any deal, the unspoken question that you as a sales person must answer is; “WHY NOW?” and not simply why. The one thing that you know you have with a new lead that you do not know if you have or not with an older lead is some degree of urgency.
Your success with new leads will be determined by three skills that I have taught many people and am happy to teach you. These skills are;
1.Recognizing Specific Urgency: What event caused the immediate need.
2.Satisfying Specific Urgency: Answering the question “why now.”
3.Assumptive Closing: The step by step process in which the customer is lead to pick from no more than 3 (preferably 2) options that you provide based on the information he has given you during the conversation.
Like I said before, the primary function of new leads is to provide you with enough people to talk to. Most new leads become prospects that you have had previous conversations with. Who may or may not close depends on how well you work older leads. On the other hand, learn to be a first day closer and watch your personal income grow. I’m a first day closer.
Just like always, I’m only here to help anyone who asks. 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 to guarantee their success in everything they do.
Good luck in 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 . Hope to hear from you soon.
Thanks
Randy Mc Arthur