Some people get into the insurance industry to buy themselves a job. When unemployment is rising and you face extreme competition for every job you apply for… the idea of securing a job for yourself seems like a good option. Others don’t want a sales job they want a business.
The agents who want a sales job are sales representatives for the insurance companies they sign on with. If you choose the sales representative route you should:
* Buy yourself a good headset because you’ll need it to make a lot of cold calls
* Buy a high quality pair of comfortable shoes because you’re going to need to pound the pavement
* Toughen up your thin skin and guard your glass jaw because you’re going to get a lot of resistance and rejection.
This is one tough sales job. You can expect a lot of hard work with few rewards for your efforts.
If you are expecting the insurance company to provide you with the marketing plans and tools you need to succeed you will be greatly disappointed. If the tools provided by the insurance industry worked well you wouldn’t expect to see 85% of the new agents fail within their first 18 months but they do.
By the time most sales representatives figure out the things they are told will work won’t it’s usually too late.
However; you may be different. You may have the determination, persistence, and tenacity to beat the odds.
Others enter the insurance industry because they don’t want a j-o-b. They want a business that provides for them today and all their future days. They want the financial security and personal freedom business ownership can bring.
To make that dream a reality you will need to successfully address and head-off the push back:
1. I already have an agent.
2. I’m not interested.
3. I don’t need this expense right now.
To overcome and remove the push back you will need to:
1. Communicate what’s unique or special about how you help people get what they want
2. Give your prospects a reason to be interested in what you can help them get
3. Help prospects see what you sell as the investment required to get the solution, outcome, or result they are already looking for.
How much could you increase your sales starting now? Get “The Blueprint for Increased Sales” eBook and audio here (FREE)… http://increasesalescoach.com/blueprint-increased-sales.html
Increase Sales Coach Cheryl A. Clausen helps business owners, entrepreneurs, and SOHO’s in service industries get highly qualified prospects contacting you – giving you an unfair advantage. http://IncreaseSalesCoach.com/blog
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