You're selling ideas. You're selling trust. You're selling promise. People contact you about something important in their lives, so you better make sure you offer business insurance in South Carolina that they can afford.
You're selling yourself.
This is such a big problem that most insurance salespeople quit in the first 2 years, and many agents are afraid to hire inexperienced salespeople.
I hate to see young producers fail, and even more, I hate to see agents miss out on the largest pool of cheap, passionate, open-minded talent. Company assets can also be at risk when owners or key figures in the company become ill or die. A good consultant like Bear River Insurance Company can identify this need and offer a solution that can protect the company, its assets, its employees and, of course, its owners.
That's why I created this resource. To help young insurance salespeople succeed and encourage hiring agents to consider young, inexperienced applicants, go to this site to find an agency that will be a role model for others.
If you know a young insurance salesperson, please pass this article along to them. And if you do:
Follow these 21 tips to become an inexperienced but incredibly successful insurance salesperson:
1) Dress more professionally.
According to Qantas Insurance, it's obvious that if you dress more professionally, customers will take you more seriously. I don't need to convince you of that.
But when you are the smartest person in the office, your colleagues and your boss will take you more seriously and most importantly, you will take yourself more seriously!
Sometimes trust comes from the outside. If you look like that, everyone, including yourself, will start to believe it.
2) Avoid using "young" jargon.
Have you ever told a customer or potential customer that you are "all about" customer service?
Do you express your agreement by saying things like "Understood," "Exactly" or "Hopefully"?
Don't get me wrong, I believe in being yourself and not apologizing for it, but when you are trying to sell, the more you talk like your prospect, the more successful you will be.
If your prospect doesn't use those terms, it's harder to gain their trust when you do.
3) Find common ground.
Regardless of their age or background, they always have something in common.
Did you grow up in the same neighborhood? Like the same baseball team? Bought from the same grocery store? Do you both love your family?
Ask questions and find out so you can focus on the generalities and skip the rest. Working at Uber may seem easy and fun, but you need to know how to compare Uber's insurance quotes online and get the best insurance that covers customer injuries.
4) Ask about your child's prospects.
If you're trying to sell to someone much older than you, try to find out if they have a child or grandchild your age, and ask lots of questions.
You'll be putting pressure on their brains to think about their loved one. This will make your prospect more likely, since they'll want someone else to do the same for their child.
Also, even though you're young and inexperienced, if you're more polished than their child, you'll be a real pro compared to them.
5) Reference to combined experience.
Remind them that they are not just buying from you.
"I passed my licensing exam 3 months ago and I am so lucky because we have over 45 years of insurance experience in our office! In fact, every policy I write is reviewed twice by the agency owner".
If experience can be a problem for your prospect, make sure they know you're up to your neck in it.
6) Learn from experienced colleagues.
Technology has created a very unusual situation in the business world.
It makes young people think they are smarter than they really are.
As a technician, I know it's hard to take advice from someone you've just seen write a sentence in an email.
But I also know more millionaire insurance agents than almost anyone else, and I have found almost no connection between their technical skills and their success.
That will change for your generation, but learn all you can from those who have been around.
7) be an enthusiast
An enthusiastic young salesmanHave you ever seen a commercial without enthusiastic salesmen?
Everyone likes enthusiasm, and as a young salesperson, you can show unbridled enthusiasm without looking like an idiot.
People will think you are young and have a lot of energy.
They will like that. And they will believe it.
8) Watch the markets.
According to learnbonds, if you want to relate to a more mature and professional audience, follow the stock market.
You don't have to be an expert, just know enough to ask questions that don't make you look stupid.
After qualifying someone by asking if they are following the market, ask them something like, "What sectors do you think will do better in the next quarter?
And don't become one of those Kramer wannabes who thinks they always know the sleeper shares. That will make you look inexperienced to someone who has been following the market for years.
9) Listen to the voice on your phone.
Record your voice on the phone while you talk to some customers.
Do you sound confident?
Do you sound like the kid who picked up the phone in Dad's office?
10) Sell to other young people.
There's one group you have a big advantage in selling to... Other young people!
And guess what?
There are millions of them!
Millions are buying houses, millions are getting married, starting businesses, having children, buying expensive things!
Go out and get them!
11) Don't ignore the basics of sales.
Sorry to burst your bubble, but Facebook, Twitter, text messages and QR codes don't sell insurance.
Sure, there are tools that can make things easier and more efficient for agents, but social media will never replace the basics.
Read Dale Carnegie's "How to Win Friends and Influence People. It was written in 1936 and tells how Teddy Roosevelt, Henry Ford, Benjamin Franklin and many other elders succeeded long before Mark Zuckerburg.
Everything in this book is as relevant today as it was 75 years ago.
12) Talk less, listen more.
Sales - Skills and AbilitiesA young or inexperienced salesperson is always motivated to demonstrate his or her knowledge.
You want prospects to show that you know your business because you are a little concerned about it yourself.
The more you say or explain things they didn't ask you, the more obvious it is that you don't know.
And the more likely you are to ask a question you can't answer!
13) First you have to increase your age.
The best way to avoid an objection is to raise it and overcome it before the perspective has a chance.
Make jokes about your inexperience and be honest about it.
Once you bring it up, you'll have a reason to explain why your prospect shouldn't be bothered.
(You're well trained, you're licensed, you ask questions when you don't know the answers, etc.)
Here's the best example.
14) Be better prepared.
If your inexperience makes you feel inadequate as a salesperson, then find a way to avoid it.
Work harder, work longer, learn more about your products. Have an answer to all possible questions.
Read books about sales, listen to audio tapes about sales, attend sales seminars.
Stand in front of a mirror, colleague or friend and practice writing sales scripts, practice rebuttals, practice closing.
Nothing gets through to you. Get ready and go after it.
15) Live in the trenches.
Selling insurance is hard, hard work.
The insurance agents you see with big houses and nice cars playing golf all over the world didn't get there overnight.
They sold and sold and sold.
And sold more.
It's the only way to be super successful in this business, and if you want to be successful, you have to be successful too.
16) Become a salesman.
Sales motivationYou can't trust the agency or operator you work for to give you all the marketing ideas and generate potential customers.
17) Don't spit out features.
When you're new to selling, it's common to focus on product features rather than profits.
At some point, you've learned about the 10 product features, and you can't wait to test your knowledge by telling buyers about the 10.
Unfortunately, they don't care about all of them.
There may be one or two characteristics that interest them, and it's better to ask questions to identify the needs of the customers so you can explain how your products will meet those needs than to try to explain everything.
Don't tell your customers the characteristics, identify their needs and fulfill them.
18) Do not use jargon.
Nothing says "bad salesman" like using jargon for someone who doesn't understand it.
There's no better way to show prospects that you don't care %” about them than by using terminology that no one outside your industry should know!
When you're new, you have the unique advantage of being able to communicate with customers like an outsider. People will relate to you better if they feel you are still on their side. You haven't gone over to the "insurance salesman" side.
Don't use the jargon, it just makes it seem like you're hiding something.
19) Recognize and act on purchase signals
I've seen many new salesmen shoot themselves in the foot because they don't know when to shut up.
When someone is ready to buy, let them do it.
If it's so important to explain everything, then do it. After you get their signature and their receipt!
20) Don't sell for the price.
I understand... people buy by price, compare by price, and buy by price.
You buy everything by price too, right?
No, I don't.
This is the point:
If you honestly believe that people only buy based on price, then quit today. You're in the wrong business and the industry doesn't need you.
We're not going to survive on a bunch of price tags. The whole industry will suffer if you don't quit now.
Do you need any ideas to sell the value? Read this.
21) Embrace your youth.
Go crazy. Be reckless. Be passionate. Be young!
No one has ever had a mid-life crisis and no one has ever become an insurance salesman. Don't be afraid to bring the business to life!
Smile. Laugh. Be funny.
Who would you rather spend an hour talking about insurance with?
Don’t Just Read This Article:
- Make a list of strategies that will help you.
- Develop an ACTIVE plan that you will follow.
- Share this resource with every insurance school classmate or young colleague, so they owe it to you.
- And click the "Like" button to show me you want more material for new salespeople.
- Start using insurance company automation solutions, they can give you a competitive advantage.
- Selling bear insurance is different than selling anything else.