Show your agency what a fool you are. You have seen
internet leads make a difference for some insurance
salespeople. Just give you a lead and you can sell it.
Leads allow you to talk about your products. The more you
talk to prospects, the more sales you can make. Correct?
Wrong! An insurance salesperson proves he can sell, yet has
four major barriers to overcome. ONLY very successful sales
makers resolve all of these blockers.
1.Insurance salespeople and insurance salesperson
recruiters are just plain CHEAP.
The roadmap leading your journey to riches does not provide
any free gas or free prospects. Cheap leads run the gamut
from telephone directors to association membership lists to
acquiring the least costly prospect leads. These "prospect
leads" are usually internet shared leads.
The less you are willing to pay to reaching prospects
interested in your insurance products the longer and
riskier the road to success becomes. Rationalize why
internet shared leads are losers. The company selling an
internet shared leads, makes outlandish profits on each
one. You are misled into believing the prospect information
is given to 6 other agents, when the figure is usually 12.
And who knows if the prospect is a true insurance prospect?
You only spent $10.00 to get the prospect but the lead
company netted $120.00
2. You EGO is making your head swell.
Facing 11 other competitors you truly believe your selling
skills will outshine all competition. A stubborn, inflated
ego blocks out reality. The internet shared lead company
makes no guarantee this client is going to purchase from
any insurance salesperson. If your prospect has already
chosen to buy, can you swallow your pride do?
If you ever watched baseball, observe the catcher give the
pitcher a sign. The sign suggests to the pitcher which
pitch to deliver. The pitcher shakes off the catcher's
sign. Now the catcher has lost his chance of having his
pitch delivered. The same occurs with your pitch. Should
your prospect already decide to buy from a competitor,
don't bother to deliver your pitch. Face it you lost this
one! At this stage it hurts the ego trying to convince the
prospect your product delivers better.
Calculate what your odds were. The internet company
provided a shared lead in which existed a 33% chance the
prospect would buy. Since it is a shared lead, multiply the
chance (one to three), by the total agents in the game to
pitch the prospect. For a seller like you, one in 3 sales
likelihood evolves to one in thirty six. To your cheap
mentality it translates to paying $120 per chance. That
means a 33& closing ratio accumulate costs of $360 dollars
per sale. Acting cheap just cost you a bundle.
3. BELIEVING the internet lead company.
The sales lead company takes no oath to tell the truth and
nothing but the truth. Do you Still think most people are
honest? Do you think your auto mechanic charges you his
price for parts or the retail price? Profit is the name of
their game and your game too. Are you the first to enter
the field with a prospect before anyone else does, even
with a shared lead?
Once the first competitor has delivers his pitch, your
prospect may already hit on the offer. You are no longer
playing on a level surface. Each insurance agent ahead of
you further tilts the odds against you. Saving your best
pitch for last, will almost certainly bounce off the
prospect with little effect. Even if you are first to
deliver your insurance presentation and it is perfect, yet
no sale, do you still believe in the profit motivated lead
company? Easily they can take an "exclusive lead" prospect
that would not buy, and recycle it into a shared lead.
4. SALES do not equal the sum of leads plus presentations.
Let's face it, insurance salespeople remain dirt cheap,
even when knowing profitable ways exist. You can hide your
cheapness behind busy work. Seeing busy work keeps sales
managers off you back.
Is the prospect you are working on truly a lead? Do you
have the knowledge to provide a meaningful presentation
leading to a sale? Is your prospect willing and able to
purchase this insurance from you. You receive a tip that a
local business is looking for a health plan. No problem.
You call a dozen insurance marketers asking for a quote on
a nine person group. No sale, two were uninsurable, a 2,000
deductible was desired, and the owner way underestimated
the cost. You were way out of your league.
Face the music; you didn't take the time to determine if
your prospect for a group plan was a genuine prospect worth
pursuing. You did no fact finding about price, benefits,
insurability, nor had experience in this area of insurance.
To put it bluntly, this was a loser lead. Giving
presentations to masses of people does not equate to mass
sales. What about going back to cheap internet shared leads?
Maybe none of this article sunk in. It seems you have an
ego that can't be shattered, but your future is already
shattering. Either you profit, or others profit off you.
----------------------------------------------------
Don Yerke is the sales adviser and article writer for
Agents Insurance Marketing, a firm he founded over 25 years
ago. The firm's website is
http://www.agentsinsurancemarketing.com
In it you will
find agent and marketing tips, charts, research, advice,
and articles. If you enjoy articles telling it like it is,
you located the place. Insurance marketers and agents have
greatly benefited from Don's articles.
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