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Insurance Agents & Financial Advisors - Are You Focused On The Right End Of The Business? (via Cobweb/3.1 Planetlab2.netlab.uky.edu)
By admin | February 13, 2008
Insurance Agents & Financial Advisors - Are You Focused on the Right End of the Business?
By Cheryl Clausen
All too often I find the agents and advisors that I work with are confusing activity with results and motion with progress. You want to succeed and you’ve been told if you just maintain a high enough level of activity something good is bound to happen in the form of sales. That’s a myth and you know it’s a myth. How many people do you know who entered the business and worked themselves to death before starving out and leaving the business. Activity alone will not make you succeed.
Another trap you fall into is thinking you have to know everything there is to know about the products you use in your business. Until you make a sale you don’t need to know anything about the products in your tool bag, and you need to know very little about products to make the sale. You don’t make sales as a result of product knowledge you make sales when you solve a problem or fulfill a need, and the customer could care less what product is involved in the solution.
You know you have to make sales and your bank account is screaming dangerously empty. Now you’ve been told the best way to make sales and put money in the bank is to get out and meet with people. Unless you’re closing at least 80% of the people you meet with you shouldn’t be focusing on low value appointments. Meeting with anyone who can fog a mirror just makes you tired and costs you more money than you’re bringing in. Yes, you absolutely want to and have to hold appointment, but how you get those appointments will determine your success.
True success is rarely the result of luck and when it is it doesn’t last long. You need to learn how to be intentionally successful. When you look at the basics of how a business works you realize that in order to have clients to take care of you have to have sales, and in order to have sales you need appointments. Not only do you need a full appointment book, but you need a full appointment book of people who want to do business with you.
Marketing is how you make that happen. Everyone in business is in sales and anyone in sales must learn how to market themselves. You need to learn how to market yourself so that you attract the right people who want to do business with you. Marketing not only fills your appointment book today, but it provides the system for predictably and consistently filling your appointment book. Put your focus on marketing first and then you can work on sales, customer service, and a referral system that works.
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Tags: career sales training, insurance sales success, investment sales success, sales training course
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Topics: Insurance |