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Having a home-based office definitely cuts overhead prices, however, there are downsides. There are words and phrases that will hurt your chances of closing a sale over the phone. When you find the facts and suggest suitable products, your contact would have a range of objections. You want it to sound natural, but there will be plenty of openings for such questions. Be confident. However, a “drop-off” time makes it sound like less of a commitment. Make sure you have everything you need for the call in front of you before you pick up the phone. 7 Easy Steps to Sell Insurance Products Over the Phone at Home. 2. Winning Phone Scripts. They’ll get you thinking about your overall approach to phone sales and to your clients. Again, you have to connect with people, not just tell them what you have to offer. Selling insurance over the phone 1. Telephone sales account for a huge chunk of business transactions, and 41.2% of salespeople believe the phone is still their most useful tool in selling. 4 Basic Tips For Selling Insurance Over The Phone. The same is especially true if you’re selling to individuals. English. I’ve had this discussion with a couple agents who told me this was helpful, so I’ll pass it on here. Know your product. Improve your over-the-phone selling skills! Ask more questions, spend time really listening, and deliver your offering based on their responses. Insurance can sometimes be expensive and isn’t a product that the customer can see, hold, or touch. Take advantage. Use the person’s name. However, insurance agents are still hovering around a 92% failure rate in their first three years. Insurance; Credit; Loans; Real Estate; Saving & Spending; Retirement ; Winning Phone Scripts. Regardless what type of insurance you sell, the common objective remains to increase sales and your pipeline. You need tools and information the moment your clients request it, and it needs to be as accurate and up to date as possible. Say who you are and where you’re from, then ask a direct, poignant question to get the ball rolling. Develop a winning phone script that gets you in the door and in front of a potential customer. I’m not an idiot. Nowadays, all insurance agents want to know how to sell insurance over the phone. ALSO READ: 5 Tips for Selling Insurance Over The Phone. Do you have a million windows open on your computer? 8. Treat people the way you want to be treated. The secret to building rapport is to embrace the role of an advisor. Love your product. From using the right script to the right tools, here are the top 10 things you can do right now to close more deals over the phone. By stamping the return envelope ahead of time, you’re giving them one less reason to procrastinate. Listen. Instead of selling the solution, though, demonstrate how you can fix the problem. It’s about being a credible, … Ask questions. In order to sell them an insurance product, you’ll need to understand their needs. 4-minute read. Why is this? A sales career can be challenging, but even more so if all of your sales activity is accomplished over the telephone! Do some research on your prospects before you get them on the phone. Building rapport is not about being nice or talking about golf for ten minutes. As a salesperson, you don’t want to come across too mechanical. Here are 5 selling insurance techniques that are proven to be effective. Use the CRM within the Ritter Platform to take notes while on a call, create tasks, and store info while selling insurance over the phone. It takes a lot of focus and skill to switch gears from one call to the next. Schedule a demo today to learn more! How to Become a Successful Financial Advisor: Your First Year, 7 Fatal Prospecting Mistakes You Can't Afford to Make, 5 Ways to Generate Leads Without Cold Calling, 5 Reasons Why You're Not Getting Referrals, 5 LinkedIn Tips for Financial Advisors (Plus 3 Things They Should Be Tracking...), How Financial Advisors Can Build Client Trust, 11 Reasons You'll Fail as a Financial Advisor, How Financial Advisors Can Make More Money, How Advisors Can Get Out of Their Comfort Zone, 5 Characteristics of Successful Insurance Agents, get your clients to send referrals your way, The James Pollard Inner Circle Newsletter. Selling Insurance Over The Phone Like A Pro By Brokers Alliance by Tom Carolan 2. 5 Tips for How to Sell Insurance over the Phone . Before you mention a life insurance product, ask questions that build trust and reveal pain points. Selling Insurance Over the Phone or Via Video Call. Selling insurance over the phone is different from selling face to face. You have a solution. Allow me to get philosophical here. Saturday - Sunday: Closed. This video is unavailable. The most difficult part of selling life insurance over the telephone is getting your prospects to return the application. Yes, content is king. Copyright © 2021 | The Advisor Coach LLC |  All Rights Reserved. Selling insurance over the phone has become a popular option among insurance agents due to many factors. Episode #44. play pause. Why Selling Over the Phone Works. Is your desk covered with papers and coffee cups? Research has suggested that having good posture when making a phone call helps you to speak with more conviction, making you sound more confident in the process. Published On: 29th May 2019 - Last modified: 28th Oct 2020 Read more about - Skills, Call Handling, CallMiner, Handling Customers, Objection Handling, Outbound dialling, Telesales, Training. It’s where you write a bunch of low-quality blog posts as quickly as you possibly can and slap it up on your terrible website that still looks like it’s from 1997. Your tone of voice matters more than you think. Recently updated. If your tone of voice is flat and lacks any sense of enthusiasm, how do you expect the other person to ever show interest in your call? Keep Your Phone Calls Efficient. Know how to stay in touch even when the answer is no. Whatever you do, do not twist their names. An autodialer is especially helpful for keeping track of all your clients, including following up. Most sales aren’t made in a single phone call. By Sidharth Hampanavar. Being properly organized is one of the most important tips in phone sales because we tend to take on the mood of our environment. Tuesday, September 13, 2016 1:22:26 PM . Use the right tools to make your cold calling life easier. Selling from home can be a rewarding, liberating experience. Selling insurance over the phone can be hard work and requires perseverance to continue after getting a not so desirable response. Also read The Right Words and Phrases to Say on a Sales Call, as well as The Wrong Words to Say on a Sales Call. Life Insurance Leads - Should You Buy Them? You will not be able to close a deal on every call. Selling insurance can be tricky, especially if you’re a young or inexperienced insurance agent. Here are 10 … Ask some personal questions on your call, about spouses or children or other things that may come up organically. Then you’ll have more success than if you try to wing it every time. And remember, don’t give up. Sell your product. You should have the complete information on hand to … Don’t spend a long time on introductions. Here’s 14 tips you can implement today to sell insurance on value. These tips, gathered from successful at-home agents far and wide, will help … This can make selling insurance a challenge for some agents, but these insurance sales tips can help! Of course, merely calling prospects won’t result in a considerable increase in numbers. by Annette Gannon | Oct 19, 2017 | Tips. Watch Queue Queue. Say goodbye to the days of in-person visits to your prospects. That’s the real secret to selling insurance over the phone, or anywhere else. Try some of these invaluable tips for selling insurance over the phone: Set up your office thoughtfully - before you make your first call. Sit up straight or stand up. 10 tips for selling insurance over the phone. Scripts rank high amongst tips for selling insurance over the phone because they center you, ground you, and help you keep focus, even if a call isn’t going your way. Top Tips for Selling Over the Phone; 21 Top Tips for Appointment Setting; Originally published in September 2010. But the best scripts for insurance cold calls don’t focus on selling insurance. 5. 1. Get 20% More Call (800) 290-7226 or contact us at info@brokersalliance.com Being able to close a sale over the phone consistently is an important skill for an insurance agent to have. 1. I personally prefer phone calls right now, but Michael Sams explains that video calls might be the right choice for you. Watch Queue Queue Your success in selling insurance over the phone starts before you even pick up for the first call. Stay present and be human; demonstrate empathy and sympathize with your client’s needs. 3. Handle objections. Grow your pipeline with these selling insurance techniques. 15 Financial Advisor Prospecting Ideas & Techniques That Work! Therefore, we were engaged with more accounts and developed a larger pipeline. One thing that can help is to follow expert tips for selling insurance over the phone. You’re not going to sell an insurance policy to a cleaning company the same way you’ll sell an insurance policy to a law firm; They have different needs. You don’t have the same non-verbal clues like body language and facial expressions that are triggers to adjust your pitch when you’re selling over the phone versus a face-to-face meeting. 5 Ways Financial Advisors Can Improve Direct Mail Marketing Results, 7 Reasons You'll Fail as an Insurance Agent, SEO for Financial Advisors: 5 Things You MUST Know, Social Media Tips for Financial Advisors: Experts Weigh In, The Secret Behind Awesome Financial Advisor Value Propositions (Plus Examples), 5 Tips for How to Sell Insurance Over the Phone, 15-Step Client Onboarding Checklist: Onboarding Process for Financial Services, The Best CRM for Financial Advisors (CRM Software for Financial Services), 10 Actionable Seminar Marketing Tips for Financial Advisors, 9 Effective Appointment Setting Tips for Financial Advisors, 19 Financial Advisor Email Marketing Tips, How to Handle Rejection In Sales: Overcoming Your Fear of Rejection, 7 Reasons Why Most Financial Advisor Websites Are Terrible. "People I've never met before are used to doing FaceTime with the grandkids. To increase your commission, you need easy-to-implement information. Be prepared with a script and a closing statement. by Archie Heinl | Oct 31, 2018 | Insurance Sales Tips | 0 comments. One of the most important tips for selling insurance over the phone is to make your opening brief but powerful. They focus on the prospect. Over time, though, you’ll build the confidence needed to be successful in whatever the sales situation. You’ll be able to track in real-time how much closer you’re getting to the close, and without the chaos of notepads and spreadsheets. Jeb Blount February 16, 2009. Manage the connections you make with Call Logic’s cloud-based call management software. If you have a family or pets, you should designate a specific space as your office – one that’s far away from any noise and … Be organized. First impressions are important, so the last thing that businesses should want is an awkward scenario ten seconds into the phone call. Know when to take no for an answer. 11 Awesome Client Appreciation Event Ideas for Financial Advisors. We are currently experiencing playback issues on Safari. The real trick to selling insurance over the phone, or anywhere, really, is to establish trust, forge bonds, and make yourself the best salesperson you can be. 9 Elevator Speech Tips for Financial Advisors, A Day In The Life of a Financial Advisor: 7 Things You Can Expect, 7 Awesome Content Marketing Tips for Financial Services, Pros and Cons of Being a Financial Advisor: The Dirty Details Nobody Tells You, 8 Things Nobody Tells You About Being a Financial Advisor, 10 Things Financial Advisors Wish They Could Do Differently, 9 Awesome Content Marketing Tips for Financial Advisors, 12 Best Financial Planning Questions to Ask Clients, 5 Online Reputation Management Tips for Financial Advisors, Here's Why Clients Fire Financial Advisors, 5 Things Financial Advisors Should Never Do With Their Clients, 7 Tips for Avoiding Burnout as a Financial Advisor, 9 Tips for Creating a Financial Advisor Business Plan, 7 Must-Know Google Ads Tips for Financial Advisors, 7 Awesome Tech Tools for Financial Advisors, 10 Insurance Email Marketing Mistakes You Need to Avoid, 9 Facebook Marketing Tips for Financial Advisors, 3 Lessons From An Advisor Losing $1,000 Every Day, 7 Easy & Actionable Social Media Marketing Tips for Financial Advisors, 7 Door-to-Door and Cold Knocking Tips for Financial Advisors, 5 Things People Really Want From Financial Advisors, 5 Client Loyalty Strategies to Help You Retain More Clients, 7 Client Referral Ideas to Help You Get More Referrals, Top 10 Best Books for Insurance Agents (2020). Thanks largely to COVID-19, even if you wanted to, you can’t go to someone’s house and knock on their door—most people in all industries are interacting online, over the … These tips will get you thinking about more than just a close. Buy a laser printer. I know that price is the primary driver of insurance sales. By . Selling life insurance over the phone just takes a certain mindset. A meeting sounds like an appointment with the doctor. What’s this newfangled trend called “content marketing”, you ask? Buying life insurance is a big decision, so with everything else being equal, prospects will buy from someone they feel is a trustworthy expert. It is insulting to the customer and humiliating to the sales representative. And the best way to do that is by asking questions. Read the text version. 27 Financial Advisor Marketing Ideas & Strategies That Work! Do some external research if necessary. Not one of these tips … It’s been a few years since I’ve shared with you phone tips you can use right now. The benefits of selling health insurance over the phone, including the time and flexibility it affords you and your clients, are worth the effort you make to hone your skills. M-F: 8:30AM - 7PM [EST] Emphasizing Quantity Over Quality With Content Marketing. We always say sales is about relationships first, and you can’t form a bond if you only talk about the product you’re selling! 4 Things I've Learned From Testing 3.2 Million Financial Advisor Emails, What Is The Optimal Number Of Clients For A Financial Advisor? However, selling insurance over the phone is not as easy as buying it. Here are a few tips to ensure your phone sales presence is strong and effective so that you can stay ahead of your revenue objective every month: Use a good CRM tool. Despite digital and social media taking up so much of the advertising space, it’s the human connection that genuinely gets people to think about buying, and there’s no better way to create such connections than making phone calls. An engaging script hooks your prospect from the opening line. Looking For A Financial Advisor Internship? One of the most important tips for selling insurance over the phone is to make your opening brief but powerful. Many insurance brokers work from home successfully. Be prepared to meet their needs but also to meet their objections. Make it a conversation before prospects can put their defenses up. Say who you are and where you’re from, then ask a direct, poignant question to get the ball rolling. We also found that sales meetings by phone took far less time than in-person meetings. Effective Phone Selling Tips. This also helps the prospect feel heard and respected. (Future Outlook For Financial Advisors), How To Become A Virtual Financial Advisor (Plus Traits And Tools To Help You Work Remotely), An Open Letter To Financial Advisors With Imposter Syndrome (Plus 4 Tips For Overcoming It), Lead Pilot Review: Should Financial Advisors Use It? Home > Blog > 5 Tips for How to Sell Insurance over the Phone. When selling over the phone, you must establish credibility, authority, and expertise. Never assume you know what a potential client wants. Contact us to find out more! You can meet with your clients and prospects over a phone call or even a video call. This makes them sound “weak and wimpy” and only creates a poor impression in the … The number one reason for our success was we became more efficient. It’s also likely your prospect has already been contacted by (many) insurance agents trying to sell them insurance. Many insurance agents make outbound calls with fear and hesitation in their voice. Previous . Have answers for all of your prospect’s questions. As an advisor, clients will come back to you repeatedly, which means not just one closed sale, but potentially many. Memorize these and keep them out of your standard script. (Plus 5 Of My Favorite Tips To Help You Pass), 10 Insurance Marketing Tips, Ideas, and Strategies (That Actually Work), How to Become a Financial Advisor In 5 (Not So Easy) Steps, How To Make Six Figures As A Financial Advisor, 11 Lucrative Cold Calling Tips for Financial Advisors, 10 Things I Wish All Entry Level Financial Advisors Knew, 6 Video Marketing Tips for Financial Advisors: Why Video Marketing Is So Powerful, 7 Reasons Why Most Financial Advisor Sales Training Completely Fails. Take a look at your surroundings. Don’t spend a long time on introductions. We could cover far more ground over the phone. Here Are 10 Things You Should Know... How Hard Is The CFP® Exam? If you have thoughts along the lines of: “Agents who sell life insurance over the phone are different than me. Pros and Cons of Financial Advisor Coaching - Should Financial Advisors Hire a Coach? Do you use call management software to help manage your calls? The good news is that there are several relatively inexpensive ways to boost your business. Then you’ll understand what your prospect wants and how to provide a solution (or policy) that fits. No one will be sold on your product if all they hear is some insurance salesperson rambling on the other end of the phone. Use call management software like Call Logic to make follow up calls and send follow up e-mails easily. Selling a “meeting” Our key to selling insurance is selling them a “drop-off time” on the call instead of trying to close them over the phone or telling them you want to set time for a meeting. We cover the best practices to use when you're talking insurance with clients on the phone. Make it a conversation before prospects can put their defenses up. Some prospects will take a little more … Your prospect has a problem. 4. One of the challenges in sales is that every client is different. Insurance telesales is expected to grow by about 10% in the coming years according to the Bureau of Labor and Statistics. Technology has made the world a smaller place. Break Away From Limiting Beliefs . 3. Next. But I also know that selling on price alone will be the downfall of you, your agency, and the entire agency sale model. 1. Established your workplace thoughtfully – before making your first call. (My Answer May Surprise You...), Will Financial Advisors Become Obsolete? Mobile phones have, in fact, removed the geographical barriers as everyone is now just a phone call away. February 18, 2019. 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