First off - we're holding a webinar today on the benefits of joining the association followed by a Q&A session. Go to www.ihiaa.com and click into the webinar link. Yesterday was our largest enrollment date yet!
There is power in numbers and as membership grows we have more leverage to work on steep discounts on services agents use every day.
Onto closing deals. Are you wasting time with tire kickers? Are you trying to chase people down - calling over and over, leaving message after message?
Don't wast time with tire kickers and don't spend countless hours just giving away free information to prospects who never had any intention of enrolling.
It's hard in this business to create a sense of urgency; we can't offer discounts; "buy by tomorrow and save 10%" like most sales industries.
Still - urgency needs to be created but it's a thin like between coming across as helpful without turning into a used car salesman.
Qualification is the key. Regardless of the lead source, my initial conversation is a series of questions - not statements. A huge mistake agents make is going into sales mode with prospects; going over plan benefits and rates.
Instead of launching into a presentation, ask a battery of questions. They won't answer the questions or seem disinterested? Done - move on:
Me: "So what's your biggest concern now about your coverage - your rate or benefits"
Prospect: "ummm, I dunno."
Me: "Ok, what's your current rate?"
Prospect: "Ummm, I dunno. Around $300 I guess."
DONE!!! Move on! There's no interest there. Interested prospects will engage you, answer questions and convey dissatisfaction about their current situation.
However, if you're not careful you can even lose the interest ones but not setting yourself up as someone who's gonna do business.
When I have a prospect on the phone who's conveying interest I have to get them excited about what I can do for them. Normally I'm saving clients money and I put it like this:
"Well Pam, you're currently paying $640 and based on some quick quotes I'm looking at you can save just over $200 a month. How does that sound?" When she says it sounds great I'll say:
"The good news is this is very simple. I can show some plans side-by-side and once you choose the plan you want I can take care of the application in minutes."
This positions me as someone who's gonna do business - no someone who's gonna just "show them quotes." When you do a presentation it's important for them to be in "buying mode" instead of "researching mode."
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