Just Ask for the Money!

By: Adam DeGraide, CEO and Founder of Astonish Results

Why do insurance agents struggle when asking their clients for the money? In many cases, insurance agents don't understand how important asking truly is.

While training hundreds of agencies across the country, we've learned that agents are highly skilled at a great many things--understanding insurance issues, discussing coverages, looking for savings, and in most cases, even building rapport with their potential customers. But even when the top agents in the country craft a really effective sales presentation and with a pristine delivery, they STILL struggle with the actual close of a sale!

The fact is, a large number of insurance agents are unsuccessful harvesting dollar commitment out of a prospect because they are UNCOMFORTABLE talking about money--and for a sales-oriented industry, that is HUGE problem...

For some clients or prospects, discussing money is seen as invasive, so the agent will avoid the subject altogether in FEAR of losing the sale. By not getting your prospects to commit, you are blowing sales opportunities and LITERALLY leaving money on the table.

Some insurance agents will sit with a prospect all day and display their vast product knowledge if the prospect will listen to them. This is a major error made by many agents in the insurance industry. The prospect will then take the information they learned from you and go shop elsewhere. By allowing this, you are letting your prospects turn you into an unpaid financial consultant. During any client appointment, it will get to a point where the sale needs to rise to the forefront of discussion. When it does, be READY to ask for the money!

Even if you buy a lot of ‘hot and qualified leads’, those do not necessarily always turn into sales if you are not aggressively attempting to close your sale when the time arises. Most insurance agents believe that if they purchase X number of leads, they will produce Y amount of sales. This is only the case if you can actually close those deals.

Purchasing leads does not generate sales. Closed deals DO!

Your job as an insurance agent is to be there for the client to address a need of their own. No matter how well you can communicate with your prospects, it will still be their decision if they want to do business with you! You need to take the necessary steps to ensure that you're effectively closing your deals so you can help your business reach its goals. By undergoing extensive insurance sales training in this area, insurance agents will have a much clearer idea on how to address their prospects needs and be able to construct a tailored solution. This will enable the agent to CONFIDENTLY ask their prospect for a dollar commitment.

Come learn how to 'ask for the money' at this year's 2012 E-Agent Summit! This event will take place at the Hilton Orlando Bonnet Creek in Orlando, FL on October 28-30, 2012. This is the one time every year that the top leaders in the insurance industry can come together to discuss specific ground-breaking marketing tactics they used to successfully grow their business into what it is today.

As the leading provider of digital marketing and sales training for the independent insurance industry, Astonish Results is perfectly poised to help grow your business. With the creation and implementation of a blended online strategy, let us help you change your agency forever. Call us today at 1.888.899.1936 to speak with a dedicated Astonish Results representative who will schedule a tour of our digital insurance marketing system for you, or sign up online for a FREE virtual presentation today!