Selling Must Be Reduced to a Linear Function

By: Adam DeGraide, CEO and Founder of Astonish Results

When breaking down the top reasons why insurance agents have failed in the past, much of it can be attributed to inadequate insurance sales training, complacency, and being afraid to just ASK for the money.

What most insurance agencies do not realize is that selling is really a linear math equation! What happens first must happen second, then third, and fourth.

If you are an insurance sales producer, do you know the exact amount of inbound leads or prospecting calls required to generate a face-to-face appointment? Do you know how many of those appointments are needed to write a sales proposal? How many proposals do you have to write in order to produce sales, write premium, and receive commission?

The million dollar question here is how successful do YOU want to become? How much premium do you need to write to generate your desired level of commission? In order to attain success at a high level, you NEED to set proper goals.

The first step towards achieving your goals is to reduce selling to a linear function. If I can set 30 appointments out of 40 leads, write 20 proposals, produce 10 quotes, and make 5 sales, I will make $100k per year! These metrics will vary per agency, but a day in your career cannot pass without you knowing your numbers.

Complacency and lack of daily structure are major issues within the insurance industry that has led a great deal of agencies towards failure. Structuring and planning your day is absolutely crucial to achieving success in a highly competitive field.

The insurance sales industry is not one where a salesperson can ever become too comfortable. If two days, four days, a week, or a month has passed and you still have no appointments for the month, this will lead to the dreaded “rollercoaster effect,” where you do not have any sales opportunities lined up.

Every single day you need to consider the implications of your actions. If you are wondering why your sales quota for the year was not met, it is likely because you have not taken the time to sit down and set your sales goals and define your metrics.

This same concept regarding sales metrics can be applied for the actual sales appointment with a client. As an insurance agent, you need to introduce yourself to clients and be prepared to answer a wide range of questions and possibly encounter objections.

The best way to begin to produce more sales is to understand your metrics and not be afraid to ask for the money! These are among the top reasons why insurance agents along with their agencies have been failing today and in the past with their sales numbers.

Knowing your sales metrics is a critical component required to help guide your insurance agency on the roadmap towards success! Once your agency defines its goals, it can lead to new and better sales opportunities for your insurance agency!

Call us today at 1.888.899.1936 to speak with a dedicated Astonish Results representative who will schedule a tour of our unique insurance marketing system for you, or sign up online for a FREE virtual presentation today!