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  • Tag Archives insurance industry sales
  • Sales Tip of the Day – DAY 1

    Leaving messages and not getting calls back? Here is a script for those folks who are not returning your voicemails:

    “Hi Mary, this is Shelly Blume over at BBI. I’ve got to tell you, you are a tough person to get hold of, but you know what? I consider that a good thing. It tells me you’re working hard and you’re making things happen and you’re the type of person I like to work with. So I’ve got an idea since the phone is not working so well. I’ll plan on coming out to your house on Friday between 3 and 3:30 to drop off the guide. Now if you can do me a favor, it’s about a 40 minute drive out there, if that time does not work for you, please give me a call and suggest a better time that works for you, that would be great. Otherwise if I don’t hear back from you I will assume that Friday between 3 and 3:30 works for you and I will plan on introducing myself to you then. Again, this is Shelly from BBI and my number is xxx-xxx-xxxx. I look forward to meeting you on Friday!”


    If you are wondering if this really works . . . here is how it worked for a current SWC coaching client:

    Just wanted to drop you a note regarding using this script.   It is fabulous.  I’ve used it on four calls and I’m thrilled with the results.  It definitely was a shot in the arm that I needed.  The first couple was today at 2:00 p.m. and they didn’t call to cancel but were at home waiting for me.   This was a couple I had been calling since April and never got anywhere with them.  The second call was for an appt on Friday, she did call and cancel but asked me to call her back with another day and time.  The next was an appt for next week and he called to confirm.  And the last one I haven’t heard from.

    Thanks again for your sharing this script.   Can’t wait to get going with our first meeting.

    Kathy Kemper, Community Service Counselor
    Olinger Crown Hill Mortuary & Cemetery


    Looking forward to your results – please comment below


    How many of you would like to be successful, financially independent by retirement? Out of 100 people, studies show that by age 65:

    20% are dead

    50% are broke

    25% are financially dependent

      3% are financially independent

      2% are wealthy


    1.     DON’T SET GOALS

    People spend more time planning their vacations than they do planning their lives. How many of you have 5-year goals, three-year goals, 1-year goals, goals for 6 months?

    Only 2% of Americans have goals written down. WRITE THEM DOWN AND REVIEW THEM DAILY.

    2.     DON’T HAVE A PLAN

    Lewis Carroll, Alice in Wonderland

    Alice:              “Where do all these roads lead?”
    Ches. Cat:      “Where do you want them to go?”
    Alice:              “I don’t know.”
    Ches. Cat:      “Then it doesn’t matter which road you take. You’ll eventually arrive  somewhere.”

    Many of us just float along.


    The major questions you need to answer: What are you going to live your life for?


    The problem with the economic bubble that we were in just a few years ago is that it allowed many sales people to  develop the wrong habits.  For a while, so many of us could  just be order takers, never learning how to be disciplined prospectors.  Now, those people are struggling because in this economy it is more of a numbers game than it has been in a long time.  We all have to actively prospect many potential clients to find the ones that are a fit for our product or service.  So, if you want to guarantee failure, do not see  enough prospects.     


    Another bad habit that many have is their attitude.  If you catch yourself complaining about the lack of qualified buyers, or about regulations, or about how you have to work harder now for the same or less money-then you are focused on the things that you cannot control.  Continue to do that and you will succeed in making your life measurably worse by attracting more of what you don’t want into your life.


    The Bible says, “As ye sow so shall ye reap.” You can’t plant corn then harvest wheat. You can’t manipulate, crush, abandon people on the climb to the top. You’ve got to surround yourself and help as many people get what they want and you’ll be sure to get what you want.
                        No one goes his way alone.

    Get involved with something bigger than yourself: Volunteer at a homeless shelter, take a rookie in your office under your wing, get involved in your church. Self-absorption is deadly. Again, you will get what you want out of life; if you help others get what they want.


     Unfortunately, being average is easy. I once heard if you want to be average, find an average person … do what they do (especially in their spare time) and you’re guaranteed to be average.

    Am I willing to discipline myself to excel? Or, am I content to be average?

    Unemployment is at 9.8% right now. Are you thankful that you are employed?  Are you making the most of it every day?

    8.     EXPECT TO FAIL

    Are you expecting to fail or succeed? What do you picture? Example: In golf, using your bad ball when you approach a hole with a huge water hazard – you just know you won’t get it over.

    Has your manager ever set a contest and you made up your mind from the beginning that there was no way that you would win?  Do you ever walk into an appointment knowing that you are not going to make the sale?  Do you think your prospect is not going to be able to afford what you have to offer?

    The problem is that too many sales people decide ahead of time for their prospect that they are not going to buy, and then they get frustrated because they didn’t.


    Apply the Common Denominator of Success: Successful people form the habit of doing things failures don’t like to do.

    So many people in this world say, “Someday I will, or I really ought to, or I’m going to.“

    Look at your behavior and look at your goals. Does your current behavior match your goals?  If your answer is “no,” you either need to change your behavior or lower your goals. 

    I’ll close with this question, “What are you doing NOW to create your own Success?”

    To your success,




    Emmie Young

  • Tailored Closes & Appointment Setting for the Insurance Industry

    You need to get in front of your clients more in order to retain their business and create some new business.  Whenever you have a review with a client, it is a total win-win.  You have an opportunity to cross-sell, and worst case scenario, you build a relationship.  A relationship is like a bank account. 

    In the case of your relationship with your clients, you have to constantly be putting in deposits because every time they have someone tell them they could be saving money elsewhere, when they see a silly, cheesy commercial advertising lower prices, or they have some negative experience of any kind, withdrawals are being made.  You have to have a sufficient “balance.”   If the “withdrawal” is too large and the account goes in the red, your client will leave you.

    Closing questions are designed to naturally funnel your client into choosing to set an appointment.  Instead of asking an open-ended question, ask a series of “Choice of 2 Positive Questions.”   

    1. When would work better for you to come in, this week or next week? (give them a choice of two weeks)
    2. I am super booked every morning, but I do have a spot either on Tuesday or Thursday afternoon? (give them a choice of two days)
    3. I have 2pm or 4pm open.  Which one works best for you? (give them a choice of two times)

     After the appointment is set, solidify it.  Ask, “So, does ___ at ____pm definitely work for you?”  And ask them to get their calendar and write it in there with a little smiley face because getting together with you will be fun.  Remember, missed appointments cost you time, which is money.

    If they give you any kind of objection during the close for an appointment, here are a couple of recloses you can use:

    The Crystal Ball:
    “If we were to possibly save you money, would you be happy that you met with me?” or “If we were to find that you didn’t have the right coverage, and you were able to fix that, would you be happy that you met with me?”

    A Tie-down:
    “Having the right kind of coverage is important to you, isn’t it?”

    The goal is to get them to say “yes” here.  As soon as they say “yes,” go right back into the “choice of two positive questions” that lead into the appointment.

    Your Partner in Success,

    Emmie Young
    Professional Sales Trainer
    Southwestern Consulting
    [email protected]