6 Daily Tasks of Successful Insurance Agents
There is
always a price for success in any business venture. Insurance selling is
without exception. The price for success is to do things you are not
comfortable with. You may experience pain by stretching yourself. You may need
to make sacrifices in exchange for the success you want.
Successful
insurance agents are aware of the price for success. They know the success of
their business relies on their own efforts. They know they need a good work
habit to assure their business success.
Highly
successful agents organize their efforts and religiously execute their business
activities on a daily basis. The following are the 6 daily tasks highly
effective insurance agents do:
(a) Planning
Top
performing agents can multi-task. They are very good at planning their day.
They write the game plan. List out the tasks they want to accomplish. Get
started and stay busy with the tasks they assign to themselves.
They are
able to identify tasks that give them highest payoff and maximize activities
that support their sales results. They structure their days in such a manner
that they get the most out of every hour spent.
(b) Make
appointment
The only
reason why we do not have any appointment is because we did not make any in
advance. We reap what we sow. If we don't make appointment, we have zero
appointment.
To top
producers, making appointment is a continuous effort. Telephone call is
insurance agents' first contact with their potential customers. Knowing how to
interact with prospects over the telephone can make a difference when meeting
with them face to face.
They may
have called many people, yet they can still remain fresh and enthusiastic. They
know they have only once chance to create the first good impression. They do
not manufacture enthusiasm, they are genuinely excited when talking to people
over the phone.
(c) Face to
face with customers
Insurance
agents are always put to tests when meeting with their prospects. A number of
skill sets are being evaluated when they are up close and personal with their
prospects. Doing homework is a must prior to meeting with the customers.
Their
ability to build trust with prospects, their tactfulness to move from one phase
of the sales process to another, their creative way to arouse interest, their
attention to details when listening to customers' concerns, their problem
solving skills etc are all always scrutinized by their customers.
To high
flying agents, the biggest contributor to success will be the amount of time they
spend communicating with customers face to face. It is important for them to be
in front of their prospects as often as they can.
(d) Getting
referral
Top
producing agents always have their pipelines filled with referrals. They always
have someone else to see at the end of every appointment. To them, getting
referrals is not a nice-to-do but a must-do daily task. That explains why they
never run out of prospects.
To earn
referrals, they make sure they do fantastic jobs for their existing customers. Successful
insurance agents build solid relationship with their customers and delight
their customers with quality service. In return, they are rewarded with good
quality referrals.
(d) Stay
motivated
Motivation
is the fuel driving insurance agents to keep moving forward. Top performers are
able to program their minds so that they can always stay motivated. Their
positive mental attitude is one of the reasons why their customers want to do
business with them. No one wants to buy from an unmotivated salesperson.
(e) Self
improvement
There are
days you do not make any single sale. So long as you carry out your sales
activities honestly, you will never go home empty handed. There are always
lessons you can learn from things you do.
Top
achievers always look for opportunities for self improvement. Self improvement
does not necessarily mean they have to acquire a new skill. A person can become
smarter by learning what mistakes to avoid.
Commitment
to improvement is the foundation of greater success. Star agents are always
mindful that skills and knowledge is the currency for success. They don't mind
to set aside a percentage of their income for personal development.
Successful
insurance agents focus on building good work habit. They build habit by
diligently carrying out the activities they plan for themselves on a daily
basis. It is their habit that brings them incredible experience and
achievement.
Habit
separates winners from the mediocre.
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