Preston Diamond's Insurance Sales Tips

Make it your most profitable ever!

When you think you have the need to add an additional account manger or one quits or you “career adjust” an account manager, stop and consider firing 100 clients instead of hiring an additional person or replacement.

Which is less costly and more uplifting to the staff? When you rebuild your book with 100 new clients you would rather insure, then it may be time to hire.

Are you thinking of moving your office? Even if you are not, maybe you should.

Does it not make sense to locate where the business you want to write is located?

An agency moved to a large industrial park. Each morning the producers visited the coffee shops in the park. They started seeing the same people.

They reduced travel time dramatically. They could even walk to many prospects, saving money, getting exercise and reducing stress. Well, you get the idea.

If you use a printed proposal, print it front to back.

Long proposals intimidate most buyers.

Which makes the best impression…a 40-page proposal printed on one side, or a 40 page proposal printed front to back?

Remember perception sells.

If you must carry a briefcase, carry the slimmest one you can. It’s for the same reason as the last tip.

The mind thinks in comparisons.

As you present, your potential client is subconsciously comparing you to all the other presentation they have experienced.

Therefore, you must provide an experience, not just a presentation.

Who is your biggest competitor?

It’s mind trash. It is all the things your buyer must contend with.

The buyer only has so much mind share you can buy. That’s why your first few minutes are so critical. It must exactly be the buyer’s hot button.

Moreover, you know what that is if you listened well during the pre-presentation visits.

After a potential client visit, the producer should either:

• Handwrite a short note reinforcing the opportunity to work together or…
• Write a letter confirming their understanding of the meeting and future steps with a timeline.
• About 6 days later, the potential client receives a letter from an agency principal.
• In about 8 days, the next touch is from the account manager.

All of this is set up by the producer laying out the timeline when he/she will come back to present.

You miss the opportunity to be hired because there is no contact between the first visit and presentation time…often 30 or more days. (If there is contact, it is typically to gather additional information…a time waster in the buyer’s mind.)

That also plants the seed in the potential client’s mind the producer didn’t do a complete job during the initial information gathering stage. (The buyer may think, “Will it be any better if that person is my insurance agent?”)