Tips for selling insurance: stay within your comfort zone
Good insurance advice should focus on ways to easily increase sales. A common misconception is that having more prospects means you should automatically sell more insurance. When you learn to disqualify prospects without difficulty, it makes you a stronger closer. Is that how it works.
Virtually all insurance agents are pressured to focus on working well beyond their comfort zone. The comfort zone is almost completely opposite to the twilight zone. However, if it is too harsh outside of your selling comfort zone, it will feel like you are in the twilight zone.
DETERMINE YOUR COMFORT ZONE To determine where your comfort zone is currently, draw a circle on a piece of paper. Now, look at the median home values in your immediate neighborhood. Put your average figure in the center of the circle figure. ($ 150,000 for example). Net, multiply that number by 3 or an additional 30%. Add that figure to your original amount. ($ 195,000) for example that figure. That new amount, you write it down outside your circle. Now remember your ten previous sales. If they were made in a neighborhood within your circle, put an “x” in the circle. If the house was worth more, put a “y” outside its circle.
WHAT DOES THAT MEAN? How many marks were an “x” and how many were a “y”? I am willing to do the same that you had more x than y. If you are like most insurance sales agents, my advice would be that it is normal. You feel comfortable selling to people with similar incomes to those around you. My advice would be that you need gradually Step up to make more appointments with potential clients in the ‘Y’ or yes zone.
SET A VERY DIFFICULT GOAL. The 90-day goal should be for the outside-of-your-circle number to increase by 2% plus the “and” marks outside your current comfort zone. This would increase the amount of your insurance premiums and, along with it, your commissions. Sales history shows that this goal seems easy, but it is very difficult to achieve and maintain.
THE COMPANY’S SALES AREA Approach your sales manager and hope that for once you will get the truth and not a fable. Ask him what the average sales amount is among all the agents, along with the average price information about the value of homes in the neighborhood. He will come to you with the outrageous figures, which happen to be the same as the race. wants the agency. Give yourself a mental boost. Find out which zip code your sales manager lives in. Then, searching for census data on the Internet, you will find roughly what you are earning and what the home value of customers around you would be. A sneaky tip Determining your income is taking the value of the house, dividing it by 3 and you will be in the ballpark. You are now determining your personal comfort zone. advice: don’t tell him this.
Compare your comfort zone to the comfort zone of your insurance sales manager and the zone the company expects you to be in. When your sales manager isn’t even close to company expectations, how could you be? In fact, this insurance council, detective work. You should find that 20% or less of your sales peers are working with the company’s expected ideal customers on a consistent basis. The other 80% will be within, or even close to, your initial personal comfort zone.
Trying to increase your sales to customers by 50% outside of your area will only lead to too few sales and a false sense of inadequacy in your sales skills. It’s easier to find a sales position elsewhere that allows you to be in your comfort zone. Start with a step-by-step building process, no one starts at the top.