It's not always about fancy, high-concept technology. Invention is indeed the Mother of Necessity. Innovation and life transforming solutions are often the result of end users simply being creative, resourceful and doing the same old thing - better!
The same is true with Insurance sales. Even without deploying Screaming Edge technology and tools, we can change the entire customer journey and experience by purely improving the Agent's telephone Presentation. Almost every Policy is won or lost, not because of a flashy CRM or AMS, but due to an Agent investing in the Mastery of his/her craft with proven Sales Best Practices.
Every Direct Marketing agency across the U.S. is filled with thousands of Average to Low Producers. The reality is that these poor sales reps actually hurt the customers by not helping them secure vital family protection. The top 10% of Agents- those DM Rock Stars who write 1,000+ polices per year- all have access to the same products and utilize the same Agency Systems as the sucky performers. Except they Close at a 3X rate!
What's the difference??
Their secret is NOT more advanced technology- it's 100% the result ofMastering their Habits and consistently providing the customer with a better, more controlled and expert Presentation. The fundamental foundation and spring-board for Agent sales success on the phone is a manifestation of the acronym, "P.A.C.E."
The great news is that these Life tele-sales skills are low tech, staring right in the mirror, and can be taught and mastered. With desire, insight and the right coaching- Agents can redesign their basic Wheelbarrow, and transform their Habits and Presentation to produce Life changing results!
Todd Ewing is the Founder and President of InsuranceMined, the leading Insurance Consulting Company focused on Sales Acceleration, Process Transformation & Growth for Direct Marketing and the D2C marketplace. Todd is a recognized industry Pioneer, Thought Leader and executive Sales Coach. He's led many of the top Direct Marketing companies, including managing the largest Direct Life Insurance agency in the United States. A former Executive with InsWeb and Tansamerica, he has built and grown numerous InsureTech and Start-up companies.
Todd is a featured Presenter and consults for the top Carriers, BGA's, DM's and Institutions in the insurance industry.
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