Do you believe in what you’re doing? Then prove itArticle added by Jeremy Nason on January 10, 2012
Jeremy Nason

Jeremy Nason

Dallas, GA

Joined: October 29, 2005

My Company

Insurance Pro Shop

The advisors we work with who are truly successful at selling life insurance speak from the heart, and believe in it so strongly that they own policies on themselves.

Are you ready to take your career to the next level? Would you like to become the respected, trusted advisor the people in your local community want to see? Then you must learn how you can truly make a positive difference in the lives of your clients, friends, neighbors and prospects, and get them to take immediate action.

With the problems we are facing in our economy, would you agree that people today are looking for real help with their finances? Your clients, friends, neighbors and prospects want to believe they can take back the control of their money. They want to know they can have a secure financial future.

If you want to succeed in insurance sales and take your business to the next level, then you must show people that you understand them and are there to really help them. It’s what will set you apart from most of the people in this industry.

Your purpose is not to sell products, price or investment returns. Your mission is to show people how they can take control — and stay in control — of their financial lives. Until you truly believe what you do matters, and until people believe that you believe, you'll have a tough time achieving the sales success you desire.

What the top producers know that you don't is that people will buy based on your set of beliefs, your energy and your enthusiasm.

Owning what you sell

When working with your clients, friends, neighbors and prospects, one of your most powerful sales tools is a testimonial. With permission, you can recount a satisfied client's situation and describe how you were able to help them.

The danger in this lies in the credibility of the story. Your prospect may, at least partially, disregard the story as a sales ploy. The best way to combat this is to make the testimonial your own by owning what you sell.

This is a great tool to push those hanging prospects over the top and buy the concept or product you are selling. For example, if you are selling to a primary market such as families and offering life insurance, you better be doing what you’re preaching.

How can you sell it if you don’t believe in it?

By owning what you sell, it gives you credibility that you are a believer in the coverage. You can even take your own policy along with you on your appointments to show the prospect what was appropriate for your situation.

Bringing your policy along with you to the appointment shows the prospect you followed your own advice and purchased a life insurance policy. It becomes concrete for your prospect, and while in the midst of making an emotional decision, your clients will see that you took the steps to protect your family. Therefore, they should do the same.

The advisors we work with who are truly successful at selling life insurance speak from the heart, and believe in it so strongly that they own policies on themselves.

To own what you sell only makes sense both from a personal standpoint and a professional one. During the course of a life insurance policy sale to a prospect, the question always pops up, “What kind of policy do you own?” If you are not able to answer that question quickly and honestly, then your prospect will see you as a salesman, pushing a product and not trying to help them long term.

There are two benefits to purchasing a policy on yourself. First, you are protecting your family and the assets you have worked hard to accumulate, just as you encourage your clients to do.

Second, to make the deal even better, you still earn commissions on the life insurance policy you purchased for yourself, further reducing your out of pocket cost for the policy. In addition, depending on the company, your first year of premiums could be free.

It really comes down to practicing what you preach, by following your own financial advice to protect the family and the assets you’ve spent years working to build. This goes for everyone, no matter what you sell, be it LTCI, disability, critical illness, etc.

Believe in what you do. If you don’t believe in it, how can you sell it?
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