I received a call from a client (a benefits broker we'll call Joe) asking for some advice. He wanted to talk about a prospect he was looking to close, but who had just called him with a question that left him shaking his head.
We spend a fair amount of time and energy training insurance producers. Of course, given that it is their agency owners who engage our services, some producers come into training more excited to be there than others. To be fair, some would rather be anywhere else but sitting there with us for two days of training; we call these folks “hostages."
In so many ways, the sales game has changed. Well, to be fair, the buying game has changed, but too many salespeople still take the same old, tired approach.
By now, I hope you are aware that buyers are doing most of their research online and mostly have their mind made up before they are even willing to meet with you.
I don’t know about you, but I am so tired of the whining and excuse making.
- “Selling is SO hard these days.”
- “I can’t get anybody to take a meeting.”
- “They don’t even open my email.”
- “Nobody will answer their phone.”
- “I don’t think they even listen to voicemail.”
As we start thinking about the new year, most agencies are (hopefully) starting to set goals for 2017. The cornerstone goal is likely the amount of new business they need to write as an agency, followed closely by the allocated goal for each producer.
They suck so bad, you can’t even afford to write that new account.
Do you have any idea of how upside down you are on a majority of your book of business? You may want to make sure you are sitting down for this one.
Let me take a guess, you are BEYOND crazy busy, right? And, while all of your busy-ness is important, it probably doesn’t really feel like it’s moving you forward does it? You probably even find yourself wishing/hoping/praying that you had time to stop and have actual, strategic-level discussions with your clients or – how crazy is this – go out and actually sell something new. Am I right?
I talk to producers every day. I hear lots of success stories and I hear lots of challenges; I hear about things they love doing and I hear about things they hate doing. Success or challenge, love or hate, there are two things that are consistently discussed as part of all four: practicing and prospecting.
Wondering why you can’t convince prospects to move? You aren’t giving them a reason. It’s time to re-evaluate your marketing and sales message.