Do you want to become a better insurance salesperson?
Insurance sales is a competitive and demanding profession.
To get the best results, you have to be at your personal best.
After all, in many cases you aren’t simply selling insurance – you’re selling yourself as an insurance agent.
It makes sense then, that to become a better insurance salesperson, we must work on ourselves, as much as we work on our sales skills.
I’m not talking about making dramatic life changes.
There’s a reason just 8% of people achieve their New Year’s resolutions.
Most New Year’s resolutions contain life changes that are too big. We become overwhelmed and fall back into old patterns.
However, over time, we can see substantial improvements in our personal and professional lives from seemingly small life changes.
It’s often the small changes that make all the difference.
Here is a list of 12 small life changes that will make you a better insurance salesperson in 2017 and beyond:
1) More Patience
Telling an insurance salesperson to be patient is like telling my three-year-old, Duke, to be still.
As much as you probably hate it, patience is crucial for sales.
“The average person, after asking a question, waits no more than 2 to 3 seconds before rephrasing it, answering it themselves, or moving on to another topic,” says Jill Konrath, sales strategist and author. But according to Konrath, “Research shows people need 8 to 10 seconds to formulate the start of their answer. Once they get talking, they come up with more ideas, firm up their thinking, and gain additional clarity.”
While you definitely need a sense of urgency to drive you to close more clients, you also need the patience to identify when leads are and aren’t ready for closing.
In the age of digital marketing, having patience means nurturing your leads with great content until the timing is right.
Email marketing is a great place to start. Check out Mailchimp for inexpensive email marketing option.
2) Improve Your Consistency
Consistency is one of the most important traits of great salespeople in all fields.
You can’t expect results when your work ethic starts to fizzle out by Wednesday.
According to Eric Holtzclaw, author of Laddering, there are 5 powerful results from consistency:
- Consistency allows for measurement.
- Consistency creates accountability.
- Consistency establishes your reputation.
- Consistency makes you relevant.
- Consistency maintains your message.
In short, consistency allows trust to be built.
As we all know, no trust, no sale.
3) Avoid Snacking Throughout the Day
If your insurance agency has snacks around the office, it can be tempting to munch on them between meals.
The problem with light snacks is that they cause your energy levels to spike and crash throughout the day – especially in the afternoon hours when most people get an energy slump.
Not only do those snacks add up to a lot of excess calories, those lulls in energy also hurt your performance.
I work from home. With easy access to my fridge and cupboard, snacking can become a problem.
In order to curb mid-day snacking, (and dial in my diet), I’ve started using an app called MyFitnessPal to track daily macronutrient intake.
Having to log the food you eat creates an internal pressure and responsibility. Helping you to think twice before shoving down that jumbo cookie your favorite carrier rep left in the kitchen.
Stick to less frequent, more filling meals, and avoid the snacks to maintain consistent energy levels throughout the day.
SEE ALSO: 7 Habits of Highly Effective Insurance Agents
4) Develop Your First Impression
First impressions matter.
Because first impressions set the mental image with which another person categorizes you.
It takes just one-tenth of a second for us to judge someone and make a first impression.
A prospect’s first impression of you (and your agency) sets the baseline for their desire to do business with you.
If a prospect has met with several agents and all of you are offering the relatively same coverage and competitive price – who stands out?
Often it’s going to be the agent who made the best first impression.
In those first moments of coming in contact with you and/or your agency, (which can happen online, via phone, in person, etc., where doesn’t matter), the prospect is making determinations on professionalism, trustworthiness, reliability, and other vital personality and brand traits.
To set a good first impression, consider:
- Dressing sharp and appropriate,
- Being genuine, open and honest,
- Being positive and attentive, and
- Being on time.
These are just a start and will work to differing degrees with different people.
You get back what you put out into the world.
Prioritize the first impressions you make.
5) Start Exercising Daily
Want to put more quality hours in at work?
Want to be more focused on the job?
Want to be a better insurance salesperson?
You have to workout.
When you exercise, your body releases chemicals called endorphins. Endorphins reduce pain, improve self-esteem and trigger a general positive feeling in the body.
Exercising has many benefits aside from improving health and helping you stay fit.
Exercising regularly also relieves stress, boosts mental performance, and gives your body more energy – all things that make you a better insurance salesperson!
If you need help coming up with a program that will match your business schedule, try Tim Ferriss’ 4 Hour Body.