Selling tips.
Someone asked... Which is the most difficult part in selling life insurance?
To me.. Not prospecting, not the learning of our products or new rules & regulations, not the cold calling on telephones, not the approaching of customers, not the creating of new sales or repeated sales, not the rejection by customers, not the serving and servicing, not the assisting in making claims, not the getting of support from the main office BUT rather how to satisfy all my clients happily and smiling with me.
No prospect would buy from an unfriendly agent. The minute they like you and are very comfortable with you, signing up their cases are definitely easy. However when they like you too much, especially agent like Robert Foo who is so sweet and pleasant, they expect him to stay close with them all the time. BUT! God gives us only 24 hours a day, and one year we have only 365 days to live. If you happened to be like Robert Foo who has more than a thousand clients to cater, do you have sufficient time for all of them!!! Not forgetting to be successful, one has to live a balanced or rounded life. You can't be working and selling everyday. You need rest and relaxation. You need to spend time with your loved one. You need time for holidays. Also don't forget your health and exercise. What about community work for the needed one outside your working environment. God is fair to you, but have you spend time with him too. So! Your old and new clients love you and they expect you to see them more often. Do you think you could still have the extra time for them? Not easy! Right?
My formula is... I take all my clients as good friends who are important to me. Being that they are very important to me, I could remember their names, including their families. I remember every story they related, I remember their aspiration and dreams, and I remember their sorrow and sadness if ever happened. I might not be able to see them as often as possible, but the minute I could speak to them in person or on phone, I remember everything that I last spoke with them. If they were doing well, I know but if they were not doing well and had problems, I would be the first to appear in front of them. Why? Because they are my good friends.
Unless you have this passion of approaching clients, you might not succeed in selling life insurance on a long term basic. I speak from my heart.
Food for thought - A customer is the most important visitor on our premises. He is not dependent on us – we are dependent on him - Unknown
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