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You will find that this insurance selling tip is very unique and rarely used by managers, because many managers and personal producers never even think about doing something like this.
There are many reasons why an insurance agent should tape their sales presentation, as well as their telephone calling presentation when things are going well. the first and foremost reason is to create a check point that you can refer back to if there is the beginning of a sales slump. (getting appointments or closing sales)
A sales slump is an indication that something has changed. And in many cases when referrals go down and sales drop off, it is usually a result of a series of small changes the agent has unknowingly made in his/her presentation.
That is why it is good idea to use this insurance selling tip and get
in the habit to create for your file, a taped presentation of your
existing sales presentation for a self analysis.
Below are just a few other reasons on why you should tape your presentation. It will help you do a self analysis pertaining to:
bottom line is that when my agents were humming and things were going
especially well for
an agent, I would encourage that agent to sit down and do an actual
interview on me or another agent, and then tape
By doing so, we have created an ongoing success starting point
for that life insurance agent if s/he starts having a sales slump.
Doing role playing with a new agent, or with me will also help the
agent get stronger.
What happens more often than not, is almost every agent starts to do minor subliminal changes to their presentation because of new schools they attended, or on information they may have read.
When an agent started to have some closing problems, I would ask "Did you change your sales presentation in any significant way?"
And in every instance "They would say, "well I may have added one or two small changes in the past several months."
At that time I would then set up a one on one office meeting so that we could sit down and review what he currently was doing by having him give me his current presentation, then we would listen to his taped presentation when things were going well.
So, if you are wanting to protect or improve your most important asset which is your
sales presentation, take the time to sit down and tape your
presentation when it is going good. Use these Insurance selling tips to help you grow in the insurance sales profession.
And if you think you are having a mini sales slump take the time using this insurance selling tip and tape yourself and just listen to yourself. You might find out a lot of things about yourself, like maybe you are talking too much and not asking enough questions.
I hope this insurance selling tip article will help you down the road when the time comes and you are having a sales closing slump. Check out our other insurance selling tips using the nav bar on this page.
Have a great day....Ted
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