Free Life Insurance Leads
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Free life insurance leads can be derived from annual
reviews, policy delivery and innovation.
free life insurance leads can be generated in many different ways. one of the best ways to get free life insurance leads is to ask for them during the annual review or policy delivery. I use to train my agents to understand that this is what we called called "the second sale" in every interview. but it should not be the only thing, as we will share with you in this article.
Over time, my record keeping system showed me that each referred lead card that I received, using the below referred lead card system shown below generated me an average of $176 per card. Once i realized this, i seen this as a source of deferred income that and it was a fact that i could not dismiss. I realized that even if i did not make a sale and achieved my goal off getting 3 referred leads from the prospect before I left, I knew that i made $528 off that interview.
another objective during this annual review or policy delivery interview is to make sure you set the stage and plant the seed for a future sale.
Just like any other part of your life insurance selling career, you
have to prepare for the sale, or in this case the annual review. An ad
hoc attitude is not a good approach, and agents that send the policy to the client in the mail will never benefit from this concept because of their laziness.
Lets examine these two concepts one at a time.
So here is what I trained my agents to say to get referred leads
- Mr. Prospect, my business requires
me to meet people. Good people like you. Since we last visited is there
anyone else that comes to mind, that I should sit down with to share
some of the ideas we shared. (Have a couple referred lead cards handy to
fill out) Stop talking and wait for some type of response. )
- (Sales Tip)When you ask someone for referrals, you
need to learn to zip the lip till they say something. You need to give
them time to think. They are sorting stuff out in their minds. Don't be
answering for them. Learn to be patient.
- As me and my clients developed our relationship, there
were many time that I would go back for the annual review and my clients
would already have a list of referrals, made out and waiting for me.
They would say something like "we know your going to ask, so we
already put some names together for you"
- Learn how to use this proven and tested free life insurance leads sales talk called the card system. It is your second sale and your most important part of any interview, whether it is the first time or it is a servicing interview. This
is when your referred lead system is at work and you trained your clients to
help you grow.
That is when you know you have arrived... .
Learn and Earn
Setting the stage for a future sale from an existing client
by planting that seed upfront.
When I got ready to contact my clients on their policy
anniversary date, I made sure their name popped up in my tickler file on
the date the policy was issued.
And then once I knew what date they would receive their annual
statement from the home office, I would send a letter out saying
"congratulations, it's your 1st policy anniversary date". I will be
giving you a call and I will be coming by and we will celebrate your
first policy anniversary date together.
I would indicate we will go
through the annual statement and help answer any questions they may
have. I would keep it simple and to the point.
Then I would follow up with a phone call to set the time.
Follow along and learn how to set the stage for future sales
- Setting the stage:
Once in the clients house, I would sit down with them and do
our small talk. And during this small talk I always tried to bring up or
refer back to something they said about their family the last time I was there. This is called relationship building.
How could I remember that far back you ask? I couldn’t, however
when ever I left a clients house after any type of interview, and got in
my car, I immediately put down something important that we talked about
related to their family on a 3x5 card and filed it for the next years
meeting. So if they said “Little Johnny was going to be having his piano
recital in a week or two”, I would be able to refer back to that.
I always was amazed at how impressed they were that I remembered.
This is called relationship building, and letting them know they are
special.
- Harvest Time:
So now we move the kitchen table and I would then pull out my
interview questionnaire notes from the prior interview which we filled
out when they bought the policy and again reaffirm why they bought their
policies and review the reasons that they purchased each policy.
- Then somewhere during reviewing my notes I will say:"I note
here that last time we visited we wanted to talk about getting some
insurance ( on your kids, mortgage cancellation policy,
disability,etc.") Do you remember that? And we said we would talk
about it at our next annual review.
(Because that seed was planted by me at the last annual review or
policy delivery) my clients would always say, oh yes I sort of remember
we brought something like that up.
I would then say "Good but let’s go through your annual report
and then we can talk about that when we get done reviewing this stuff.”
It was during these annual reviews that I continued to harvest
those seeds that I planted during my previous meeting, while at the same
time allowing me to build up my inventory of free insurance leads we
call referred leads.(More free life insurance leads) .
Learn to Plant the seed for future Harvesting
During any policy delivery or an annual review, not only do you want to get free life insurance leads, you also need to
plant the seed for a future sale by saying something to the following
effect at the end of the interview. (However, you should have rehearsed
in your mind before you got there, as to how and when you plan on leading into that seed planting ceremony.)
"Mr. Prospect, when we get back together during our annual review
you may want to consider a Baby Sitter Policy, or possibly a plan to
help with the establishing of a guardianship for your children, which is
a Guardian Trust Fund. (See how these concepts can work) click here.
This is how you plant the seed for future sales. (Remember, you can not harvest the crop if you don't plant the seeds)
You can suggest a mortgage cancellation policy, disability insurance, insurance on children, IRA program, etc.
After all is said and done and after I complete my annual review,
I will again ask for referred leads. (Remember: Keep training your
client) Free life insurance leads are yours for the taking, but you have
to ask.
This is always a great time to ask, as almost everyone that buys
life insurance usually will be telling someone about the insurance plan
they bought, and the type of person you are and the service you offer.
Your best free life insurance leads come from your clients.
If you have not stopped by and checked out Our Insurance Agent Survival Store you should do so now.
We also now have these Free Insurance Industry Resources to help you with more ideas.