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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.
That is when you know you have arrived... .
Learn and Earn
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.
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.
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