Closing the deal for insurance industry

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hey what's up y'all prince daniel here founder of internetagents.com where i help insurance agents scale their commissions to six to seven figures using the internet with facebook tick tock and youtube right so i'm back here again today with another video that i want to tell tell you a quick story on how you're going to be able to really take your conversions of closing from 10 up to 40 with this one simple strategy okay and i'm going to tell you a story so for those who don't know me um you know i've i've been in the insurance space since i was 18 years old i started off i got licensed at td bank and then from td working as a financial services representative i then moved over to wells fargo and then i was a banker there wells fargo and i dealt with more annuities and single premium policies clients who really have more than 50 000 so i i had a very particular uh a very a very particular audience type who already had the money and we were doing a higher premium basis where i was doing more index universal life policies and also like you guys hear about like uh uh infinite banking i was doing infinite banking like when i was 18 years old 10 years ago because i was trained to do that at the bank because i was dealing with wealthier clients so when i hear it today it's so funny because it's so big today in 2022 but when i moved over into starting my own agency jack life insurance which is still available today and we dominate the internet with all of our advertisements you might have even seen some of mine as well is that um our art the client base shifted so i once i once dealt with clients who had 50 000 or more and now i'm dealing with clients who you know can barely afford to pay 50 to 60 per month really because you know in the community where i'm from you know inner city you know man every dollar counts you know so when i shifted that that audience over and we started to get on the phone i i began to sell them the same way that i would sell a 50 000 client and i realized it wasn't working like you know our close ratio was like ten percent so we're we're getting one thousand two thousand three thousand leads coming in on a monthly basis i mean on autopilot i mastered that part of how to get leads i've never had to buy from a single lead vendor i know how to dominate the internet with insurance but we weren't closing the deals you know and i'm like i know these people are interested in insurance what are we saying on the phones so one day i'm one day i'm you know i'm having a call with a client and i'm talking to them on the phone and uh i remember i said something in i remember actually having a call recorded and i listened back to the call as i closed that deal and i said to myself why did i close that deal and i realized that the entire time that i was on the phone i never used the word life insurance not until of course we got down to the part where i they obviously need to know that it's insurance because you know they're signing a life insurance application but the basis of of my call i didn't say i didn't use the word life insurance at all and then from that point i said okay maybe that was a theory so i get on another sales call and i said you know what let me not use the word life insurance again i didn't use the word life insurance throughout that entire call as much as i possibly could 95 of the time and i focused on their needs and it closed and then it closed and it closed and then i said okay let me further test my theory out now my best sales rep who my sister cassandra she closes like she closes like 50 life insurance applications a week right like she closes 200 a month like it's massive like i mean she's like one of the best sales reps i've i've ever come across ever and uh and then i told her the same thing i said cassandra just do me a favor where you know don't don't actually say the word insurance on a call in fact just try to focus on their needs and use these specific words and she started to do that as well and she's like yo don it works our clothes ratios are going up much higher higher higher higher and i'm like man and then i started to scale it down to multiple other agents as well and it just began to start working right so here i want to be able to share with you i wanna share with you what were those buzzwords that i found that i want you to be able to start using now on your calls as opposed to using life insurance and what i want you to get away from this is stop using the word life insurance stop using it the reason why you have to stop using this word is because of the fact that there's already stigma around life insurance especially if you're dealing with a very specific audience so if you're dealing with lower income communities uh which most of us on the asian side are because it's very competitive dealing with people with 50k 100k plus to put inside of a policy and there's a very small amount of people who can't even do that to begin with right so in doing so you're most likely dealing with the average person that has 30 to 60k so the thing is life insurance is already a stigma around that and i'm going to tell you why you know there there was once a time where you know you had agents you know snake loyal agents who would knock on doors and would sell all these type of policies that weren't even good for the communities and a lot of times now you know the family members the children and the grandparents you know they thought that grandma had a policy but come to find out it was an accidental policy that was sold a whole different way and now couldn't pay for the funeral so and then also you got to look at it like this it's also a low-income community we we've never even seen the power of life insurance work think about it when have you seen a million-dollar check get cashed you know from somebody in your family or in your direct family from aunts uncles grandma's grandparents parents right the odds are if you haven't then you can't really you can't really have a tangible you know a grasp on the fact that it works and people in our communities it's the same exact thing so when you use life insurance they're already like nah i heard about that before that doesn't work and i'm already afraid of it because i know that you're like another sales agent that's trying to sell me on this and now the stigma around it is they can't trust you and it's because they believe that you're trying to sell to them not because they believe that life insurance doesn't work it's because they believe you're a salesman that's not trying to help them so with that how do we solve that equation we solve that equation by using specific trigger words that are going to be gauged towards building trust and gauge towards helping them and solving their needs and before i get into those triggers i just want to share one more thing with you right there was a statistic out there that i read the other day to my sales team and i said the statistics show that the average consumer only believes that 13 of sales professionals actually care about solving their needs that's major it means that they don't they don't believe in 87 of representatives and agents and you're a part of that 87 i'm a part of the 87 but we need to figure out how we now can become a part of that 13 and there are easy ways to do it but we can't drive life insurance down the line because it means that we're only in this for commission and we're not in this for the client and here are the buzzwords i'm going to pull it up here i have it on my i have it here so i want you to write down these buzzwords these are going to really help you all right but buzzword number one security right so we use the word security hey how are you mr mrs client my job here is to help you be able to create security for your family so that when you pass away you can leave generation well right i never use the word life insurance my job here today is to help provide you with the sense of security right buzzword number two support hey how are you mr mrs client my job here today is to help create a support around you of some sense of financial support around you so that something were to happen to you you have the ability to lead generational wealth for your family right booms that's that's support family hey how are you mr mrs client my job here is to protect your family so if something were to happen to you they don't got to move out of their house they can stay and have a piece of the mind right so that's secure that's that's family number four is love hey how are you mr mrs client my job here is to protect the ones that you love right that's that's love number five is comfort hey how are you mr client my job is my job here today is to provide you with a sense of comfortability financial comfort so that we can protect your family and lead generational wealth in the event that you're no longer here right number six proactive how are you mr klein my job here is to provide you with a sense of comfortability so that and then you know allowing you to be proactive about your financial situation so that by the time something happens to you you're not scrounging and trying to figure out how you know your family's not surrounded trying to figure out how to you know pay for this house we're going to be proactive here on a call today and provide you with some real solutions so that your family can have a peace of mind right number seven planning ahead how are you today mr mrs client you know my job is to help you plan ahead today so that by the time so you know if something were to happen to you that your family is not running around using gofundme to try to pay for your funeral and also be able to make sure that the house is taken care of we're going to plan ahead today to make sure that you can have a peace of mind you can sleep better at night right number number eight knowledge how are you mr klein my job today is to purely provide you with knowledge around my job is to purely provide you with knowledge around how you can create generational wealth for your family using some tools that have been around for a very long time number nine is legacy how are you mr klein my job is to provide you with a legacy and to also provide you with knowledge so that we can leave generational wealth for your family using solutions that we've already that have already existed for a very long time and wealthy people use it all the time number 10 is peace of mind how are you mr klein my job today is to provide you with knowledge and to also assist you with planning ahead so that you can have a peace of mind knowing that your family is going to be set up with generational wealth in the event that you're no longer here so if you all listen to all 10 of those scenarios and by the way y'all can use those those are free those are your intros right like how do you introduce yourself into a conversation and that's what i really just gave you here and i want you to share this you know you know take this for yourself today as an agent and take this with your sales team today i think that i think that you're going to be able to enhance you know your your close ratios with your clients if you decide to remove life insurance from that equation when you first get onto that call with that client and you focus more on their needs which are number one is security number two is support number three is family number four is love number five is comfort number six is proactive number seven is playing ahead number eight is knowledge number nine is legacy and number ten is peace of mind you used all ten of those words i can assure you that you're going to see a 10 up to maybe 20 30 40 closed ratio because of the fact that the client now trusts you and you know that you're not in this for commission you're actually in this for them all right so if you found this valuable please go ahead and like comment subscribe to me subscribe to my youtube channel here also share this with other agents that are in your community so they can get this information as well and last but not least again i'm prince donnell the founder of internetagents.com so if you're interested in scaling your agency to six to seven seven figures in commissions i created an entire uh uh eighth i create an entire community and in uh uh eight framework system that's seven hours long that's really going to dive deep into assisting us scaling so you could become an internet agent that dominates facebook tick tock and instagram with that said see y'all soon in the next video peace