Empower Your Insurance Industry Customer Nurturing with airSlate SignNow

How to create outlook signature

[Music] as an agent you understand how difficult it is to position life insurance it's not every day that you have clients walking up to that are wanting to purchase a life insurance policy and even if a client did you know that the likelihood of them actually being insurable is slim to none to be successful in this industry you must work nights and weekends and be proactive in letting your clients know that you actually sell life insurance but unfortunately there's a large group of Agents out there that are becoming discouraged they're not hitting their numbers that they've set out to hit and it's making a lot of people want to leave the industry so if you're a if you're an agent out there that's becoming discouraged or you're wanting just to increase your life sales this is the video for you because what we're going to do is we're going to understand why your client does not buy my name is is Tristan Thomas and I'm with trist Tom and today what we're going to do is we're going to talk about the four main areas that you need to focus on in order to have your clients ready to pull the trigger ready to sign on the dotted line now if you are an agent you've gotten to a certain point where your client is ready to sign or at least you think that they're going to sign and then they throw you a curveball and say something like I need to think about it you know that that's an absolute death sentence at that point and you're never going to hear from them again or they may say that the policy's too expensive in my experience rarely is a policy too expensive usually what happens is if a client sees value in the policy they're going to figure out a way to pay for it they may say I'm not sure or they may say let me talk with my family let me talk with my family is a good response but it's usually just an excuse not to purchase the policy or we hear the all too familiar all right that sounds sounds great let's talk about it next week well you're all excited about it next week comes along you call your client they don't pick up call them next week they still don't pick up next week turns into next month next month turns into next year and they're no longer a client you never hear from them again if you're an agent that have had your client say one of these five statements that is a good thing because you're getting close to them signing on the dotted but unfortunately what's happened is you're missing one of four areas and those are the four areas we're going to focus on usually in our experience what happens is clients are not buying life insurance because either they're one unaware two uninformed three L they don't see value there's a lack of value or they have a lack of urgency one of these four areas is the reason why your clients are not buying so let's dive into exactly each each one of these areas and why what we can do differently to change the way they think about life insurance first one comes to clients that are unaware when I work with PNC agents and health insurance agents and agents where life insurance is not the bread and butter they're wanting to increase their life insurance numbers but they're not talking to all of their clients about life insurance they're doing it randomly there's no Rhyme or Reason why they're talking about life insurance or it only happens if it just happens out of just a natural conversation many times clients are just unaware of what you can provide for them so what you need to do is you need to change the way you approach the conversation with your clients let them know what you offer and why you do what you do what you need to do is you need to figure out what your purpose is let them know that you're here not just to protect them on their auto insurance or health insurance but you're here to protect them um in any unforeseen event including on the the life insurance side or maybe there's a financial goal that they're wanting to protect whatever it might be you need to let them know what you can provide for them because that's the only way that they're going to be aware number two is the clients that are uninformed there's so many misconceptions out there with life insurance most clients see life insurance as a cost and that's just an uphill battle that we have to continue to push against now regardless of if you're in the boat uh where it's Byer invest the difference or you're in the boat of permanent policies with cash value is the way to go regardless of those difference there's other problems out there that or misconceptions that you need to focus on with your client and the only way to understand those misconceptions from your client is by asking them what their opinion is on life insurance if they say that uh life insurance isn't for me ask them why get them to talk more about their stance on life Insurance just to see exactly where they are then you can talk about the value or excuse me the benefits of what life insurance can do for them right you can inform them more after you figure out where they currently stand next and that leads straight into lack of value usually what happens though is clients don't sign on the lot dotted line because they don't see why this actually can be beneficial to them they don't see the value for them they may see it from their family's perspective but not for them so what you need to do is you need to uncover the needs of your client and how life insurance can help fill that need right that's the only way to actually show True Value in a policy so to uncover needs you got to ask questions and it's not just ask one question and then provide one life insurance policy it's asking a hundred questions if need be to uncover and understand your client's situation and there you will be be able to be able to position the best type of life insurance policy for them and they'll see the value in the policy so create value and lastly and this happens all too often is you get clients that don't see the urgency there's a lack of urgency in buying life insurance that's why clients will say okay let's talk about it next week or they'll say oh well we'll do the underwriting after I lose a few pounds I've heard this a few times also your clients don't see that there's actually an urgency to purchase life insurance no one truly sees why we need life insurance until a triggering event happens maybe a family member passes away or they're diagnosed with high blood pressure or God forbid cancer or or something along the lines that could affect their insurability that's when clients will come up to you and want to purchase a life insurance policy because then they have a sense of urgency so what is your job as an agent to create create that urgency let them know that there is no better time than today than to purchase this policy or that what we can do is at least go through the underwriting process to see if they're as healthy as they look you need to create some sort of urgency where your client realizes that this policy is something that they need to purchase today so these are the four main areas that you as an agent need to focus on in order to increase your sales to recap you got to make sure that your clients are aware if they're if they're not aware if they're unaware then you're not able to purchase or they're not able to purchase a life insurance policy through you clients that are uninformed or have misconceptions of what life insurance can do for them that's another reason why they don't purchase maybe they don't see the value or they don't see the urgency if you can knock out all four of these areas and make sure that they're aware informed see value and see urgency they're going to find the money it will happen again my name is Tristan Thomas and I'm with trist Tom and we provi provide videos just like this on a weekly basis to help you become a more effective agent every single day and also please don't forget to check out our website it's at . trist tom.com and that website is helping you become a better agent it's your One-Stop shop for all of your life insurance needs and that includes life insurance sales training case management consulting if there's a large case that you're working on also uh complete client relationship manager if you don't already have one think about that as a simplified Salesforce where you can upload all of your files and you can take notes of all of your clients so you never miss another opportunity and also for those independent agents out there we actually have a ga that we contract through with over seven different 70 different insurance carriers to choose from from to make sure that your clients get the best possible solution for whatever situation they face and this entire website is completely free to sign up so please by all means check it out . trist tom.com and also since we have videos like this on a weekly basis don't forget to subscribe below and be on the lookout for more videos again this is Triston Thomas with trist Tom and thank you very much [Music]