Empower Your Insurance Industry with airSlate SignNow's Lead Generation Conversion Solution

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yo what is up welcome back one of the biggest questions I get that I'm going to answer for you right now is how to convert leads to clients boom who wants to talk about that okay so converting leads I'm going to go through five steps I'm gonna give a bonus at the end I'm gonna go six seven eight minutes first thing you have to be thinking about is building Rapport and Trust I'm going to give you a spin on that like everything that's you see I'm gonna give you a different feel too okay so building Rapport and Trust I believe that especially when I'm selling virtually I do a little bit of this at the beginning of the call I get into business fairly quickly actually which is surprising people surprises people it's different I I view it different than a home okay so I get into business quick and then I do this throughout okay so if so if I'm asking questions like hey where what city are you in oh I'm in New Orleans oh my gosh I freaking love gumbo man you're making me think about gumbo and they're like yeah yeah dude I love going but I'm actually making it right now right whatever like I use that as a small way to like build rapport and then pivot so I'm gonna talk about gumbo for like eight seconds 12 seconds 20 seconds whatever be like oh I love that man okay great so you're in you're in Louisiana okay great how long have you been there right whatever but then I'll use it as a way to like build rapport quickly and then get straight back into business okay that's how I do things so if you've ever talked to me on the phone like I've got 200 booked calls for 15 minutes this week literally every 15 minutes for 10 hours a day 40 a day for 2200 for the week and I've got all these agents that are like hey dude um man dude like thanks for getting on and like appreciate you and I'm like yeah dude totally excited chat time to get to know you man where are you from oh I'm in I'm in Dallas oh great dude I'm a Cowboys fan love that okay cool man and why did you schedule the meeting what can we chat about like a brief man I'm like a building a little bit I'm getting right into it okay um so build rapport and trust it's important also the it's like this is what if if someone if someone wants what you sell and they don't buy but they are have like more than zero dollars in their account it's this like it's just this like they could be like I'm shopping I'm broke I gotta talk about wife whatever they can make some stuff up but I'm telling you if they have the ability and they want it and they don't do it it's entirely percent on our shoulders and it comes down to this like dude there's a lack of trust it will affect a cell every single time really freaking important okay next is demonstrating value I do I do this by like demonstrating value throughout so one of the things that we do in our office as an example I'll give you a real example is retirement appointments okay so when I'm talking about retirement appointments I tell people like hey we actually are black we're we're like locked out of a bunch of States right now because like everybody keeps renewing and they keep adding and they keep referring and so like we don't have availability in these 12 States and they're like dang dude that sucks I'm like yeah dude like this is their highest quality product I've ever seen people are freaking renewing like crazy what is that doing it's creating value in someone's mind about what's happening right so how can you use that when you're actually selling Insurance well you could mention that like you know what we have so many clients that are reaching out this also creates urgency that it's my job to get you the information I don't have a ton of time you're probably busy too however I've got so many people to see um to make sure that like they get protected and I got to make sure that we walk through the basics you know and what we do is very different from the stuff you see on TV or the stuff you get in the mail or the stuff that somebody cold calls you from another country about like we actually get to the nitty-gritty of what's going on in your business or your life or your family and then we show you exactly what you need because I have all the options versus I have one option and I want everybody to do this does that make sense Mr Prospect right simple but it demonstrates some value okay demonstrating value very important I want to do this it's like slowly I want to slowly increase it through the entire conversation okay next is addressing and overcoming objections this is interesting because I think some of the best things to do when you get objections is just act like they didn't say it like I know that's like no people don't say that but like they're like dude I'm I don't know man I don't know if I can qualify you know I don't know either but either way we'll find out okay so how what's your height and weight like dude I'm just like blowing past it right I'm agreeing I mean I'm really uh what's funny is I've always taught like agree answer and ask because I believe I'm finished with a question I should have changed it to like freaking agree with them ignore them and then ask a question right you know what I mean like um I don't have a lot of money I understand you know no biggie so what got you thinking about this you know what I mean like dude just freaking agree ignore and ask them a question it's not hard but dude I'm telling you there's power in that it gets you back in control also the more you start to talk about their objection and whether it's valid or not the more they will the more they will start to believe it and you will make it real because then it'll start to grow and fester right it's kind of like um I don't know I don't know if this is good or not relevant or not but dude for you hate it posting comments chicken pox okay if you get chicken pox you start freaking itching everywhere you start touching your whole body guess what I think you're gonna put chickenpox everywhere is that fair well dude the same with objections they start out small they don't know if they mean it or not they may be making it up they're trying to throw you off and then boom you make it like real and you're like oh my gosh how much money do you have I'm sorry you're broke oh my goodness you're homeless oh my goodness wow and then before you notice like it becomes real and it just festers and it grows right like a virus okay um overcoming objections they're viruses okay pretty much that's what we figured out uh leverage social proof hey leveraging social proof this can be done through to screenshots of clients that you've helped like when we build landing pages for the Google campaigns that we do or recruiting landing pages we add screenshots we also add video testimonials which are really important we even add audio of clients like I want to leverage or we leverage reviews that we may have on a different a certain social platform like Leverage some social proof that like what you do is important what you do is valued by other people right because a lot of times people want to do stuff that other people do so a lot of other people are doing it and trusting you to do it through you and the client knows that you're really good at it and you do a lot of it like one of the call centers that we manage a bunch of their marketing on the final expense side through Google and YouTube and stuff they do 35 million a year in final expense premium dude if I mention that you're like wait Cody helps with that oh gosh if you can help a company for 35 million maybe you can help me with 35 000 or 350 000 or 3.5 million yes but that leverages social proof Fair next is creating urgency um not lose the cell boom close the cell okay that's even better but a lot of you are losing sales because you're not creating urgency right so create urgency and close the cell I've showed you some ways to create urgency um if they're like yeah dude I need to think about it you know or like um I understand I understand right I understand it's my job to just see if you to get to get the company the insurance company the information to see if you qualify they make the decision so we should submit an application see what they say and I'll let you know okay like you can create some urgency try to get them do something a little quicker and move into actually closing the sale again keep it simple a lot of times I'm I'm like I'm I mean I'm naturally high energy but like I try to really slow down and keep it super simple on calls I give them as little here's here this is really important for helping close to sell most people most people the more information you give them the more it like fills their head and they're like oh my gosh I get all this information and then they don't make a decision because it's like analysis paralysis or they have too much information to make a decision you're going to think about it right when you get a bunch of information if I give you 14 pages on how to sell leads you'd be like like four different scripts you'd be like oh my gosh this is a lot man I don't know what to do it it like paralyzes you from taking action right details delay so a lot of Agents need to keep it simple give less information talk less be fairly chill and help people qualify for what they want okay the bonus is even if you go through this and you can't convert them and these don't and you don't get them from this then you absolutely has to become a master at Fu which is follow-up okay Master follow-up I believe again there's stats out there like 80 of cells are made between the fifth and the 12th contact there's also stats out there that like literally about 80 to 90 percent of leads are touched 0 1 or 2 times by insurance agents by the way but eighty percent buy after five and you guys are going with zero one or two dude when you're when you're getting leads you need to be triple dialing you need to be calling three times per day you need to be texting you need to be emailing like you need in these are automation tools to help with some of that totally right I don't over over complicate automations and AI like everybody else does but it's important sure but the end of the day you need to get better at actually following up with people dude I've talked to 200 people this week and a bunch of them are like yeah dude I want to do that tomorrow or next week or I want to charge my card on Friday or whatever right and I'm just like I need a rep to like manage the details because I I like I've got so much going on I'll forget stuff will slip through the cracks so easily if you don't Master follow-up either way you can convert leads starting now if you want to talk about leads or anything else we do click the link in the description hey if you enjoyed this I got another one it's right there click on it see you in there I'm so excited for today's CA Power Player podcast I'm your host Cody Askins we got a special guest he is back on the channel talking about how to sell life insurance from home here's what here's what I love about this person okay I'm telling you this will be the one of the best