Streamline onboarding sales team for insurance industry

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hey almost every interest agent i know struggles with objections specifically what to do and how to improve your closing abilities i'm going to talk through several different things okay i always talk about my specific appointment process the warm up fact find present and close and then the cooldown okay i always talk through those different things i'm gonna talk through a few different things today okay so we've got tons of other videos on that specific appointment process first i want to talk through really three areas that a lot of insurance agents can improve at specifically okay these this is kind of these are interweaving inside of the actual presentation the actual appointment okay the first one is klt no like trust a lot of insurances get better at warming up building rapport right building rapport finding common ground with a prospect because what happens is a lot of salespeople they get to where they get to where they interrogate people instead of just conversate right instead of just having a conversation most people will buy from people that they know like and trust people that they enjoy doing business with someone that they trust someone they have common ground with someone that's actually spent time building rapport i just jumped on a zoom with all my salespeople just recently and i jumped on the zoom and i spent about three minutes with a random lady that watches our youtube videos okay super nice chick and i asked her after about three minutes i said what have you noticed from me because we were selling our sales training i said what do you notice from me in these last three minutes she said three things okay and it got my attention which is why we thought about doing this video number one okay she said three things she said you focused on building rapport she's like you asked about me you cared about me you didn't talk about yourself most people have a tendency to talk about themselves okay she said you were very engaging right you weren't boring you you she also said you were you were sitting you sat forward closer to the camera if you're doing a zoom if you're ever selling presentations through zoom building rapport being engaging and sitting forward some of the different techniques we're gonna shoot another video in the near future specifically on how to sell through zoom okay but when it comes to a presentation i don't care if it's zoom or in person you got to focus on the person the person on the on the other end of the zoom on the other other in the video the other side of the living room you got to focus on building rapport with them building some common ground most people want to get in and make the sale you cannot make the cell if you do not build some rapport with them if you don't build some common ground with them if you don't focus on them no liking and trusting you and just having a human conversation if you'll focus on having a human conversation you'll do better my sales people are making calls right every single day to set up free demos of our new ca sells system it's got 400 modules quizzes it's for individuals and teams unbelievable sales trading platform for agents and when they're making those calls i'm like you guys are asking them a bazillion questions it's like you're interrogating them they're going to feel like they need to put their defenses up like dude what is going on here some person just asked me a million questions you need to have a human natural conversation and most people forget that right focus on the other person focus on building rapport the second piece is most people aren't engaging right they're not they're not focused they're not in the moment and they're not trying to improve engagement in the conversation and then just sitting forward right so this is a trick when you're in the middle of a sales presentation if someone starts sitting back and moving away from you or leaning back in their chair or whatever they're not engaged anymore when they start sitting forward when they start leaning up they're leaning into what you're saying they're liking what they're hearing and they're ready to move forward right and you've got to take advantage of that you get a better pick up on those cues right there's a lot of psychology in cells and most people miss those things okay so the first piece was no like and trust okay the second piece is finding the pain point finding the pain point right or isolating the problem okay finding the pain point or isolating the problem why do they need your help why will they be doing business with you today what keeps them up at night right for agents a lot of agents struggle with with being able to get close business and sell products and be able to write that's a pain point making calls maybe you suck on the phone maybe you're not good at closing right what are your prospects thinking maybe when you when when you're selling them life insurance right maybe they had the death in the family last year but you don't know that because you didn't ask the right questions that's where asking the right questions can come in can come in asking the right questions being focused on and it's not always right what most people miss most people say what do you want to solve by doing this today right great question but a lot of times what i've learned is if i find common ground and i focus on building rapport and i get the them talking when people talk they share things and i get people talking they end up sharing this with me and then i don't even have to ask right one of the one of my favorite questions to ask is what got you thinking about this right also another favorite question of mine is is what's one thing that got you to look at this got you to look into this what was one thing that really prompted your response right and and and you know and they're gonna end up sharing that with you i prefer though and i end up making cells easier and better when they actually tell me versus me having to ask but you have to once once you can find some common ground they know i can trust you then you can move into the actual pain point isolate their problem right because then then if you can find common ground and you can figure out what their pain point is right why they want to buy from you what makes sense what the purpose is what the problem is then what you'll learn what you'll learn is once you actually get really good at figuring this out most people they stop and they move on right here's an example one of my sales people were on the phone last week and the person said i struggle with objections one of my sales people moved on and said oh great yeah so how long you been in the business and i'm like dude the person just admitted that they struggle with objections how long have you been struggling with objections why do you not like objections what is the biggest subject that you struggle with they're like well i don't know well is it not interested is it i'm broke is i don't have any money is it i'm busy is it i want you call me back like what are some of the things you struggle with right what i mean by that is you have to go you have to dive deeper into it get them to talk about it get them to live it i know people when they sell long-term care insurance they take the husband they put them on the floor and they say okay now miss betty joe's on the floor he can't move right he needs help i want you to go pick him up take him to the shower wash him off take him to the to take him to the room set him on the bed and and and get him dressed and then get him to the car they're gonna be like you know i can't do that well that's why you need long-term care insurance right whether it's nursing home home health care uh assisted living facility that that's a real life example of what agents do when they're trying to sell that type of insurance right same thing same thing they said for any type of insurance right that's where facts tell stories sell that's where you get about to tell stories that's where but most people forget that they need to dive deeper into the actual problem or the pain point i find it out and then i talk about it and i get them to talk okay and and i go deeper into the problem to where they don't have any choice but to solve the pain but they don't have any choice but to solve the problem okay most people don't go deep most people they hear it and they just move on right i'm telling you slow down ask some additional questions dive deeper into what the actual pain point of the other problem is okay the third piece third piece of this after building rapport and figuring out the pain point is offering a solution this is where a lot of people struggle too by the way okay they some people are good at this some people are pretty good at this some people are okay at this normally they're not great at all three or they struggle with one two or maybe they struggle with all of them i don't know and i'd love to know in comments below do you struggle more with building rapport do you struggle more with finding the pain point of why they're going to do business with you today or do you struggle with how to offer the actual solution to them once once you've got common ground and you know the problem the offering the solution becomes easier okay because you can write you you you can literally put something in front of them that solves their problem that that is that that that that makes perfect sense for them to move forward and and you know and and you're giving them your professional opinion and then what are you doing you're assuming and asking that they are going to be doing this today most people forget to us most people once they get to the end they don't assume they're going to do it if you don't assume they're going to do it they're never going to do it right if you don't ask them to do it they're never going to do it here's what i want you to focus on here's what i want you to take away from this video okay is that yes you have an important sales process that we talk about a lot but inside of the sales process there's other minor pieces that aren't so minor that involve building rapport when you sell a prospect do they know like and trust you they don't that's a problem okay do you know the reason why you're sitting in their house do you know the reason why you're on the phone with them do you know the reason why you're on zoom with them okay because if you don't know i can't offer a solution to solve the pain if i don't know the problem okay i just personally can't right and then once you get really good at this and this this becomes easier don't complicate this just say right we've had a we've got along phenomenally well based on the the problems that you're wanting to solve and based on what you're wanting to do i recommend that we do this and then we put into action immediately now here's the next steps to get started with this today and then explain the next steps and assume they're going to do it with you okay so focus on these three things and i promise you the sales piece the presentation piece will get a heck of a lot easier if you love this you're like dude i want a whole team of people doing this seven secrets on building a scaling a sales team it's right there click on that i'll see you there all run all right it is five o'clock welcome to seven secrets to scaling the superstar sales team super chat to be here tonight on tuesday evening creatures you guys signing up i can guarantee you