Streamline your sales flow for insurance industry with airSlate SignNow

How to create outlook signature

So this is why we don't. Like, you write gorgeous thing, but let's not. Let's call them or schedule a meeting with them. When you think about your team, do they have a defined follow-up strategy. People wanna know that they're more than just a number. They wanna be a person. And that's probably why they're shopping to begin with. Diving in our next beautiful sales topic during the month launch of our How to sell insurance course. Now that might seem very baseline. Some of you out there are thinking how to sell insurance? I know how to sell insurance, but I'm gonna question. Do we have a quoting process, underwriting process, or true sales process? And I think as we go through this, we've sometimes find that we have only a quoting process. So let's open up this podcast by talking a little bit about, like, what would be some symptoms of having only a quoting process, not a sales process? We get really good at quote, but not at spelling it. That's a good one. My personal favorite is we email the quote. As opposed to presenting the quote and identifying with the person and teaching them about what we recommend. Versus, well, I called them and I left them a a message. But people just wanna read it. Ugh. They wanna have it in their hand. They wanna smell it and touch it and highlight it. They wanna think about it and sleep next to it, and then write down a long list of questions and then call me after they've had time to think about. Yes. They've only looked at the price people. Look. They've never did anything wrong. Yeah. They they don't even know they don't even know how many terms, months, No. It's included. I don't even know if you even insured the right vehicle. They have no they just look at the price. I had somebody I worked with, would write the most beautiful email. Like, ten paragraph email, each one with custom type, with all the details and benefits and everything, and then she put the price towards the bottom in bulk. And I was like, you know what people are doing. Right? They're not even opening the attach meant they're looking for that big bold price, and they're not reading any of this. And she goes, yeah, they are. And I'm like, the next person that call I want you to call, and I want you to ask somebody what they thought of email you wrote about. So she called and they're like, oh, well, it's more than I'm paying now. She goes, but did you see all the other benefits and all the things that all the and they're like, well, it's more than I'm paying now? And I'm like, so this is why we don't. Like, you write gorgeous thing, but let's not. Let's call them or schedule a meeting with them. I think another way you see the the office sales process is people are just presenting one option. Like, take it or leave it. Here you go. Have a nice day. Yeah. And they're not really diving deeper maybe into, like, hey, here's option a, option b. You could have a two million dollar umbrella. What does it hurt? What's the worst somebody's gonna say? When we're not following a sales process and we're just quoting, we're not closing. Yeah. And we need to be closing from the beginning. Right? We need to know do I have the right person? Is this my buyer? Is this my is this my ideal client? Is this a client that my agency even wants to write or as a salesperson, am I just putting the tally markup on my board? So true. So true on that one. Another way that you have a sales process or I a quote process, not a sales process is that, you know, when you think about your team, do they have a defined follow-up strategy. Right? Like, we deliver the quote. The person's not ready to make a decision. How many follow ups do we make? And if it's like, well, I email them once because I don't wanna be pushy. That is not a sale process people. Steven, look when you look like you had something to say. Oh, I was gonna say I don't wanna be demanding. They're gonna call me if they want it. Oh, that's right. Yes. I love that one too. They're gonna call me. I mean I'm being the, ambivalent agent today. Or we just quote what they ask. Right? Like, we don't say, hey. I'm gonna package some things together for you. We don't set appointments. These are all things that should be a part of your sales process. So Let's dive into how do we present the quote because I think this is also key and critical. Right? So this is, like, to me, like, this is your we should be practicing this. Like, we should be roleplaying it out. Not like every single one, but, like, there should be a defined beginning middle and end to engage the person. And a lot of times, like, this is one of the things I see, and this is another key that you have a process and the sales process, then we pick up the phone and say, Bobby, great. Here's I got your quote. It's in price. And I'm like, why would we the second I give a price to Bobby, Bobby has control of that call. And Bobby might be in a six month policy or, like, she's not thinking, you know, like, so we blurred out this number. And in her mind, she's like, the matrix that's happening. Like, do do do do, like, they stop listening. You could be telling him all the value and this and that and how amazing your quote is. And she's just like, I wonder when someone says gonna get back see if this is competitive. But, you know, like, she's off the ramp. Let's talk a little bit about what goes in the beginning of, you know, we pick up the phone we're not quoting over the phone, and we're talking to them and say, hey, I think the first step is we gotta build back some rapport, not make it like a I'm only here to sell you things. I just went too foul. I just I would like to take your money. So I think you gotta be like, hey, you know, how's work? Where are you today? You can join the weather? What whatever it is, like, how are the kids and no one in tech last? You guys wanna go for pizza? I was the pizza. And then I like to start by just alerting people, like, hey, so based on being shared, I have a great quote here for me today. Like, Even if the quote's worth more money, we always start off with you have a great quote. Because in that environment, like, oh, awesome. I like you. You have a great quote. This is perfect. Like, I'm stacking the deck in my favor and just putting people's minds at ease because I'm not gonna give them the price for several minutes from now. So we gotta build a little rapport. We gotta assume the sales. Have a great quote. I know it's gonna be a great fit for your business or your family or whatever it is. And go from there. That's my step one. What do you guys think of that? Yeah. I do too. I think, you know, people wanna know that they're more than just a number. They wanna be a person. And that's probably why they're shopping to begin with. Right? Somebody didn't get ahold of them or they didn't have that rapport with their prior agent. So we need to make them feel special. They will remember how we made them feel. That's absolutely true. When I was, like, I always go to, like, next door, which is like a neighborhood page. It's kind of a nap thing for your area, and I look at all the insurance both. Of all the people, like, flipping out over Ray or what's happening in the market or how unfair their agent is. But then I looked through, and the other day, there was one where two of two of our client were mentioned. I was like, this is an amazing agency, like, give them a call, Darryl. We feel friendly, though. We feel helpful. And, I mean, there was a couple of other agencies that were listed there as well, but I was like, shut up. Like, It brought it back home for me because I was like, I know these two agents, and they're amazing. So I screenshotted it and sent it over to them, like, you guys are popping our next tour today. But it's because there was, like and then other people comment like, oh, I have them too. I have them too. I have them too. They're great. So I think that as we're taking time to build that report and really getting to know our clients and provide options and solution, people really appreciate It's more than just a number. It's more than just what have you, and it's what helps you build your brand in a better relationship. Greeze. Agreeze. Agreeze. So after we build a report, the next step I think is to explain the carrier. I've select did this carrier, and let me tell you a little bit about them. Because when you're working in an independent agent, like, people may not have heard of all the carriers that you provide. Right? So What happens if I don't know about it? I go online. I Google, guess what every carrier's online reviews look like? Not great. And nobody's like, hey. Five star. They took my EFT on time. Like, just The most helpful reviews are, like, the bad claim scenarios where they didn't cover something or, you know, All the one stars, two stars are all, like, piano up at the top. I remember looking at when I we did some work with a carrier, and I remember looking at it. And it was, like, everybody was upset because they didn't get a rental car when they had a car accident. And I was like, that's something you you put on your Let's see. Like, but people don't know that. Right? So that's that's something we do. So I always like to say that. Tell them a little bit about it. Many many of the independent carriers we work with, like, people have never heard of them before. So just stop. If you're you're here, our largest client is with them, or, hey, my mom is with them. Tell people that. They love that. People are psyched about that. So I think you had to build some value in the carrier so that everybody's feeling a little good about that. Yeah. That's my step too is carrier and then three features. So part of our our sales training that we do is always like, you have to get each carrier and actually get three features. And say, what are three features doing business with them? You know, they have great claim service. We'll make sure that you have a similar accommodations if you ever can't be in your house. If you're on a lake house, you're gonna lake house. You know? Whatever it could be, just you gotta think about those three. Then I walk through and say, okay, I have two options for us to discuss. Option a and option b. And the reason that we wanna do options I love options. Well, the reason it yeah. Because the reason we wanna do options too is it's a sales strategy if I can say yes to Airbnb, or I can say, well, I like this remain like me, and then they're putting the policy together with you. And what that ends up doing is get some bought in to it. So you're showing up front me of options. You're showing up front that we work with people, and now we're collaborating. And when people feel invested like that, it's not yes or no, like, will you go to the prom with me? It's which one of these makes the most sense. And you'd be surprised how many people take the more expensive one once they see everything included for a little bit more investment. Yep. So we always start with the options a, b, and whenever you then at the end of that, we talk about the investment, not the price, At the premium, to protect everything you are card for, this would be an investment of x per month. Always per month. Never any other way. Don't give them all the zeros in the comma club. Right? Be if there's a comma, we don't wanna talk about it. Unless monthly, they do have a comma in their payment, then that's different. But I always do monthly because that makes people under stand it. Right? Even if it's a four pay, even if it's an annual, it's gonna be this per month. Well, I think one of the best things I learned too is Getting their buy in, like, hey, do you like this or that? Yeah. A or b, like, what it what does it work through? And at the end, even if the price is what I feel to be redid to live, it doesn't mean that they they will as well. Right. I take a step back and I don't shop out of my own pocket, and I just present. So I'm like Yes. Hey. Here's what it is. We've solved all your problem. How do you wanna move forward? Mhmm. But if we've taken the time to build a relationship, show value, and give them buy in an option, A lot of times they're more likely to move forward because we've solved some of their problems, or they'll take a step back and be like, hey. Like, maybe that's not so realistic, but can I still have a a with this and this? And that's exactly how we wanna think about some things. So I think you have to do that. And then you have to do the hardest part. Ready? No. You didn't hit a dead spot. You shut your pie hole. Yeah. Because you gotta give people time to think, and then you have to kinda go through and be like, okay, hey, how do we do this? What's up? What's new? What do I make? You know, where does this all come from? When you give people time, they'll either say, well, I was thinking more about it being in the range of this and you walk and talk through things. Or if you don't do that, then it becomes a whole another scenario. Yeah. If we don't get the objection, we can't deal with the objection. A hundred percents. Very good. So when we look at, you know, how to present the quote, we kinda break it down in those steps, but Let's talk a little bit about, like, my belief that we show role play that. So how much do people, like, role playing? Well, it depends on who you ask. I think I think that a lot of people are uncomfortable till they Do wave a few times when you're like, okay. It's not as bad as I thought. Like, the initial kickoff for it can be the biggest struggle. Yeah. I had an agency that that used several play during a an interview the other day, which It is, like, you know, I think it's great. Right? You put people on the spot. You ask them to role play if it's something that we do regularly in our agency, like, how did that person handle that, and they did it. And, I think it was a good testament to, like, let's push people out of their comfort zone you know, we we role play quite a bit, but it's not it's not like, oh, I just wake up in the morning and jump out of bed and go, hoo. Yay. Yay. I get to roll play today, but what I will say is that it gives me the ability to think quicker on my feet when I am in a situation. And I can pivot and I can make those changes. And so even though at the time, my mom used to tell me this when I was going to fit regularly. Do you like going? I can't believe you like to go to Crossfit. Except a mom, I don't necessarily love to go to Crossfit for an hour. But what I do like is how it makes me feel afterwards. And so I think we gotta think about role play in the same way. Like, we're getting the reps in. We're figuring it out. We're doing the hard work now so that it makes our work easier in the home. And and I would say that it works. So Who cares? Like Crossfit works? Yep. You know, so if I if I have a goal and I wanna be here, the path I get there, usually includes some form of role playing or listening to podcasts or reading sales books, like things that in this industry, we sometimes reject so heavily. Because, like, well, I don't have time for that. I know everything. It's like, hold on. The best sales professional, I know, legitimately don't feel like they know everything. They're constantly trying to get better. And they're constantly trying to find one way because one simple talk track could change everything. Right? It could boost your sales closing ratio ten percent. It is not an exact science. It's a consist and necessity to keep at it, and we encourage you guys all to do it. So that's our message. Gotta go ahead and practice how to present the quotes, even if you think you know everything, and also watch out. I'll leave you guys with this. Are we using language that humans don't understand only insurance agents do? So the goal is that you don't create a sale, you create a customer. What that means is that that customer is with you for the next decade plus. So the better educated they are when they make that, the better educated they are to stay with the agency. Until we have to make sure that we're explaining everything in detail to people in a way that makes sense to them. So go get our sales course. Four ninety five Only until April thirtieth. Hop over, check out the show notes, and it'll be there soon. We'll see you guys in the next podcast.