“How good are the tracks?”
Why do prospective (struggling) insurance agents always ask me that question, as if their own personal skills and ability to find a clue are irrelevant?
My instinctive response is, “Well, that depends. Let’s hear your approach.” After which I’m usually forced to say something like, “Hmm… I’m pretty sure your tracks in particular will be… uhhh… awful.”
It seems like nine out of 10 agents use a variation of “Hey Mark, did I catch you at a bad time? Hey Mark, I see you’re with (Fill in the blank) and I know I can save you a lot of money. In fact , I’ll be in your neighborhood this week and would like to schedule a meeting. Would Tuesday at 2:00 am be good, or Wednesday at 10 am would be better?”
Yuck.
Look, self-employed people and business owners hear essentially the same “tone” almost every day of the week, and you have less than 40 seconds to engage your brain, capture your imagination, and, in no uncertain terms, make it happen. to know. that they would be absolute fools if they blew you away.
What is special about you? What do you have or do that virtually eliminates the competition? What could you say within the first 40 seconds that would make a complete stranger feel like a complete idiot for not at least giving you the courtesy of their undivided attention for just 20 minutes?
All you need is a unique and compelling benefit statement like the one below. See if you can get it down to around 40 seconds, cutting out the marshmallow fluff and saving most of the meat and veggies. Modify to fit your style of speaking, product or service, and personality to make it feel comfortable and genuine.
And remember, just relax and have fun. Your goal is to help. Forget about commissions, if you want to earn a lot of money!
Think about benefits, benefits, dollarized-Benefits…
“Hello Joe? Joe, this is (your full name) and I know you’re busy, so I’ll get right to the point.”
“I’m a health insurance specialist. That’s what I do best. I customize cost-cutting and tax-saving strategies specifically for self-employed individuals like you. My clients typically save over 40%… And that’s just part of the story, I’ll show you how to multiply your benefits, eliminate your out-of-pocket expenses, and lower your income taxes to the point where your health insurance is actually practically free!
“You know, with gas at four dollars again and the economy in a recession… and people like you and me, Joe, getting hit year after year with double-digit rate increases… we have to stretch those dollars as far as we can.” possible, right?”
“Well, generally speaking, Joe, what’s better for you…mornings, afternoons, or nights?”
Congratulations. Your foot is in the door.