The results of insurance sales training are an endless nightmare. The results of my insurance career training were no exception. An untrained insurance manager expects magical sales results from trainee insurance brokers. I observed this relentless training pattern over and over again. I dressed like a professional and worked like a slave without freedom.
I actually had a dream vision of a completely different training scenario that never materialized. Passing a state licensing exam should have given me credibility, rather than an information overload that I would never use. Alternatively, my agency’s instructor would place all the burden of the results and fate of my career sales training on my ability to follow the company’s training procedures. Because my first company didn’t even have a trainer, all sales instructions were learned from the head of the office, the general agent.
My initial training in insurance skills consisted of making an appointment as an observer with an old-fashioned, old-fashioned thinking agent. This should have prepared me for everything that was done to me. The next time I was alone and sweating through my clothes. After a few months I realized that no matter how much I learned, I would burn out. A dozen agents hired after me were long gone, and I was on my way to the missing burial pit. It was my sales determination to go ahead and sign up with a big name company that saved me. I became more comfortable financially, but soon learned that a big company, a small company, I was just a pawn.
I never allowed myself to waterboard or sell my soul to the company. Making enough sales for a new agent was a sink or swim situation with no lifeguard manager to the rescue. Each week, trainees leaving whom I had barely had the chance to meet, while new employees kept coming in. The entrance to the office was like a revolving door of new agents coming in with thoughts of a profitable career on the entrance side. Heading out was a succession of representatives who left with higher debts than when they started.
I had to be thrown almost alive into a pit of hopeless cop bodies and wander among the dying to startle myself awake. No insurance company personally cared about me. The office management was concerned about how I could write my premium. The insurance hierarchy was primarily interested in how much profit they could make. Agents’ lethal turnover is irrelevant as agents don’t have to worry about getting fired. Putting groceries on the table and paying bills soon overwhelmed them to where the agent searches for life-saving greener opportunities.
That’s how I crawled out of the grave. My results led to a very financially rewarding insurance career. These are tips from insurance sales training to keep your results above ground.
1. You should regularly read many books or ebooks on positive thinking, self-confidence and motivation. The odds are against you, so be constantly determined to keep them in your favor.
2. Spend as much money as possible on getting quality prospects. This money is an investment in you. Bad leads mean a close rate of 20% to 30%. Quality leads result in slot ratios of over 60%, automatically doubling your income.
3. Spend your time presenting and developing business social networks. The internet group, LinkedIn can help you make good contacts for further business. Cold calling only causes freeze burns.
4. Become a specialist in selling to a particular customer group such as senior citizens, the self-employed, construction workers, medical providers, etc. Choose a few main products and leave the remaining 50 product brochures in your suitcase to collect dust.
5. Drop the handcuffs as soon as possible to be manipulated by one insurance company. Professionals need more than one sales tool. If you become independent and get, say, 30% more commission dollars on sales, you will increase your career income by at least 30%.
6. Improve your training of sales skills and strategies by reading a variety of insurance and other sales articles. You will regularly find tips, hints, tricks and ideas useful in delivering new sales training results that you can apply.
7. Think outside the box. You won’t learn much by following what the insurance sales stars do. You need to develop your own patterns and constantly adjust your prospect base or presentation to maximize your performance.
I crawled from the grave of failed insurance agents who perished from false hope. They thought the company would be their salvation. It took me a few years to reach millionaire status, and the journey was very hard at first. To follow a parallel path to success, follow the seven steps above. You will see the results of your sales training itself in an insurance career as worth paying the price to obtain.