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One Simple Step to Being the Local Expert in Life Insurance

Posted by HIS Elite

10/2/18 7:30 AM

 

 

 

 

I’ve been selling for the past number of years and am excited to share with you my biggest, single secret for positioning yourself as the local expert in the final expense life insurance industry. It’s seriously so simple, will help you overcome objections, make more sales and build your clientele.

 

Ya ready for it… Here goes…

 

The Number One Secret to Becoming an Expert:

 

Stop at a funeral home in each and every town that you’re selling in.

 

It’s so easy, so basic and yet goes such a long way for building credibility and rapport with your clientele.

 

It’s gonna take you literally just 2 minutes a day. When you’re working in a new town simply stop in at the local funeral home, and ask for their general price list - they’ll give it to you, (under the funeral laws they have to). Take the general price list and put it in the back of your Presentation Book.

Often times one of the objections that our clients will have is that it isn’t really “that expensive” and they’ll tell how a friend or family member did everything for $2,000 or $3,000 thousand dollars. The reality is, that is either bare minimum or it was just the amount that was left over after whatever had been prepaid or their life insurance had covered.

 

When you have a local price list and you’re able to show them, for example, the average price at the local funeral home is $12,850 it goes a long way in building your credibility as the local life insurance expert.

 

Another tip is this, always note which funeral home director you talked with so you can reference their name. Say something like “Oh, I just spoke with the funeral home director, Ronald! And he said…” Now you’re speaking from a place of authority. And they listen.

 

So take that little tip, and go rock it!

 

 

 

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Topics: How To, Insurance, Sales, Final Expense Life Insurance, Motivation, Handling Objections, Prospecting

9 Invaluable Sales Skills Needed to Sell Insurance

Posted by HIS National Champions

9/28/18 7:30 AM

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Salespeople need a specific set of sales skills in order to achieve success during the course of their career. While there are many skills that come in handy for any sales position, there is a list of “top skills” you’ll benefit from when selling insurance.

Today, we’ll share with you a list of 9 invaluable sales skills you need to help you achieve success when you sell insurance with Howe Insurance Services or any agency for that matter! 

 Top Sales Skills You’ll Need for Success

While there are many skills you can have to build your business, you will need these 9 sales skills to help you get a jumpstart in your career selling insurance and to help you to maintain your momentum.

  1. Prospecting. Sales positions that are built on lead generation, appointment setting, and closing the sale all revolve around prospecting. One of the best ways to get in front of people is through direct mail leads, but that's also one of the most expensive. Try getting out of your comfort zone as you go about your every day life and talk with "Random People" as often people are more interested in insurance that you might assume. Communication is the key to life, and it will help you keep your pipeline full. Most companies won’t teach you the proper art of prospecting. Prospecting properly includes asking for referrals, speaking at conferences, writing articles, creating valuable content, attending workshops and seminars, and networking in various ways. This is your business so the outcome is based upon your activity.

  2. Asking the right questions. When you talk to your prospects do you know what to ask them? If you fail to ask the right questions you’ll fail to generate sales. Even the most experienced salespeople can get by temporarily with enthusiasm rather than asking the right questions. Don’t ask what we call “low value questions”, but rather targeted questions. If you want to be different, ask your prospects what their goals are, and the challenges they believe they face. 


  3. Listening. Listening is a lost art, and it will cost you money if you don’t perfect your listening skills. If you focus all of your attention on your prospect, you’ll be listening to what they are asking you and telling you. This is a win-win for you both. Don't listen with the intent of responding, listen with the intent of hearing what is being said. 

  4. Ability to Present. When selling insurance, your ability to speak and present go hand in hand. The content and your verbal presentation are the two main points of any presentation. It's important that you have an easy to use presentation book. Receive The Free Presentation Book Trianing by Clicking Here. You want to be clear and direct when you speak. Look at your prospect rather than away from him. Narrow down what you plan to include in your presentation, otherwise you’ll include too much information. Avoid using words like “Um”, “well”, “maybe”. There will be a time when you don’t know something. Just be honest with your prospect and let him know that you will find someone who can answer the question.

  5. Rapport-Building. Building rapport with your prospects is important prior to making a presentation. Rapport means that you are making an effort to make a deeper connection with your prospect. This isn’t about finding common ground, but rather it’s about understanding the problem they face. If you don’t know, ask. Rapport building is done when you "lower guards and raise trust". 

  6. Handle Objections. Being argumentative doesn’t accomplish anything for anyone. It’s important that you know how to overcome objections in a way that not only lets the prospect know that you were listening, but that you understood what they said to you. The three steps to handling these objections the right way include 3 steps; empathize, clarify, and seek permission to offer the solution. This is probably one of the top 3 sales skills in our book.

  7. Persistence Pays! You have probably heard a thousand times that persistence is the key to building a business. Persistence will always pay off, and of course it shows that you don’t give up easily. This means it’s important to be creative in order to keep your name top of mind with your prospect. Don’t badger them with endless phone calls, letters, or emails, but find a way to “mentally hang out” with them while you are away, such as leaving a magnetic business card instead of just a regular one. 


  8. Be Organized. Being organized can get you through in a pinch! Make sure that all of your paperwork or electronic files are organized neatly and in a way that allows you to access them quickly. The same applies for your schedule as well. Work on a schedule and outline your days, weeks, and months ahead.


  9. Focus. If your life lacks purpose you won’t be able to focus. Focus means that you hone in on one thing at a time and give it everything you have. When you are meeting with someone, don’t answer your phone. Turn it off to avoid distraction. When you are supposed to make sales calls, don’t check your email. Scheduling out your day and organizing your work week will help with this.

You cannot have the success you want unless you take action, but taking action isn’t enough. You need to stay focused and organized in this hectic world we live in, and it’s important that you become dedicated to sharpening these “sales skills” if you wish to succeed with us at Howe Insurance Services!

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Topics: Sales, Final Expense Life Insurance, How To

3 Ways To Get Out Of Your Comfort Zone (Get Free Leads)

Posted by HIS Elite

7/27/18 5:45 PM

 

Everyone wants more sales, wants more clients and more leads. The fastest and most cost effective lead is the free lead. As you get out of your comfort zone you’re making a way for yourself to get free leads, let’s look at how:

Here are three tips to living outside of your comfort zone and getting free leads:

 

1. Talk to People.

Simply share what you do with each person you meet.

The neighbor? Yes.

The cleaning lady at McDonald’s? Yes.

The person you ask for directions on that hard-to-find-house? Yes.

Remember, your comfort zone is never static - it’s in a constant state of expansion or retraction.

 

2. Just Do It!

Courage is not the absence of fear, it is acting in the face of fear. Is it uncomfortable at first, ya betcha it is! Is it worth it? Absolutely! Most of the time it only takes 3 seconds of courage to get outside of your comfort zone. So go ahead, be afraid and do it anyway.

 

3. Embrace the Change.

Most people don’t like change, and yet most people want to make more sales. So if I tell you that if you change you will make more sales, would it be worth it?

It’s important as you’re out selling that you are constantly expanding your comfort zone or you’ll find yourself moving backwards into the familiar.

In this industry things are constantly changing and there are constantly new agents and new products joining the insurance market, which is a great thing IF you are continuing to grow an get out of your comfort zone.

 

Most of the time it only takes 3 seconds of courage to get outside of your comfort zone.

 

What are things that right now are out of your comfort zone? Things you don’t enjoy doing and just make you feel uncomfortable?

 

Challenge yourself this coming week to talk to “random strangers” and see if you’re able to share information on final expense insurance with them! Who knows, maybe they were just waiting for someone to ask!

 

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Topics: Motivation

Visit The Home Of No Shows, Leave A Gift

Posted by HIS National Champions

2/15/16 10:00 AM

 

Dawn leaves a small gift on the doorsteps of no shows...

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Topics: Sales, Testimony, How To, Motivation

Old Leads Are Worth Knocking Out

Posted by HIS National Champions

2/13/16 10:00 AM

 

Shane follows up on old leads through door knocking...

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Topics: Sales, Testimony, How To, Motivation

What Waking Up an Hour Earlier Can Do for You!

Posted by HIS National Champions

2/13/16 9:17 AM

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Have you ever heard the statement that, “Whatever you do first thing in the morning sets the tone for your day?”

Waking up early is a common practice among those who are super successful. There is a good reason for this; they know that they can get more done and they can do more to take care of their body and mind.

Would you agree that you could use more time in your day? How much more could you accomplish if you woke up just one hour earlier?

Here are some ideas on how this one extra hour could put you in the power position.

  1. You’ll have plenty of time. Time is so precious, and it’s one thing we can’t get back. This is why you should use your time wisely. Every hour, minute, and second count. Take a moment to reflect on how this practice could change your entire month? With a little more time, you could increase your number of sales calls, your number of appointments, and ultimately your sales.

 

  1. You can exercise. Getting the proper exercise is good for your body and it’s also good for your mind. You should make it a point to do what is necessary to stay in shape, eat right, and get plenty of rest. If you want to be sharp, you have to do it!

 

  1. You can avoid crowds/traffic. It has been said that if you left a little earlier you could get to your destination on time. This is true! If you want to make sure that you’re on time, then make sure you allow yourself plenty of time to get ready in addition to your other morning rituals.

 

  1. You can make sure you look the part. When you get ready for an appointment, what do you do? You should always look the part. This means that you are focused on dressing for success. If someone came to your home for an appointment, would you let them in with shorts on, dirty socks and shoes, and unkempt hair? Always give yourself time to look your best.

 

  1. Start your day with God. Do you start your day in God’s Word and in prayer? If you are not a Christian, you may have something else you do to start your day. Perhaps you meditate, or perhaps you read a book from a successful salesperson. Start your day right, and spend some time with something positive and motivational.

Hopefully, you found this helpful.

You probably have your own morning routine, but if you don’t, start by getting up just one hour earlier and see what you can accomplish!

Learn More About the Benefits of Working with Howe Insurance Services  

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Topics: Goals, How To

Do Not Prejudge

Posted by HIS National Champions

2/12/16 10:00 AM

 

John tries to sell a policy to a couple who already owns multiple policies...

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Topics: Sales, Testimony, How To, Motivation

Taking Care Of People Others Cannot

Posted by HIS National Champions

2/11/16 10:00 AM

 

Rick insures a person that nobody else in the industry would...

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Topics: Sales, Testimony, How To, Motivation

Top 10 Final Expense Agents for February 7th, 2016

Posted by HIS National Champions

2/10/16 1:30 PM

What a great week as many of our national champions are preparing for the awesome R&R in Orlando, Florida. Make sure to check out the hashtag #ORR16 on Facebook for fun updates from our HIS National Champions as we have our "family reunion” and HIS party!  
 
Starting out in the Number One spot with his personal best week ever is Chris M. with 12,864 of AP! Way to go Chris! He also had his personal best day ever, which is no wonder since he sat down with 20 people this last week! Congrats Chris, have fun at Disney with your beautiful wife and kiddos! 
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Our cowboy, Jeremy, from the plains of Texas rounds up Second Place with $8,645. He’s closing some huge sales as he protects families big time! Looks like we’ll have to hear the story on those big sales sometime soon, gotta say 6 sales for over $8,600 is pretty big stuff! Nice job Jeremy! 
Ever since Jeremy started he’s had a passion for helping people so that they don’t have to go through the same thing he did when his parents passed away without any protection. 
 
Scott who comes sliding into Third Place with $8,273 is committing to keeping his average up, and right now he’s one of the elite few who has a four week average of over $6k! Amazing job, Scott! 
 
Fourth Place goes to Justin, who’s been rocking HIS all year, comes in strong with $8,158, looking sharp there, Justin! All of the HIS National Champs are excited to rub shoulders with this legend in Orlando. 
 
Davon, who we can’t really call a “newbie” anymore, since he’s decided to call the Top Ten his home, rocks Fifth Place with $8,049 and is definitely a regular up here in the top. Awesome job, once again, Davon! 
 
Sixth Place goes to Curt with a pretty $6,678! And Dawn is right behind him in Seventh Place with $6,550. Way to go, Curt and Dawn! 
 
Wrapping up the top ten and keeping the numbers very close we’ve got Chris W. in Eight Place with $6,324, Nathan in Ninth Place with $6,117 and Dustin takes the Tenth Place with $6,036 and is currently leading the HIS four week average with over $9,100 of AP! What a great week, Chris, Nathan and Dustin, you can definitely call yourselves the rockstars of HIS! 
 
Congrats to each of our Top Producers! Stay tuned for all the Orlando fun! 

Go Like our HIS Champs Facebook page to stay up to date!

Quick Stats for Top 10

  • Produced: $77,693.69 of AP
  • Interviews: 143
  • Lives Protected: 101

Interested in becoming a National Champion? Click below to Talk with a Team Leader and Find out How!

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Topics: Top Performers, Insurance, Top Producers

Do The Math On Pre-Paid Funerals

Posted by HIS National Champions

2/10/16 9:30 AM

 

Shane helps a couple do the math for their pre-paid policy, which led to them saving more money...

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Topics: Sales, Testimony, How To, Motivation

    

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