Insurance Sales Training – How To Make Your Fortune Selling Insurance!

In approaching this topic, I decided that the best way to illustrate a methodology for someone who wants to develop the skills necessary for a successful insurance career is to describe the ways in which I acquired the knowledge that enabled me to achieve my own financial independence.

It may surprise you to know that the training that best prepared me had nothing to do with insurance, selling above all is a communication skill, so education in terms of mastering a good vocabulary and the ability to express an idea is essential.

Next comes the ability to present your idea to an audience, be it another person or a group of people. This is probably the one skill that most people find daunting. I know from my own experience, I was quite eloquent, but the idea of ​​standing in front of a group of people scared the hell out of me, but at the same time I knew this was something I had to get over if I wanted to. make a living as a salesman. The solution came to me from a book. I have gotten so many responses from the books that they have become my #1 resource for information on any topic I am interested in learning about. Anyway, this particular book was “How I went from failure to sales success” by Frank Betger, one of the best insurance salesmen of all time.

In it he described the exact same fear of standing in front of a group to sell and the solution he found was a local public speaking group where in a very short time he was able to overcome his fear.

That was good enough for me so I found such a group in town and joined. All he had to do was pick a topic he knew a lot about and talk about it for 2 minutes. Aside from the instructor, we were all in the same boat with our fears, but because the task was so small, everyone managed to stumble on it. Gradually the length of time we were asked to speak increased, each small success adding to the feeling that we were in control and soon I was enjoying my new found power.

And that is what it is, the ability to stand up and express yourself in an excited and lively manner is a valuable power that surprisingly few people possess. If you are in the insurance business, reading Betger’s book is a must. It’s still in print on Amazon.

Like most salespeople, I was looking for a set of words or a script that would close the sale under any circumstance, so I joined the local Life Insurance Society branch meeting to talk to my peers about those words. magical, but like me, they mostly had the usual variety of leftovers and closing tactics.

I eventually found the magic word and that word is “ATTITUDE”. I learned this from a series of Earl Nightingale audio tapes. He is an inspirational leader and co-founder of the famous publisher ‘Connant Nightingale’. His works and those of some of the most successful sales trainers in the world became my number 2 resource. I remember driving between calls every day listening intently to the words of people like Brian Tracy, Jay Abraham and Stephan Covey, what a great education in success was that. As I continued to read and listen, I discovered the secrets to success, such as the Pareto Principle, Time Management, and Henry Ford’s Principles of Mass Production, all of which I applied to my work.

I was lucky enough to be introduced to a member of the Million Dollar Round Table, which is an international insurance organization. He was running the Life Insurance Association in the UK at the time and I was persuaded to qualify as a member and attend their annual conference in the US.

That meeting changed my life. The buzz of the 6,000 attendees and the way the best insurance salespeople of their day stood on the platform day in and day out to share their stories of how they built their success got me so excited and inspired that I’ve been to that meeting every year. the days. year for the last 30 years.

Shortly after that meeting I decided to Specialize in the Sale of Pension Plans to Company Directors and groups of Employees. I automated the production of appointments for me by using a part-time telemarketer I had trained to make appointments for me with directors of the LTD company.

I had prepared and rehearsed a presentation that would convince 90% of the audience to join my scheme at the first hearing, and also hired a part-time administrative assistant to handle proposal administration.

So I started earning my fortune.

Later I went on to multiply my system throughout the country through branches where I recruited appointment managers (telesales) and salespeople that I had trained to give my Presentation (my Magic Words game). I was later able to repeat the process with a colleague as we formed what we built into the largest network of insurance brokers in the UK over the next eight years.

I have since given a ‘word for word’ copy of the presentation that made me successful to hundreds of insurance people in our network and have been amazed at the fact that hardly anyone has taken the words and followed them.

Which leads me to this conclusion, you have to make your own magic word game in a presentation, based on an undeniable belief in the value of your product and service and presented in an enthusiastic and dramatic way while answering all the objections that have ever had. put so that there are no obstacles that prevent your prospect from buying.