Life Insurance Broker

A Good Life Insurance Broker Makes Efficient Cold Calls

This method may not be the most effective way to generate sales, but there are times when you have to do so in order to at least produce new leads and referrals. Also, cold calling is still a skill that any professional life insurance broker or agent should master because behind all those calls, your mind is secretly being trained to think on your feet and counter several kinds of negations as you would be exposed to these every so often. Below are few simple things you should do in order to have greater success in cold calling.

Do not call to sell

Most agents call clients thinking that they would successfully make a sale over the phone, and get supremely disappointed when they fail to do so. This is wrong. Salesmen call people to set up meetings and appointments, not to make a sale. Making a sale over the phone is almost impossible. People need to be physically present; they need visuals in order to be convinced on a certain product. That said, a good agent does not try to close over the phone. Set up a meeting first, and then attack there.

Be organized and take control of the conversation

A good life insurance broker does not need a memorized script for calling, but he should definitely create a solid opening framework that shows an organized flow of questions and statements. When calling, make sure to relay all needed information, and do so by starting with a warm greeting and a short introduction of yourself. Keep it short, direct, and clear-cut. Refrain from complimenting the person and storytelling as these will not give you a professional image.

Be creative and personal

Most people, especially the kinds of people you want to get a hold of take a lot of phone calls every single day. If you sound just like every other telemarketer, you will not create a positive impact on the prospect. Learn to communicate your identity and purpose with a more personalized touch. For instance, a clever life insurance broker would call a client by his first name instead of formally calling him with his last name, and he makes sure he does this 3-4 times during the whole phone conversation.

Smile when calling

Research has proven that people can hear a smile from a person’s voice. This smiling voice, as they put it, sounds more pleasant than the normal voice and it tends to make others feel better subconsciously. Try it and you will be surprised how big a difference this small detail can make. GP