Sales

Glenn is a salesperson who drives sales managers and upper management crazy. For months at a time, he can close just about every sale without so much as breaking a sweat. Right up there at the top of the chart, far outdistancing anyone else in dollar amount closed. Then, for just as long a period, it is as if he has totally lost his ability.

There are several common misconceptions about millennials within the insurance industry. But independent agents can’t afford to write off millennial consumers. Millennial consumers will be the most influential market segment for the next few decades, so it’s critical that independent agents understand what millennial insurance consumers want in insurance.

One of the best ways to increase the size of your book quickly is by tapping into your existing base of customers. There’s almost always more business to be had with your existing clients.

Selling in the insurance industry is not the same as sales in many other industries. Unlike most commodities being sold and advertised, insurance isn’t a choice in most cases, it’s a necessity.

As an independent agent, it’s easy to get so caught up in your business that you forget to work on your business. But, if we fail to continuously develop and close leads, eventually, our agencies will suffer.

In my recent article, “The Art of the Close,” I discussed how I coach insurance agents to close on value versus cost. I don’t leave my close until the end of my meeting with a prospect. The entire meeting is the close.

In insurance, as in any sales business, there comes a time when the presentation is over and it’s time to close. Or, to put it another way, time to get paid for your investment of time and hard work in looking for the best coverage options for your clients.

'Tis the season for resolutions, and many insurance agents are setting goals for how much they’d like to grow their agencies in 2016.