One of the most known and downright unflattering perceptions on insurance agents is that once they’re done with their warm markets, i.e., have sold policies to all their relatives, friends, and acquaintances, it will only be a matter of time before they quit.
That perception is not entirely baseless. Insurance companies and brokerage firms alike are wrought with insurance agents who seemed like go-getters at the beginning, but eventually lost steam after saturating their warm markets.
Part of the problem lies in the ongoing sales process of insurance companies and insurance brokerage firms alike.
Anyone And Anything Prospecting
Prospecting is probably the least favorite of an insurance agent’s list of things to-do, and for good reason. Nine times out of ten your prospects will reject you, and that’s on the whole. An agent might get lucky closing ten sales in a row, then end up getting rejected 20 times in a row.
Now it takes an agent with a superhuman positive attitude to withstand this kind of cycle.
Anyone and anything prospecting requires little effort. You can look up the white pages in the directory, or walk up to people in a bar. Remember, anyone and anything breathing is your prospect.
Insurance companies and insurance brokerage firms these days are smarting from the high attrition rate of insurance agents and are, in fact, finding ways to make the sales process a little less bloody.
One of these is building insurance-related websites that are already optimized for insurance-related keywords. If you know how websites and search engines work, you will know that with websites, companies are getting quality prospects, or prospects who are looking for their products and thus are already pre-disposed to buying. All this makes the insurance process less bloody, so to speak, and actually increases sales.
This had even made some insurance companies confident enough to recruit insurance agents from all fifty states through their websites, with some even offering free sales leads and a free website you can use to lure prospects to you.
In all, now is the best time to be an insurance agent and benefit from the monetary rewards of actively selling insurance policies. (Insurance agents in 2006 earned $58,450 on average while the average family in the United States just earned $48,201.) It’s not anymore necessary to go through the whole frustrating routine of cold calling. You simply have to find those people looking for insurance and make them find you through your website.