The first 90 seconds of the call is absolutely critical to the sale. During the first 90 seconds, prospects will respond with knee-jerk reactions like “I’m not interested,” “I didn’t request that,” or “Now’s not a good time.” First understanding that these are normal objections and learning how to handle them is foundational for any insurance sales rep wanting to close more sales.

Building rapport is all about creating trust and a common understanding with the prospect. Rapport isn’t built through asking about the weather! In Producers Academy, agents learn the best questions to ask so that prospects feel understood, heard, and validated. 

It’s all about asking the right questions to get the right responses! Objections that come up later in calls like “I need to talk to my spouse,” “I need to get more quotes,” or “I need to think about it,” happen when the prospect doesn’t clearly see the value of working with you. These objections can be addressed when agents have done a throughout discovery process. Most agents lack a clear framework for discovery that leaves them stumped at the end of calls and in a continuous cycle of follow-up.

Objections are a normal part of on any sales conversation. The ability to guide prospects through the their objections so they can make an informed decision is the ultimate goal here. It’s like the “red zone” of the sales call. And consider this .. the top 5 football red zone offenses make playoffs 90% of the time. Handling objections is arguably the most important skill for agents to have — and not through slimy or pushy tactics but through the discovery based process (mentioned above), so that prospects feel good about working with your agency. 

Activity is the fuel for any sales process. It’s not just about doing the activity, but also focusing on the right activities. We work with agents to help them identify the areas of inefficiency in their schedules, so they can focus on revenue-generating activities.

86% of salespeople do not have a belief system that aligns with their sales targets! What does this mean? It means that 86% of agents are underperforming simply because of limiting beliefs. In Producers Academy, we address belief systems, helping agents connect their daily activities to their goals and the larger impact they want to make. When this happens, activity explodes (and production skyrockets as a result)!