Excerpt from Secrets of Successful Insurance Sales by Jack and Garry Kinder.
Og Mandino once told the story of an obnoxious newspaper columnist who interviewed one of the leading life insurance agents in the United States, a stocky, balding, permanent member of the Million Dollar Round Table. She thought she would "needle" him a bit and perhaps get a story.
"How do you explain your luck in selling more than a million dollars a year?" she asked.
The agent studied her face for a moment, reached into his jacket pocket, and withdrew a white, folded document. "This is a signed application for two-hundred fifty thousand dollars worth of life insurance that I sold to a client this morning," he said. "Do you see these four pencil marks in the upper border of the application?"
She nodded, frowning, and waited for him to continue.
"When I am trying to persuade a prospect that he needs more coverage, I don't give up until I have asked him five times. Every time I ask and he says no, I put one of these small pencil marks in the upper right-hand corner of the application. Then I review for him again all the benefits he would gain if he purchased the insurance. This may require a second, third, or fourth meeting. In any case, I keep calling on him until I have asked him five times."
The columnist looked disappointed and a bit puzzled.
"My prospect will nearly always say yes, before I have asked for the fifth time," the agent explained with a broad smile. "My success, such as it is, has never been a matter of luck . . . only persistence."
Here are the three elements of persistence:
1. Definiteness of Purpose - Knowing what you want is the first and perhaps the most important step toward developing persistence.
2. Burning Desire - The desire to improve your professional status as an agent must be great. The best way to build your desire is to consistently visualize the gains to be made.
3. Habits - Persistence and habit are interactive. Good habits can only be developed through persistence and yet persistence itself can be developed into a habit.
Good luck and good selling,
Og Mandino once told the story of an obnoxious newspaper columnist who interviewed one of the leading life insurance agents in the United States, a stocky, balding, permanent member of the Million Dollar Round Table. She thought she would "needle" him a bit and perhaps get a story.
"How do you explain your luck in selling more than a million dollars a year?" she asked.
The agent studied her face for a moment, reached into his jacket pocket, and withdrew a white, folded document. "This is a signed application for two-hundred fifty thousand dollars worth of life insurance that I sold to a client this morning," he said. "Do you see these four pencil marks in the upper border of the application?"
She nodded, frowning, and waited for him to continue.
"When I am trying to persuade a prospect that he needs more coverage, I don't give up until I have asked him five times. Every time I ask and he says no, I put one of these small pencil marks in the upper right-hand corner of the application. Then I review for him again all the benefits he would gain if he purchased the insurance. This may require a second, third, or fourth meeting. In any case, I keep calling on him until I have asked him five times."
The columnist looked disappointed and a bit puzzled.
"My prospect will nearly always say yes, before I have asked for the fifth time," the agent explained with a broad smile. "My success, such as it is, has never been a matter of luck . . . only persistence."
Here are the three elements of persistence:
1. Definiteness of Purpose - Knowing what you want is the first and perhaps the most important step toward developing persistence.
2. Burning Desire - The desire to improve your professional status as an agent must be great. The best way to build your desire is to consistently visualize the gains to be made.
3. Habits - Persistence and habit are interactive. Good habits can only be developed through persistence and yet persistence itself can be developed into a habit.
Good luck and good selling,
from :Jack and Garry Kinder
The KBI Group
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