Shake the Insurance Presentation Butterflies!

Almost all types of sales presentations can initially cause your insides to churn. I remember my first presentation to list a house for sale. I made it through without wetting my pants. However, when I made the transition to insurance sales, things changed. For my first presentation, I expected a rough train ride, but got an hour-long roller coaster jolt with no seatbelt or tranquilizers. I was stuttering, squinting, shaking, and squirming, with every four-letter word racing through my mind why I should get out now. Extreme Shock Treatment at the ultimate level.

Your insurance sales manager will tell you that shaking the insurance presentation butterflies is simply a matter of giving more presentations. WRONG! Many insurance sales managers will lose up to 75% of their sales representatives in the next 12 months. There are two main reasons, with each having about an equal share. The first reason is that insurance trainees never receive enough personal sales training and quality leads to make a survival income. The other is that in many trainees, insurance presentation pressure builds and builds until they mentally and financially cannot take it anymore.

SOME CAUSES

There are many causes, and until the main ones are uncovered and resolved, your mind, body, and pocketbook will suffer. Lack of sales experience is a minor one and never the root. Dig deeper for the real cause. It could be that you are trying to sell outside your comfort zone. Starting out with prospecting for high-income clients can be very unproductive. Many insurance agents carry with them information about 20 different products. To change prospects to clients, they expect you to know your product inside and out. If you are using cold calling by telephone to find prospects, the hundreds of no answers places a very negative attitude in your mind. In addition, you cannot use a sales presentation that sounds canned and makes you feel or sound uncomfortable.

Selling insurance should be virtually objection free, not a battle between you and your prospects.

The goal is to keep your mind relaxed, your body comfortable, and your presentation easy and rewarding. It is really not all that hard.

SOME REMEDIES

Insurance sales are a result of self management. Do NOT expect your sales manager to help you. First, you must get your mind and body in order. You want confidence in yourself and inner comfort and ease in talking to others. The easiest way to begin is by giving yourself short daily consistent shots. Start to read an Ebook from the masters on building confidence and trust and conquering your fears. Two of the best books, now in ebook form, is "Think and Grow Rich" by Napoleon Hill and "How to Win Friends and Influence People" by Dale Carnegie. There is a whole library of internet ebook choices to inspire you.

A MARKETING PLAN

A change will do you good. Concentrate your efforts on people who are in your comfort zone. If you used to do construction work, obtain lists of electricians, carpenters, roofers, or repair people. Whatever your choice, start with people you are comfortable with before expanding. Next, choose two or three products only that fit this market. Call yourself an expert in this area, and make sure your product knowledge shows it. Lastly, get rid of the baby blanket... the company-canned speech. Read internet articles on sales skills, tips, and presentations will help you develop your own. Turn the butterflies into sales dollars. Before you walk into your prospect's door take a minute. Picture yourself already making the sale. Now go for it, the presentation is only a formality.

Well published author, Don Yerke likes to concentrate on what you don't know or what no one else dares to print. Tell it like it is. The website address is http://www.agentsinsurancemarketing.com.

Get your FREE "Think and Grow Rich" Ebook by Napoleon Hill.

General Insurance Agencies - Campus Recruiters Destroy Insurance Sales Jobs

Too bad that career general insurance agencies hire campus recruiters to deceptively persuade students to enter insurance sales jobs. The recruiters scouting the college campus are ignorant of the reality that awaits people they lure in. The general insurance agencies managers carry the blame and the hefty profits. Find out more.

College campuses are the biggest moneymakers that career general insurance agencies could have nearby. The agency goes out of its way to target students soon to become college graduates. This is where the use of insurance campus recruiters comes into effect.

The career life agency hires in a few Ken and Barbie looking people with no insurance experience background to be their campus recruiters. These are people that can memorize a canned script and make it sound oh so real, truthful, and enticing. Plus since they themselves never know how hard insurance sales jobs really are, they are unable to distinguish between truth and fantasy. Insurance campus recruiters are also hired on the basis on how well they can smile and sell prospective agents on the extremely exceptional benefits only their general insurance agencies can provide.

The campus recruiter attends every campus recruiting day, job fair, business expo, they can find. The general insurance agencies also sponsor lavish recruiting events. The goal is to make career insurance sales jobs appear far superior to any offer by any other company in the area could offer. Lies and deceit are the 2 main ways to fight off their competitors' guaranteed benefits and incomes. Since bonuses figure into recruiting, the insurance company campus recruiters start stretching the truth as far as they need.

The term "life insurance agent sales job" quickly turns into "fast advancing financial planner". As far as initial income, the career agency is able to pay an income subsidy of say $3,000 monthly. This is almost presented as a short term base salary without little or no mention of production requirements.

At an interview appointment, Ken or Barbie pumps hefty doses of sweet visions though the student's mind until the sweet aroma of money is tickling the nostrils. Once the student is mesmerized enough, the campus insurance recruiter goes in for the kill. Where else can the student lock in a position, and pass the state insurance licensed before graduating?

QUESTIONABLE PRACTICES: Why did the college campus recruiter usually have 100% authority to hire the student to become an agent?. Why was the prospect's financial history not looked into before hiring? Are there any study loans to pay off?. Can the student feel comfortable to sell financial wealthy business people? How does the campus recruiter even know if the prospect can actually sell?

THE RESULTS. 70% of campus recruited agents are working elsewhere after only 12 months. This zooms to 84% at 18 months, and crashes at 90% around the fourth year mark. THE ONLY WINNER, and a big time winner at that are the career life general insurance agencies and company headquarters. When an agent leaves, usually due to not making enough money, the hawks swoop in. Automatically all remainder first learn premiums plus all future renewal payments are locked into the insurance company hands. Just for a dose of injustice, take the profits off one agent and multiply it by 50. So what if the insurance campus recruiters did not do well for the agents hired in... the insurance agency is thrilled if the agent writes enough policies before moving on.

Well published author, Don Yerke likes to concentrate on what you don't know or what no one else dares to print. Tell it like it is.

Watch for his new paperback book debuting on Amazon early this summer. It is loaded with great insurance marketing and recruiting information.

Come and get your FREE "Think and Grow Rich" Ebook by Napoleon Hill instantly. The website address is http://www.agentsinsurancemarketing.com