4 Practice Makes Perfect Tips For Improving Insurance Lead Conversions
Many people operate under the mistaken notion that individuals, such as Michael Jordan, Wayne Gretzky, and Tom Brady, are simply “born with it.” In other words, they got to the pinnacle of the NBA or the NHL or the NFL through raw talent and nothing else. They see these types of athletes on game day and assume that it comes so easy. That practice is never part of the equation.
But what you don’t see on game day is that these individuals put in thousands of hours — sometimes at the sacrifice of friend- and family-time — to become the best. They do layup after layup, skate from one end of the ice to the other, study passing routes.
They didn’t get where they were by chance or birthright. They worked for it. The successful insurance agent is no different. That’s why we’ve put together a few practical tips for your game day — when you interact face-to-face with your leads — in order to give you the best chance at conversion. Here goes!
Practice on you.
Before venturing out into the world to go through your presentation, try to get the feeling of what it’s like to sit across from another form without the pressure. We’re talking about a mirror here. The mirror has long been a friend to the public speaker, and it’s equally useful when you’re in sales. By seeing how you look when you deliver your sales presentation, you can notice annoying non-verbal cues and vocalized pauses without having your client see the rough cut. Take notes of things that jump out at you, but try to get comfortable talking about your products.
Find a friend or family member who has no idea what you’re talking about.
Insurance is a complicated and intimidating industry to those outside the walls. Chances are you have several of these types of people in your own circle of family and friends. Take advantage of this! After all, most of the prospects you’ll be meeting with won’t know as much as you do when you sit down to sell them a policy. By practicing your presentation on someone with a similar lack of understanding, you’ll be able to evaluate your own ability to make the intangible tangible.
Consider video and/or audio recording.
Video may not be entirely necessary if you’re practicing in front of a mirror, but it can be helpful in showing how you look and sound through a filter other than your point of view. At the very least, consider getting a high-quality recorder or using one on your smartphone and recording the way that you sound as you go through a presentation. Word of warning: be prepared to cringe. Most people are uncomfortable with how they sound to other people, and you’re likely to feel embarrassed at first. However, try to cut through those feelings and get to the heart of what you’re saying. Is it clear? Substantive? Sincere? Make notes and work to improve the glaring errors.
Don’t forget the postmortem.
Even the best insurance agents in the world fail to convert insurance leads. In fact, most people fail more often than they succeed. The key is in understanding why you failed and seeing if it’s because of something within your control. Therefore, consider sitting down with pen and paper after one of your failures and making as many notes as possible on what went wrong. You’ll find that doing it right after the meeting will enable you to retain more about what occurred.
When it comes to any kind of skill or talent, the skill or talent itself is never enough. It has to be honed, refined, and practiced, or you will be destined for mediocrity. By following the above practice tips, you should be able to learn and grow from each sales meeting. Best of luck!