Creating and designing an effective sales presentation is a fundamental tool needed to succeed, when starting out in the life insurance industry. A strategic presentation that has been mastered and perfected against the right lead system could really be your ticket to the top 1% of your industry. These 5 Steps will help you get started.
Step 1 : Report and Introduction
This part of your presentation is what sets you up to control the pace of the appointment. This is where you establish control of the environment. This is the time to talk about their hobbies and projects and their grandson’s soccer game (remember this for referrals). Once you have lowered their guard, you can then proceed into the introduction of yourself, through a personal value statement of some sort, and how your visit today is going to help them. When introducing yourself professionally, its important to exhibit strength and confidence. You must be prepared and ready to ask some some personal questions that require professional confidence to make your potential client comfortable answering. Keep in mind, at this point, they’ve only known you for about 10 minutes.
Step 2: Get the Facts
Once you complete step 1, and they seem receptive enough to move to step 2, this is when you begin to collect the necessary information that you need to expose the problem that you’ve been called on to fix. When fact finding, you will find out things, such as other insurance, income levels, basic household debts, etc: as well as a quick pre-check for any medical conditions that would immediately exclude them (check your underwriting guides). Immediately after this, is when you put together some sort of sales plan, and a back up, just in case your first one doesn’t close.
Step 3: Expose the problem
This part of your presentation could easily be considered the most important. Without a problem, you have no cause to sell. Using your fact-finding methods should generate at least 2 to 3 problems (funeral costs, loss of income, mortgage balance), you should be drawing a lot of attention to, as the main purpose of your visit. During this part of the process, yourself is the agent who should be making sure that the following along – and agreeing that this problem exists. Once you have that agreement, and there’s a clear understanding that it exists, you now have been given an open window to come across that problem with a favorable solution. This is when you strike.
Step 4: Crush it with value
Crushing the problem with value is the number one piece of your presentation that must be delivered without any hesitation or insecurity. This is your opportunity to be the clients saving grace. Reiterate exactly what these benefits will do for them, how they will give them peace of mind, and reassure them why this was such a smart decision to have this meeting in the first place. Its important to use their names, make strong eye contact and sit straight up when you make your final recommendation. Nobody wants to buy from a slouch.
Step 5: Assume the close
Going in for the close can be the most nerve-racking part of sales, but the truth is it’s the most necessary. It’s crucially important at this point of your presentation, that you at least appear to be cool, calm collective and assumptive. Being assumptive in your closing will give the client a feeling that you commonly do this and buying insurance from you is the norm. When you get the end zone, act like you’ve been there before. Because, if you feel uncomfortable and insecure, you will instill that same feeling into your prospect like a mirror effect. Then guess whats next? They will tell you they need to think about it, and you’ll never hear from again. But close with confidence and you’ll have them follow your lead all the way from signing the check, to giving you the family referral tree. Just remember. The best way to be confident is to know what the hell you are talking about. Be a student.
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