At some point every agents career, we’ve all dealt with either a fear, or general distaste for rejection. Maybe you’re coming off a bad month, or Maybe Todd, the kiss ass from training class got lucky and snagged a $3,500 deal, then rubbed it in your face, so now you’re feeling little down on yourself. Screw Todd. Follow these next 5 Steps and Todd will be serving you lunch by 3rd Quarter.
Step 1: Expect Rejection
I wish there was a prettier way for me to dress up this statement, but here’s the deal. Rejection is part of sales. Period. As a new life insurance agent, you must become accustomed to the word NO. You’re going to hear a lot. A lot. Whether it be on the phone, or in the house, its not going anywhere. So make it your friend. Don’t ever take it personal because the Yes’s are so valuable. Think of the No’s like the mud at the top of Gold Mine. Start Digging.
Reversal- Don’t ever let your attitude and/or demeanor show that you expect rejection. Not in a negative way, not in a way that it bothers you. Nothings turns a way a potential buyer like an agent that’s floppier than raw bologna. Pick up your chip, look up, shoulders back an act like you been here before. The Yes’s will come. The No’s just mean you’re working.
Step 2: Over Prepare Where It Matters.
There’s an old saying about the 5 P’s. Proper Preparation Prevents Poor Performance. As cliche as this statement is, it wouldn’t be if it wasn’t true. Preparing in the areas where it matters most such as your presentation, your phone skills, are going give you a significant advantage as an agent in such a competitive industry. If you are able to deliver the best version of your product, which is yourself, it will give you top level confidence to ask for a check. More than you would think, your prospects are choosing to buy life insurance based on whether or not they believe in you. Sometimes even more so than the product itself! As Self Employed life insurance agent, your confidence tends to be dictated based on how well you know your product. So there is your solution. Know what you’re talking about.
Step 3: Get something from every NO
Just because somebody chose not to buy life insurance from you, doesn’t mean that there isn’t value there. This is where creative entrepreneur ship and having a farmers mentality has to take over. For every person that tells you NO, ask yourself “How else they can be utilized?” Maybe this guy told you about his brother who has 3 kids. His small business with 10 employees. Maybe he’s the head of local association. People who tell you NO, are still a wonderful opportunity for referrals, as long as they like you. That’s what I tend to focus on likability. Maybe your product isn’t for them at that time in their life. But this is why follow up, thoughtful marketing and value branding is very important. Nobody is officially NO until they die.
Step 4: Focus on Activity. Not on Closing
If you’re still within your first 500 Presentations of selling insurance, the number one thing you should be focused on his activity. Whether you generate that activity from a butter lead that paid for, 10-year-old lead you found in the attic, or its your great grandmother is bingo partner, the number one thing you should care about is how many people you’re getting in front of. The more people you get in front of, the more times you deliver your presentation, the more times you you get to do that, the better you get a closing, the better you get a closing the more money you make. Combine that with the rock solid work ethic, and well… That sounds like recipe for a successful career doesn’t it? Focus on activity because it’s the one thing in this business that you can fully control.
Step 5: Believe in Yourself
Out of all five tips, this may be the most important. As many of you know, the life insurance industry doesn’t have the greatest reputation among people who haven’t worked in it. You’re going to hear a lot of grief, some times from of the people closest to you. People will doubt you. It’s common, and it doesn’t make any of them bad people. However, You still have to find a way to be your own biggest fan. If you don’t believe in yourself, its over. Like Toys R Us. Its vitally important that you believe in yourself, your mission, and your purpose every day a life insurance agent. If you stick to that mission, keep your nose clean, and focus on serving those who want to be served. You will be just find rejection is nothing more than part of your workday. Brush it off, and get to the next.
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