Here's How to Fill Your Life Insurance Prospecting Pipeline:
The strategy is simple: Get in front of the right people and you’ll sell a ton of life insurance. This guide walks you through how to build a steady stream of life insurance prospects.
It’s the proverbial carrot on a stick: You need to get in front of the right people in order to sell life insurance.
But getting enough qualified leads to fill your sales pipeline is no easy feat.
Part of the problem is that consumers don’t see a life insurance policy will ultimately better their financial situation. When you’re positioning yourself as the solution to a prospect’s problems, this becomes one of the the biggest barriers to overcome.
If you want a continuous stream of prospects filling up your life insurance pipeline, here’s what you can do:
1. Own your business.
Instead of thinking of yourself as an insurance salesperson or agent, identify as a business owner. You’re in charge of everything from marketing, finances, administration and sales. You are the driver of your business, and that business needs a sales strategy backed by an effective marketing plan.
2. Put yourself out there.
There’s a fine balance between being overly aggressive and too passive. You need to sell yourself in order to get people to buy your product. They are essentially buying YOU. So instead of selling your product first, promote yourself and attract people to the benefits of choosing you as their agent.
3. Focus on customers.
Your mission may be to reach $1 million in sales, but your goals should also include something about helping people achieve peace of mind or financial stability. The latter is customer-centric, and it’s what should be consumer-facing about your business.
4. Help customers get to know you.
You’ll want to create materials that help prospects get to know you – before the face-to-face meeting happens. One way to do that is to build a website that helps customers learn more about you and what you do.
5. Stay in touch.
Regularly communicating with prospects and customers helps you stay at the top of their minds. You can do this through phone calling and emailing. Staying in touch with customers and prospects also puts you in the unique position to “be there” when their financial situation changes, and they’re ready to buy.
As an insurance producer, you should always be networking to build your prospect pipeline. You can network in person in the community and at local events, but don’t forget about using social media platforms, too.
While it’s tempting to be everything to everybody, by specializing, you’ll position yourself as “the” expert and attract people who need what you have to offer.
8. Use technology.
Software can help you do your job smarter and more efficiently than a fully staffed office. Even better, employing technologies into your processes will make it easier for customers to do business with you.
As you fill your pipeline using these various techniques, you’ll need to be ready to deal with the prospects that come your way. Always look professional, present yourself in a way that oozes confidence, and you’ll attract prospects to your business.
In what areas of prospecting do you struggle most?