Selling insurance is different from selling everything else.
Insurance is one of the most expensive things people buy and they can’t see it, touch it, or hold it.
You’re selling ideas. You’re selling trust. You’re selling promises.
You’re selling yourself.
This is such a huge challenge that most insurance salespeople quit in the first 2 years and many agents are afraid to hire inexperienced salespeople.
I hate to see young producers fail and even more, I hate seeing agents miss out on the largest pool of cheap, passionate, and open-minded talent.
That’s why I created this resource. To help young insurance salespeople be successful and encourage hiring agents to consider young and inexperienced applicants.
If you know a young insurance salesperson please pass this article along to them. And if you are one:
Follow these 21 tips to be an inexperienced but insanely successful insurance salesperson:
1) Dress More Professionally
Obviously, if you dress more professionally clients are more likely to take you seriously. I don’t need to convince you of that.
But when you’re the sharpest dressed person in the office your coworkers and your boss will take you more seriously and most importantly, you’ll take yourself more seriously!
Sometimes confidence comes from the outside in. If you look the part everyone, including yourself, will start to believe it.
2) Avoid Using “Young” Slang
Have you ever told a client or prospect that you were “all about” customer service?
Do you express agreement by saying things like, “Gotcha”, “Right on” or “For Sure”?
Don’t get me wrong, I believe in being yourself and not apologizing for it, but when you’re trying to sell, the more you speak like your prospect the better success you’ll have.
If your prospect doesn’t use those terms it’s harder to earn their trust when you do.
3) Find Common Ground
Regardless your prospect’s age or background there’s always something you have in common.
Did you grow up in the same neighborhood? Like the same baseball team? Shop at the same grocery store? Do you both love your family?
Ask questions and figure it out so you can focus on the commonalities and skip over the rest.
4) Ask Prospects About Their Kids
If you’re trying to sell to someone much older than you, try to find out if they have a child or grandchild your age and ask a lot of questions about him or her.
You’ll prime their brain to think about their loved one. This makes your prospect more likely to buy from you since they would want someone else to do the same for their child.
Plus, while you may be young and inexperienced, if you’re more polished than their child you’ll come off as a real professional by comparison.
5) Reference Combined Experience
Remind prospects that they’re not buying only from you.
“I passed my licensing exam 3 months ago and I’m so lucky because our office has over 45 years of insurance experience! In fact, every single policy I write is double-checked by the owner of the agency.”
If experience may be an issue for your prospect, make sure they know you’re up to your ears in it.
6) Learn From Experienced Coworkers
Technology has created a very unusual situation in the business world.
It makes younger people think they’re smarter than they are.
As a tech guy myself, I know it’s hard to take advice from someone you just watched peck away at a keyboard to write a one sentence email.
But I also know more multi-millionaire insurance agents than almost anybody and I have found almost no correlation between their tech abilities and their success.
That’ll change for your generation, but learn everything you can from those who’ve been around.
7) Be Enthusiastic
Have you ever seen an infomercial without enthusiastic people?
Everybody likes enthusiasm and as a young salesman, you can display unbridled enthusiasm without looking like an idiot.
People will just think you’re young and have a lot of energy.
They’ll like it. And they’ll buy into it.
8) Follow the Markets
If want to relate to a more mature and professional audience, follow the stock market.
You don’t have to be an expert, just know enough to ask questions that don’t make you sound stupid.
After you’ve qualified someone by asking if they follow the market, ask something like, “What sectors do you think are going to do the best in the next quarter?”
And don’t turn into one of those Cramer wannabees who think they always know the sleeper stock. It’ll make you look inexperienced to someone who has followed the market for years.
9) Listen to Your Phone Voice
Record your voice on the phone while talking to some clients.
Do you sound smart?
Do you sound confident?
Do you sound like a little kid who picked up the phone in Daddy’s office?
10) Sell to Other Young People
There’s one group you have a huge advantage with in selling… other young people!
And guess what…
There’s millions of them!
Millions buying homes, millions getting married, starting businesses, having kids, buying expensive stuff!