Prospecting/ My 20 Point Day System

[DarrylVK]

flatfive,

" I've never heard of this guy before... "

I am amazed by that statement.

Have you never read Life Insurance Selling. It is the most read mag in the industry. He has wrote for them for like 40 years. I knew who he was 3 weeks in the biz. What little island have you been on that you have never heard of Burt?

App count is not where the money is, app size is what matters.

Life Insurance Selling Magazine - The Magazine for Top Life, Health & Financial Services Producers

I clicked over & read an article by Burt
Optimism, Pessimism, Realism
By Burt Meisel, CLU, ChFC

Having just got into insurance I had never heard of him but looks like good stuff.

 

[Guest]

I think this is a bit easier. Excerpted from:

How to Become a Rainmaker by Jeffrey J. Fox
Chapter 37

Use the point system everyday

1. Getting a lead, a referral, or an introduction o a decision maker = 1 point
2. Getting an appointment to meet the decision maker = 2 points
3. Meeting the decision maker face to face = 3 points
4. Getting a commitment to a close (a purchase) or to an action that directly leads to a close = 4 points

Work every day to get a total of 4 points in any combination of steps

 

[lookin4abetterwayinpa]

Now let's fuse the 2 points systems, take Robs 4 point system, the value of it anyway, and turn it into a 8 point system, or 2 4s a day if you will.

Depending on how you look at it. I know some people that set their goals low, so they can accomplish them. I know others that set them at the moon, but that keeps them going.

I set mine slightly out of reach. When I am close it gives me the extra dive, but when I reach it, hooooooooowha. Everyone has their own system, plain and simple. However, if yours is not working, maybe it's time to tweak it a bit, find your spot, so to speak.

 

[CHUMPS FROM OXFORD]

"Meeting the decision maker face to face = 3 points"

In today's enviornment (depending on the product)...that step is not needed.

 

[Guest]

"Meeting the decision maker face to face = 3 points"

In today's enviornment (depending on the product)...that step is not needed.

This point system is from a sales in general book, not just insurance, but I can see this being applicable to group, perhaps.

 

[mmov1997]

20 point system was a good read - I like it. Great way to motiviate.

 

[Mac1958]

An agent using a lousy "system" but who doesn't give up is going to be more successful than an agent who has the "best system in the world" but spends his time watching ESPN.

There's a zillion "systems" out there, but there is no one-size-fits-all system. The trick is to find one that matches your personality (or lack thereof) and that you can sincerely buy into.

I know agents who have all the personality and skills in the world, but who consistently under-produce because they're lazy. Because they can always tell me why something can't be done.

Find a legitimate "system" that works for you, commit to it, and don't give up. If you fail, the first place to look for a reason is the mirror.

...

 

[VaDwayne]

I'm a strong believer that sales is teachable, done it in other fields and I see no difference in the Insurance Industry. If anything has failed it has been the sales training push upon people such as so many No's equal a Yes! It rarely works for the most part and those that excel in sales understand this at some point in their career.

The 5 Way, is nothing more then a opening line to be used as a prospecting tool not a sales system, most understand this. I have no doubt that most people never used this and most business owners have never heard this line so the claim of it being "Old School" is quite puzzling, old school as in no one knows of it! I've studied and used the 5 Way going on about a year now, I've not found a better opening line to create a dialogue when prospecting businesses on the life side. Yet if one is so weak that they think that the use of the word "Bankruptcy" is going to create ill feelings is being overally cautious. As in most business owners have failed in the past so they tend to be keen on protecting from future failure. As in business is business, most understand being emotional about their business is not a favorable postion for future success.

You are 100% correct in my opinion. Sales are sales andare teachable. I may be wrong but it doesn't appear that many of the people on the forum saying differently, have sold other types of products for a long period of time. Again, I don't know for sure.

However, I spent 20 years in the auto industry, and moved up from salesperson to managing one of the largest Honda dealerships in our area, and the last 7 or so years I was a sales trainer. I was offered a GM franchise but thank God I didn't pursue that, so I have been very successful and know what I am talking about.

If you look at any training offered by the guys on this forum and compare them to videos teaching people how to sell cars, they will look like the different trainers are teaching out of the same book. That's not a bad thing at all because guys in the insurance industry need training just like guys in the auto industry do. My point is, sales are sales.

There are agents on the forum that say they don't sell, they educate. Educating is sales, it's done the exact same way in the auto industry and in MLM as well. The huge difference is in the auto industry, you have to take someone who thinks you are going to screw them and turn them into trusting you.You do this buy selling YOU first. Educating is selling.Would anybody be educating for free, I don't think so. We all have bills to pay. Those that educate are gearing that presentation toward getting the sale.

Go online and look up Joe Verde, Grant Cardone, who are the top 2 sales trainers in the auto industry, and other sales guru's in the auto industry, and their videos will be very similar to Rob's( selling techniques, not product knowledge), and Rob's are very good. Find some vacuum cleaners sales videos, and it will look the same. Again Rob's is geared toward insurance sales, and are a very good tool to help agents like me understand this industry. Rob is the insurance training man, especially on attitude and technique without a doubt. Go to IHIAA and those video's will be very similar to the car training guys I mentioned above. Frank Stastney training is similar and so would mine be, sales are sales once you learn the techniques and get motivated.

I believe that sales are 10% product knowledge and 90% motivation, or maybe 20/80. You've got to love what you are doing. I have 25 years of sales experience and it has made the transition into insurance so easy, as I was a Master Gold level salesperson with Honda, which is the top 5% of salespeople in the country.There were only 20 or so in Virginia in 2007 and 2008. But nothing compares to sitting at the table and speaking with seniors. That is far more gratifying than the money, I only wish I had spent the last 20 in the insurance business.

 

[Crabcake Johnny]

.................

 

[briko3]

"Educating is selling.Would anybody be educating for free, I don't think so. We all have bills to pay. Those that educate are gearing that presentation toward getting the sale."
- Good quote