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Stories are the best way to create urgency. But at the end of the day you cant create urgency with a prospect who does not see value in life insurance.
The biggest mistake both new and old agents make is to waste time trying to convince people who dont care that they need life insurance.
Obviously there are people that do know they need it and just procrastinate. But as an agent you must be able to realize when you are just wasting your breath.
Very True and well said.
It didn't take me long into my NYL days to figure this out. You are not going to close every deal, and it seemed that the ones you really had to "close" lapse 3 months later.
I've run into people who purposely want their families to struggle to "show them".
You have to really listen to the objection because it may be a smoke screen for something else.
For me, if a prospect puts up too many objections, I thank him for his time and move on. I will stay in touch, but I will not burn any bridges trying to one visit close anybody.
Sometimes you write them later. I have gone as far as 4 years later with several prospects. Don't burn a bridge, just don't spend a ton of time on them. Keep your name in their face 4 or 5 times a year so when the light goes off, you're who they call.
The biggest mistake both new and old agents make is to waste time trying to convince people who dont care that they need life insurance.
Obviously there are people that do know they need it and just procrastinate. But as an agent you must be able to realize when you are just wasting your breath.
Very True and well said.
It didn't take me long into my NYL days to figure this out. You are not going to close every deal, and it seemed that the ones you really had to "close" lapse 3 months later.
I've run into people who purposely want their families to struggle to "show them".
You have to really listen to the objection because it may be a smoke screen for something else.
For me, if a prospect puts up too many objections, I thank him for his time and move on. I will stay in touch, but I will not burn any bridges trying to one visit close anybody.
Sometimes you write them later. I have gone as far as 4 years later with several prospects. Don't burn a bridge, just don't spend a ton of time on them. Keep your name in their face 4 or 5 times a year so when the light goes off, you're who they call.
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