The Five Fundamentals of a One-Call Close in Life Insurance Sales (with Roger Short)
Sales at its most basic level is persuasion. Ethical selling is the art of creating a willing and desired exchange of value that moves people to a better place.
Many agents do not know the psychology behind sales and therefore come across as pushy, needy, or self-serving.
In this video, from Roger Short’s keynote speech at the 8% Nation Wealth Conference in Dallas, Texas, he breaks down the psychology of selling with Aristotle's modes of persuasion and discusses the five fundamentals of sales required to consistently and effectively move people to a better place.
Once an agent learns how to craft their own message and present solutions in a way that appeals to and meets a client's internal needs, they will move from a position of salesperson to a position of trusted advisor.
#LifeInsuranceAgent #LifeInsuranceSales #InsuranceAgent #InsuranceSales #InsuranceTraining
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About the Life Insurance Academy Podcast
The Life Insurance Academy Podcast is a Top-Ranked insurance-focused podcast with an expanding global audience of avid listeners. The weekly podcast takes you out of the classroom and into the conversations of top-producing agents in life insurance sales so you can level up your business. Subscribe wherever you listen to podcasts and follow us on Facebook, Twitter, and Instagram at @LifeInsureAcad.
About the Life Insurance Academy
The premier training and coaching academy & online resource for insurance sales. The Life Insurance Academy trains agents and agencies around the world to help grow sales, scale business, increase profit, and expand impact. While navigating through LifeInsuranceAcademy.org, you’ll find podcasts, video courses, downloadable tools, and supporting sales resources. Content covered includes prospecting, leads, how to approach your clients, proven sales processes, top-producing presentations, effective pricing strategies, closing techniques, client care, sales psychology, agency growth strategies, and much more.
Connect with Roger Short
Instagram: / rogershort
Facebook: / roger.short.376
LinkedIn: / rogershort
Пікірлер: 14
Mr Short. I'm Ellis Mack and I thoroughly enjoyed your presentation. I am embarking on a self studyiing journey to become a life / medicare agent. Time is of the essence and I don't much. So I"ll be looklng out for your videos from now on, I am glad I ran across you while looking and listening to Cody Askins. Thanks '
@RJMoreno
15 күн бұрын
I'm about to start this journey. Maybe, I won't be as successful as the presenter, but from what I've seen sales reps in various industries are adopting the consultative approach. You're the guide. You are there to point the customer in the direction of their desired outcome. If someone doesn't even know they need insurance, then you can educate them, and hope they either have the budget or come back when they have the budget. Perhaps, what may help you with your customers is having a sharper and shorter discovery call, and then setting an expectation of a 90-minute presentation. That presentation meeting may have more impact and lead to more day-of sales than it would otherwise.
One call close - an interesting concept I just can't seem to make work. My average case is worth about $2,500 - $5,000 and I write traditional life and disability insurance. I just find there is no way you can establish the need, do a fact finder, and get what is usually 2+ apps inside of the hour or so people are willing to dedicate to a single meeting. This seems to be more of a possibility for smaller cases - maybe final expense sales based on a mail-in lead. Most of my prospects don't even know they need more life insurance or the shortfalls of what they do have.
@TheRealTonyG
6 ай бұрын
whether you think you can or you can't, you're usually right.
Persuasion is the art of getting someone to do something they wouldn’t ordinarily do if you didn’t ask. Sales is the science of getting someone to buy something they didn’t know they needed.
Total fire!!
Roger THAT!!!!
@10:30 @12:00 @13:15 @14:20 @21:50 @27:03 @34:29
If you confuse you lose! 💎
❤
17:30 probably should call 911...?
@LifeInsuranceAcademy
5 күн бұрын
LOL Yes agreed
Cvv we’re
If your product is good enough you won't need sales. Customers will come lookingfor you. What does this video tell you about the insurance industry?