Cold Calling for Life Insurance Brokers
February 14th, 2008 by 
Ben
Cold Calling for Life Insurance Brokers
Author: Lorne S. Marr
It’s true that cold calling may be not the most time effective way to generate new leads, but it’s still a skill that any professional insurance broker should master. This article will give you several great tips that will turn you into a true pro.
Cold calling may be not the most time effective way to generate new leads, but it’s still a skill that any professional insurance broker should master. Apply the tips below and watch your clientele grow!
Define the Purpose of the Call Clearly - Even before you reach for the phone, think about what are you exactly trying to achieve. Most people from a sales background tend to think that the goal is merely closing the sale, it’s not. You should be aiming to establish a some kind of first contact and ensure future appointments. You’re hoping to turn your prospects to clients and to get referrals from them many years from now.
Define your Prospects - You’ll find that researching and grouping prospects into groups will make your efforts more effective. People from a specific industry or alike positions will usually have alike habits, especially when it comes to time management and conversation style. It it easier to call similar people at one time.
Have an Opening Framework - You don’t want a specific and detailed script for calling, but you should definitely develop a solid opening framework. Be sure to include a warm greeting, an introduction, and a time frame statement. Make sure you cite a reference point, and sketch out the benefits of working with you. Be short, punctual and clear - that way you’ll have a professional image.
Be Personal - Some people are getting a lot of phone calls every day and chances are that you’re not going to be remembered if you sound just like every other person talking. Learn to make an impact and communicate your identity in a friendly, personal way.
Smile While Calling - Do it. Research shows that people sound more pleasant and tend to feel better when they smile, and this translates over the phone as well. You will be surprised how big a difference can a small detail like this make.
Ask for Help When Dealing With Gatekeepers - In cases when you’ll be calling business owners or people in higher positions, you’re likely to encounter gatekeepers that are instructed not to let cold calls through unless for a specific reason. In t hese situations, a magical sentence to ask is: “Is there any way you could help me?” If you let the person have the impression of helping you instead of defending his/her turf, you’re much more likely to get through.
Turn Negative into Positive - In every cold calling scenario, you will be encountering rejections of various nature and plenty of “no”s. Don’t take these personally. A good way to keep a cheerful attitude is to play a little game and count these instead of the positive outcomes.
Call at The Right Times - The best way to call is arguably early in the morning, when you can reach the person directly and he/she’s full of energy. This is especially true if you call business owners - the best time is either before 9 AM or after 5 PMFind Article, when the gatekeepers aren’t there and you’re talking directly to the decision makers.
Source: Free Articles from ArticlesFactory.com
ABOUT THE AUTHOR
Lorne S. Marr has been a very accomplished financial planner since 1993 and runs his own company LSM Insurance Services Ltd, which specialises in Canadian Life Insurance. He’s recognized as an industry leader thanks to the commitment to providing clients with value-added services. Find more tips for life insurance brokers here!
Posted in insurance | 
No Comments »