Selling Insurance is like fall in love!

When we first met a person, we fell in love with him/her, but we would not tell him/her straight away," I want to marry you, please be my husband or wife!" They will be scared away.

We should get to know him/her more, to let him/her feel that you are a trustworthy person and they believe that you got good personality and last but not least, take good care of him/her so that you will win his/her heart.

Selling insurance is just like that too!

So, everytime talking to people, imagine that you are falling in love with him/her.

Use of talent!

As talked last time, in the Three Kingdom Period of China, while facing military problems, Prime Minister Cao Cao would held a meeting & discussion with all his generals, talents, let them express their ideas, opinions, and use them for the success of the battles.

He showed to be indecisive, but in fact, he was providing a platform for his talents to show off their talents, to build up their confidence and to combine all their intelligence into a highly effective intelligence group, which is proved to be powerful indeed.

Let us learn from Cao Cao to apply into our agency force as well.

Sales Talk!

To ask a question for your prospects to realise their own problems.

Show the back of your namecard and ask:
"Mr Prospect, Can you think of writing down anyone names who can give you $200,000 cash when they heard that you were diagnosed of critical illness & became unable to work, to help settle your family expenses and your children education expenses?"

Normally, they would not think of anyone. And then, it is your chance to just turn your namecard to the front to show your name and said:" Mr Prospect, this person can do it if you took up my plan for you as little as $400 per month?"

Simple, Effective, Duplicable!

Think & Grow Rich

This famous book"Think & Grow Rich" is written by well known writer Napoleon Hill. I believe in it. When i kept thinking in how to do well in my insurance business, i will grow rich sooner or later.

And i also believe in "You are what you think". If i kept thinking insurance, i will be an insuranceman(profession) & become successful with it.

So, what you think is important! What are you thinking about most of the time?

A Way to get rid of economic crisis!

At this moment, we can see that everday talking about the economic crisis, which also cause insecurity among people. In this very critical moment, we should expose ourselves more to our prospects, clients in quantity and quality.

This is the finest moment to be with them, so that they can see that you are not coming to sell them something, and then gone. But we can meet with them to share with them some of our ideas and opinions.

Study of talent person!!!

Recently, i am thinking & studying of how(where) to find & use talented person, though this is not easy task. I try to read and study through China's over 5000 yrs of history with its many dynasties conversion and lots of heroes in using the talented persons successfully.

And i think in terms of how it could be applied to our business too, in recruiting talented persons as our agents to maximise our productivity & effectiveness.

The one specific period in China history is the Three Kingdom Dynasty. I found out that many many talented persons appeared in this period due to that period conditions in war and chaos, and also due to the brilliant recognition of the talented persons and leadership of the Masters of the 3 kingdoms.

Here i share with you all one idea i found. We cannot simply deny a talented person with his defect, but to use his special given talent in helping us to success.

Make them laugh!

As we all know, laughter is the best medicine.

But do we know that laughter is the door to business too?

When we make our prospects laugh, their heart are being opened & so are their money pockets.
So, we can easily make business.

Try to make our prospects laugh, to make them happy to be with us!

Learn from everything!

We need to keep learning, of the world economy, the celebrity news, the financial products, travelling around the world etc. As we deal with different kinds of prospects all the time, they got their own profession, have their own interests & hobbies, so in order to get closer to them, we should be talking to what they are interested in.

Learn from everyday living news, happenings, books.

Reference website!

For those who are interested to be in the "blue sea ocean", you can refer to the following websites:
www.mmts.com.my
www.wretch.cc/blog/supercoach

Be careful! Accidents are everywhere!

Beware! Buy enough insurance to protect your family lah!

Have a break for your brain~

World is getting worse? Financial Crisis?

Nope! Take a break! Have a laugh!

Managers! Take note!

As managers, we all have at least several agents or even few hundreds. So, what should we do with them?

To guide them towards success, in income, in time, in career. We do not just leave them to survive their own after recruiting them in. We have to treat them like our children, our babies - new to everything & hence we need to guide & lead & take good care of them to make sure that they will become grown up & independent one day.

So, who are we as managers?

"Parents" of agents, Papa & Mamas!

Take care of our "children"!

Trial makes one talent

One of the Great Scholars of China,Mencius said,"For God to assign an important task to a person, he should be tested with trials for his will, his labouring, his hunger and his body strength hardly."

So, only those who sustain through it will finally make their own achievement.

We agents too, will face lots of trials that normal people won't face or can't face. Only by sustaining through them will we finally achieve our goals, dreams and become "man" of men.

Managers win market by talented people

In the Three Kingdom Period of China, the well-known Prime Minister of Wei Country, Cao Cao said,"I win the world by using the talented people, not by my talent, troops alone."

So, we better eager for talented people instead of other advantages.

Yes Man!

I had just watched a movie by Jim Carrey " YesMan". It is about a guy being lifeless, recommended by a friend to attend a motivation course. From it, he started to try to say "yes" to everything, and he changed through it.

Indeed, we should say yes to everything, except those that are not moral, ethical. Saying yes means that we are ready to accept the challenge, we want to make a contribution to this world and many opportunities will come upon you through it, only you decide you want to grab it or not.

Say yes is having an attitude of optimism.

I highly recommend you all to have a watch on this movie & learn from it the "yes" idea.

We are farmers?

We are like farmers indeed!

First, farmers got a good attitude - they know who they are, they know that they have to work or else won't survive.

Second, they know that at the beginning of every new year spring season, they start from zero. And at the end of every year, they will make an account on the result attained consecutively.

Third, they are persisted in one purpose only, i.e. sow the seeds, ploughing, harvesting. They know where they are up to every single month.

We should learn from them, the attitude, and the rhythm of their work.

Sharing by Ben. Feldman

Ben. Feldman once said, "What we do is beautiful because we help people help themselves in spite of the fact that they resist us."

Selling insurace is a truly noble calling because, while other professionals do help people, they don't do it in spite of the fact that people resist them.

Recruitment ideas!

To recruit, first we must use the law of large numbers i.e. find lots of potential agents to join in this career, and from there, we can find out those who are the quality ones. So, in order to have quality agents, we must first find enough quantity of people.

Just like in a war aftermath, there should be lesser numbers of soldiers left, so they need to fill up the shortage of soldiers.

And what is leadership?

Leadership is the ability to gain the followers. And the measurement of its standard is by the gaining of the number of followers.

Sharing by John F. Savage

John F. Savage, one of the legendary producer in US life insurance industry, shared some of his viewpoints.

"You can no longer by a hunter. In the past, agents were taught to pick up the newspaper, see who had a new kid, who was getting married, who got engaged, and who got a pay raise. Amateur night in the arena! You can't operate like that anymore."

"You've got to grow, you must change. You must be a trapper. I've always taught people that hunter goes up and down the stream, in and out of the woods, and by the end of the day has one rabbit or one bird."

"What does a trapper do? He sets up the traps, goes back into the log cabin, and pretty soon, Bingo! Got one! Bingo! Got another one! At the end of the day he goes out and picks up the game from the traps (the point being that the trapper doesn't have to seek out the game, the game comes to the trapper)."


In action term, it should means that we have to promote or advertise ourselves & our products through newspaper, through internet, through media. And we can recruit agents in different areas, so that we are not alone by ourself, we can borrow other people's time & effort, to help us in our business.

Effective Sales Talk

The ideas in your talk should intensify your prospect's problems, lighting a fire under the prospect that will create a pressure to buy.

E.g. We can say "When you own this policy, it will do this for you." & Also make a comparison with the situation if he did not own it, then he will figure out the difference himself.

Potential of every prospect!

Every prospect is the pivot of at least 4 circles:

1. Family circle - get chance to know his family members too.
2. In-law circle - get to know his relatives.
3. Leisure-time circle - get together to play sports with his friends, or leisure time with
his group.
4. Job circle - get to know his colleagues, or even his boss.

So, you can have more sources of knowing more prospects just through his 4 circles.

Try it & you will see!

More Activity!

If there is any one thing that a new salesperson needs, i can say that it is activity.

Everyday you must share life insurance with someone. The more times you do, the more successful you will be. Go see anyone. Go see everyone.

Don't wait to be an expert on every subject before you talk to prospects.

Get moving! Activity! More activity!

Everyday is another opportunity to learn something from someone

We should have this kind of mindset everyday. We can learn something everyday, through people we meet, through things we see, through hardship we go through, through other people's sorrow we see.

Every new day is being wonderful!

Enthusiasm

Imagine that there are 2 agents, sharing to the prospect, one being enthusiastic, the other being slow motion. Which one would you think got higher chance of closing the sale? Of course the one being enthusiastic!

Enthusiasm is needed for every single agent who want to do well in this business. We need to learn & practice enthusiasm. It will easily trigger every cell of your prospect to get excited and hence your prospect will be excited about your product too.

Use phrase such as "I think you'll be excited about this idea".

Shared Attributes of Successful Agents & Failing Agents

For Successful Agents,

1. They understand the law of large numbers - the more you see, the higher chances of sales you would make. Thus, they are not afraid to fail occasionally.
2. They learn the basics first, then develop their own styles.
3. They set their short and long-term goals, far beyond agency expectations and they have specific dates for accomplishing these goals.
4. They have a willingness to learn from others.
5. They share the benefits of insurance everyday with everyone, and are ready to solve problems for them.
6. They are eager to be successful.
7. They are not opposed to working long hours.
8. They believe firmly in insurance benefits and hence are adequately insured.
9. They do not let negative people & minds sway them from their direction.
10. They were active in civic, political and religious circles, as they felt that community involvement helped their self-image.

On the other hand, for Failing Agents,

1. They have a negative mindset, " I can't do it".
2. They do not have the desire to build a business for themselves.

Best Choice!

Life insurance career is the best choice that help you and me to make our superior lifestyle come true at earliest stage.

Though we also have a contract each with our company, but it is the performance contract. The better we did, the higher our income will be.

And because of this career, we tend to learn different areas of knowledge, apart for our insurance knowledge, so that we can talk whatever topics our prospects are interested in & hence have close relationship with them. So, it makes us half-genius as well.