As most agents know, selling is not about closing. A poor closing ratio is a manifestation of the trap some salespeople fall into during the beginning of the sales process. Instead, sales are about establishing a relationship with your prospects and clients based on your real interest in their supplemental insurance needs. If you have found yourself having trouble closing lately, it is time to start asking yourself some questions.
When you obtain a lead you will want to assure you have an interested client that will not result in a “tire kicker” who will waste your time. When you receive referrals they will most likely be interested. However, it is especially important to qualify when your leads have been purchased from a third party source.
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