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How to Effectively Double Your Sales

Posted by Lauren Hidalgo on Fri, Mar 22, 2013 @ 09:45 AM

Medicare SupplementsWhen you think about doubling your sales you most likely think that it would take twice as much time and money spent prospecting and selling. However, according to Donal Daly, CEO of TAS Group, an agency focused on helping sales professionals be more productive and effective, that’s not always the case. They’ve identified that you can double your sales by making small incremental improvements to your sales process. Here’s what you can do to work toward doubling your sales:

  1. Pre-qualify your sales leads 20% more accurately. By purchasing higher quality leads you are less likely to be calling the people not in your target demographic. Take a look at what areas you have been successful and where you haven’t been doing as well. Create a quick profile of your ideal customer and target those specifically.

  2. Disqualify your sales leads 20% faster. At this point in your career you’ve learned to identify pretty quickly which prospects don’t need your product or don’t have the money to afford it. Don’t waste time with those false opportunities! Politely end the conversation as quickly as possible and move on to the next prospect.

  3. Close 20% more of your opportunities. Obviously, the more opportunities you close the more customers you will have, and thus the more money you will be making. However, where doubling or tripling your close rate is probably impractical right away, anyone can make a 20% improvement. The easiest way to do this is to stop trying to sell and instead listen for your “go-ahead signals” during conversations with prospects. Put aside a fear of failure and ask for the business.

  4. Increase the average value of each deal by 20%. There is a fixed amount of time and money connected to each of your sales efforts. Making two deals for $300 each takes far more time and effort than one deal for $600. Therefore, it’s important to constantly be aware of additional ways that you can help the customer. Maybe they might also be interested in a Final Expense or a Hospital Indemnity product during a Medicare presentation. This is not upselling; it’s providing a better service to your client.

Then numbers work out like this:
How much you’re selling now: $100k
After eliminating 20% of your bad leads: $120k (better use of time)
After disqualifying 20% more non-opportunities: $144k (better time usage)
After a 20% increase in your conversion rate: $173k
After a 20% increase your average total sales could be: $207k

For any questions or further discussion on improving your sales or the best lead companies feel free to contact your PSM marketer at 1-800-998-7715.

Please give us your feedback!
What other things have you done to increase your sales? Do you think these techniques would be easy to implement in your business?

 

Source: Inc.

Additional Updates:
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Tags: Sales Tips, Success Tips, Senior Market Advice, Assured Life Medicare Supplement, Equitable Life Medicare Supplement, Phoenix Remembrance

Introducing a New Final Expense from Phoenix

Posted by Lauren Hidalgo on Fri, Feb 22, 2013 @ 11:26 AM

Medicare Supplements
Phoenix is now offering Remembrance Life, a whole life policy with some very unique riders helping your clients leave a lasting legacy for their loved ones. Phoenix Remembrance can protect those special moments in life; a child or grandchild’s birthday, graduation, going off to college or even your client’s retirement.

Precision Senior Marketing is proud to be an exclusive distributor offering top level direct contracts on the complete Phoenix portfolio.

Phoenix Remembrance Product Highlights:

  • Whole Life insurance with Additional Income Coverage Rider (AICR)
  • Coverage includes lump-sum and monthly income stream death benefits
  • Total coverage amounts $10,000-$100,000 (base plus AICR)
  • Issue Ages 30-80
  • Simplified Issue Underwriting
  • Included riders: Accidental Death, Terminal Illness and Critical Illness

The optional riders available for Phoenix Remembrance make the product unique and versatile.

These optional riders include*:
Legacy Rider – A way for clients to leave a lasting legacy, by sending a birthday present each year, of up to $500
Educational Benefit Rider – Up to $5,000, in four annual payments, for a client’s beneficiary to further their education
Income Term Rider – Helps provide income replacement protection in case of a premature death
Lifetime Income Rider – Designed to help your clients replace Social Security benefits or other income they may lose due to insured’s death

* Available at an additional premium. Age restrictions vary by rider.  For all riders, the named Rider Beneficiary must be alive to receive benefit payments. Rider benefits are only
available upon the death of the insured and will cease at the earlier of the death of the Rider Beneficiary or the term
stated in each rider.

These benefits are discussed in greater detail in the Phoenix Remembrance Quick Reference Guide and Product Summary.

To request information and get contracted on this new, innovative, product please click the “Request Information” link below or call your marketer at 800.998.7715.


Request Information

Phoenix Remembrance Life (ICC12FEWL) is whole life insurance issued by PHL Variable Insurance Company (PHLVIC) (Hartford, CT). PHLVIC is not authorized to conduct business in Maine and New York. In Maine and New York, Phoenix Remembrance Life is issued by Phoenix Life Insurance Company (PLIC) (East Greenbush, NY). These insurers are separate entities and each is responsible only for its own financial condition and contractual obligations. Members of The Phoenix Companies, Inc. The Phoenix Companies, Inc. and Precision are not affiliates. Payment guarantees are based on the claims-paying ability of the issuing company. 38680 4/13

For agent use only. Not for use with the public as sales literature.

 

Additional Updates:
  • Competitive Med Supp Rates from Equitable Life - Learn More
  • There's a New Med Supp in Town from Cigna - Learn More
  • Combined Med Supp Now Available for Sale in AZ, SC, WV - Learn More
  • Gerber Life Med Supp Rate Increase for FL - Learn More

Tags: Final Expense, Whole Life, Combined Insurance Medicare Supplement, Equitable Life Medicare Supplement, Gerber Life Medicare Supplement, Cigna Medicare Supplement, Phoenix Remembrance

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