Agents can make many assumptions throughout their sales process. Some of these assumptions can make an agent money but some can cost agents tremendous amounts of sales. There’s a lot at stake when you assume so listen in to this episode to learn where in the sale you should make assumptions and when you shouldn’t!
Helpful Links
Mastering the Door Knock & Getting in Front of Clients (Ep.10)
Top Three Ways to Close More Life Insurance Telesales! (Ep.18)
Show Notes
Agents Make Incorrect Assumptions About Leads
They make assumptions about their leads based on:
- The type of leads
- What the home looks like
- The age of the person on the lead card
- The process of how they work their leads
Agents Make Incorrect Assumptions About Their Prospects and Clients
They assume their prospect or client:
- Know what life insurance is
- Have had a good life insurance experience
- Know exactly why they sent in a request
- Trust them
- Know their budget
Agents Should Make These Assumptions to Make More Money
You should assume that:
- Your client wants information
- There is a need for life insurance – it probably is not obvious and you have to work for it
- After you connect and present to them, they will want you to help them
- They have been waiting long enough to take action
- You are going to fill out an application
Assume the sale but do not ever assume that the client knows what is at stake.