Selling Insurance - How Easily Can You Create Business Opportunities that Didn't Exist Before?

Unless you’re an order taker that’s what sales is all about, generating business opportunities that would not exist otherwise. Most traditional approaches to sales generate a 2-5% return from the opportunities you try to create. That’s a very low rate of return from a whole lot of effort.

Is there a way to increase and improve your ability to create business opportunities? Of course there is. If you want to create business opportunities you have to develop an approach that produces better results with less effort. And you can do that.

Creating business opportunities is a lot like fishing. When you decide you want to go fishing there are a lot of decisions you have to make. You have to decide:

*where you’re going to fish

*the specific types of fish found in that particular body of water, and the specific type of fish you want to catch

*the type of rod or reel you’ll need

*the best bait for the specific type of fish you want to catch

*the right hook for that specific type of fish

The same is true when it comes to creating business opportunities for you. You simply adapt those decisions to selling insurance. Now you have to decide:

*where you’ll look for clients and focus your energies and efforts

*the specific details and characteristics that make a potential client your best possible client

*what grabs their attention and interest, and gets them paying attention to you

*the tools you’ll need to help them get what they want

*the expertise you’ll need to filter through options and help the prospect make the best decision

You know what happens when you avoid making these decisions. You struggle getting appointments and few of those appointments convert to clients. It doesn’t have to be that way.

You create more business opportunities by turning your focus on the client and what they want, and away from what you have and what you want. As an example, would you be more interested in learning about coaching and how coaching works, or discovering how to consistently attract the right clients who want to know more about working with you. You don’t care one little thing about what coaching is or how coaching works. Why should you?

You care about the results and outcomes you want. Then and only then will you have any interest in what makes it possible to get what you want. See the parallel with insurance?

The best bait is directly related to and only speaks to the outcome or results someone wants. They must already know they want it and actively want to do something about getting it. That’s the bait you want to use to trigger that first connection, and get them to bite.

Experience has proven if you can’t get them to bite by allowing you an appointment you certainly can’t sell them anything. Your potential clients like the fish in the water know where the food is. However, they aren’t all hungry at the same time.

The way you fish now you aren’t just not catching a lot of fish you’re killing the ones you don’t catch because they’re dead to you after that first point of connection. That doesn’t make sense does it yet that’s what you do?

If you want to sell more insurance you have to increase your sales and you do that by creating better business opportunities. That means you have to figure out how to fish and how not to kill the fish you don’t catch today, so you can come back and catch them another day.

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