Agency Intelligence

In this episode of Agents Influence podcast, host Jason Cass sits down with Heath Shearon, Sales Coach at Agency Performance Partners. Jason and Heath discuss the secrets of closing a sale, not just for new insurance agents but also for those who have transitioned from personal to commercial lines.

Episode Highlights:

• Heath discusses how his commercial course is jam-packed with information ranging from prospecting to closing deals to building niches. (5:13)
• Jason shares that the number one secret he has discovered to be true is that no matter how good a salesperson you are, if you are a better prospector, you will make it. (7:14)
• Heath believes that since he is fearless, he is good at prospecting and cold calling. (8:27)
• Jason shares how he came to the realization that nearly everything the more experienced people in the insurance industry had told him was true. (13:17)
• Heath explains why finding a niche is still important despite being overused. (14:08)
• Heath discusses a time when he started taking pictures while prospecting in the optimism that the images would help his underwriter close a deal. (17:48)
• Jason believes that the word “closure” is incorrect since it implies that we are doing anything towards the end. (21:09)
• Heath mentions that there are several closing techniques, and insurance professionals must determine which one works best for them. (22:38)
• Heath emphasizes the significance of developing a connection or relationship with the underwriter. (28:42)
• Jason discusses how insurance agents can generate more money per account. (34:38)

Key Quotes:

• “You should always be closing from the jump, from the moment I step into that building, or I’m on that phone call, I’m assuming the sale all the way through and making sure that they think of me already as their agent.” – Heath Shearon
• “There are different closing techniques that Hans and I talked about in the course and I even highlight four or five of them, but at the same time, I’m like, you gotta figure out what works for you.” – Heath Shearon
• “Working with the underwriter is so huge in commercial insurance. I have a whole section devoted to this because I think we’ve overlooked that a lot.” – Heath Shearon

Resources Mentioned:

• Heath Shearon LinkedIn
• Agency Performance Partner
• Reach out to Jason Cass
• Agency Intelligence