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