Lies, lies, and more lies. So very often that’s all we hear from our prospects. It happens to you and it happens to your competitors. But, there is definitely something you can do to make it happen much less often and–even–use it to win more signed Broker of Record Letters.
In this episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches you about why prospects are lying to you and then provides a few tips (tactics) about how to overcome these roadblocks and get the prospect to finally tell you the truth about what you have to do to win their business.
- Charles discusses why some insurance industry prospects are liars. (2:07)
- Charles shares a quick story about when he was relatively new in the insurance industry and discovered that the insured was lying to him. (3:18)
- Charles explains that just because you make an appointment doesn’t imply you’re meeting with someone who will really give you a chance. (5:48)
- Charles mentions that he simply cannot be someone’s agent unless they are willing to terminate their relationship with their current agent. (8:30)
- Charles explains that in sales, you get what you ask for and will not receive what you do not ask for, and you must push because the insurers are lying to you. (11:26)
- Charles believes that as an insurance agent, you are your own biggest hurdle. There are factors blocking you from attaining what you want, and you need to recognize them so you can delegate, remove, or overcome them. (13:05)
- Charles discusses what happens if insurance agents don’t put up rules of engagement. (19:09)
- Charles explains that since prospects don’t understand how insurance works behind the scenes and are trying to figure it out for themselves, they often say things to insurance agents that they believe insurance agents want to hear in hopes the agent will do a better job for them. (20:52)
- Charles emphasizes the need for insurance agents to continue to push if they do not feel like they have a clear idea of what the insured will do to make their decision on which agent they will do business with. (22:38)
- Charles discusses one of the most important things he believes insurance agents should do when interviewing prospects. (24:36)
- “Insurance agent, you are your own biggest hurdle. There are things that are stopping you from getting what you want. You need to be able to figure those out, identify them, label them if need be so that you can either delegate out the issue to somebody else, remove it altogether, or figure out a way in which to overcome it.” – Charles Specht
- “What I’m really trying to get to at the core of this podcast episode is that your prospects, because they don’t understand how insurance works behind the scenes, they’re trying to figure it out themselves. And so, many times they are saying things to you that they think you want to hear that’s going to cause you to do a better job for them.” – Charles Specht
- “One of the main things that I think you need to do when you are asking questions of your prospect is, one, you need to find out how many years they’ve been with their current agent. Anything that is three years or longer is a red flag to me.” – Charles Specht