In this episode of The MVP Podcast, Mitch Gibson sits down with Jake Jines from The Insurance Alliance to bring you the sales tip of the month.
This will be the start of monthly episodes with Jake as we dive into many different producer sales tips ranging from cold calling, to prospecting, to quoting, to building relationships and we even might show you how to create effective sales proposals.
Episode Highlights:
- Jake shares that he always follows up on a cold call to get the appointment, and he sends a follow-up loom video so the client knows who they are speaking with. (3:14)
- Jake mentions that in cold calling, you have to be able to pick up on people’s tone to be able to determine if it’s a possible opportunity. (4:32)
- Jake explains that he makes a 30-second video with the information and offers assistance so that clients can see that he is genuine based on his facial expressions. (5:50)
- Jakes shares how his short video convinced a client who was hesitant with the initial quote to meet with him. (7:52)
- Jake explains why it is important to customize videos for each client and shares a few strategies for doing so. (9:14)
- Jake mentions that he is not a huge fan of the large dial game. If he realizes that the person is extremely busy but still has an interest, he will follow up. If the person does not show interest, he will follow up next year or in the next six months. (10:31)
- Jake shares that he is still learning how to react to taking losses because he finds it affects him when he loses an account. (12:34)
- Jake advises everyone to stay consistent and be able to bounce back after a loss, especially at the start, and to have the right mentality to stay consistent. (18:40)
Key Quotes:
- “Cleansing is learning who the main decision maker is and finding out their details. And once I have them in that cleansing stage, I know I’ve got them. Doesn’t mean I’ve got them this year, but I may have them next year because I know who I’m speaking with, and I have their information. So when I follow up, I send that loom video, and I put a face with a voice and I keep it real simple.” – Jake Jines
- “Another thing I do if the person’s name is Kathy, I take a piece of paper and I write Kathy…say, Hi Kathy, and I put it up there in the camera, me smiling. That way she knows it’s a customized video, not just a video that I have that I send that to every single person.” – Jake Jines
- “I hate to lose. So, I think as I progress in the insurance industry, maybe my question or my answer will change. But currently, where I’m at, losing is the absolute worst.” – Jake Jines
Resources Mentioned:
- Jake Jines LinkedIn
- The Insurance Alliance
- Reach out to Mitch Gibson