Previously in our sales training blog series, we covered what agents need to do AFTER the sale to offer good customer service so clients don’t lapse their policy. In this post, we’ll explore two other activities that agents can utilize after the sale to get the most out of their lead budgets: cross-selling additional policies to their leads and clients, and seeking referrals from them.

Previously in our sales training blog series, we talked about making the sale with polished Final Expense or Medicare Supplement presentations. We even looked at common objections agents encounter when trying to close leads on a plan. Now we’re going to cover what happens AFTER you make a sale, take an application, and enroll a senior in a plan.

One of the most talked about parts of the sales process is the art and science of handling objections. Agents will go to great lengths to find the latest script to turn a stubborn lead into an agreeable client – like they were spells from Merlin’s magical spell-book or something.

Previously in our sales training blog series, we looked at selling Final Expense life insurance plans. In this post, we’ll explore the process of selling Medicare Supplements to seniors.

There are two primary ways to sell Medicare Supplements, depending which prospect niche you’ll be qualifying and presenting to:

We’ve been blogging a lot about leads – how to generate them, order them, door knock them, contact them and follow up with them to keep your sales pipeline full. Although a steady flow of insurance leads is critical, just having a bunch of leads isn’t the goal. Even the fullest pipeline is worthless unless an agent can successfully turn leads into clients and actually close Final Expense sales.

In our last sales training blog, we said that contacting leads is the most critical piece of an insurance agent’s sales process. But that’s only the first step, because your goal isn’t to just contact a bunch of leads; your goal is to turn leads into clients. To do that, you need to develop a lead management system to keep your sales pipeline flowing.

Because no matter how well the first call goes, not every single lead you contact will be ready to sign up (or even qualify for) an insurance plan right away — in fact, most of them won’t.

Contacting leads is a critical piece of any insurance agent’s sales process. Your initial approach to each lead, and the first impressions they form, can make or break your closing rate and frame your entire client relationship. Here’s how 35 agents contact leads and handle objections to make the best impression.

If you're going to be successful selling insurance, the number one priority is getting in front of enough people to qualify them regarding their insurance needs....