Sales Blog for National Agents Alliance

On May 1^st, the LIFE Foundation kicked off Disability Insurance Awareness Month, which encourages people to start thinking about what may happen if they were injured and left unable to work and keep a roof over their family’s heads.

While many people believe that a big house, nice cars and clothes are their biggest assets, it’s actually their ability to work and earn a living—allowing them to enjoy such luxuries. This is where life insurance and mortgage disability protection insurance comes in.

In fact, statistics show that in the U.S., a disabling accident occurs, on average, once every second!

Many believe that disability insurance isn’t needed because benefits are available through Social Security or workers’ compensation. However, the LIFE Foundation revealed that “45 percent of those who initially apply for disability benefits through Social Security are initially denied, and those who are approved get an average benefit of just $1,063 monthly—hardly enough to replace the average worker’s income. Workers’ Compensation covers only work-related disabilities, but according to the National Safety Council, 73 percent of disabling accidents and illnesses aren’t work-related.  The U.S. Department of Labor also reports that over 70 percent of employers do not offer long-term disability coverage.”

The U.S. Department of Housing and Urban Development reported that nearly half of all foreclosures are caused by disability. On top of that, according to the Social Security Administration, one in five people suffer long-term disability before the age of 65.

National Agents Alliance has multiple options in protection to ensure that families are protected in the event of an unfortunate accident that leaves the bread winner unable to continue to support their family. Here at NAA we can offer mortgage disability insurance in conjunction with life insurance, so that individuals are protected against death and disability, or as a stand-alone disability policy.

It is a comforting feeling to know that your family is protected no matter what life may throw your way. Be sure that your clients know of these options and facts!

There are certain characteristics that make up every successful and top-earning salesperson, and the same holds true for the top performers here at National Agents Alliance. Not everyone possesses all these traits, but you may want to consider adopting and strengthening yourself in them in order to make more sales, and reach success faster.

According to Entrepreneur.com the following were found to be the most common traits of a successful salesperson:

1. A burning desire to prove something to someone: When someone doubts your dreams or your abilities, it creates a burning desire to prove them wrong. This drive to show someone that you can do it helps to push you even harder in achieving your goals.
2. An interest in others: At National Agents Alliance, we strive to have fun, make money, and MAKE A DIFFERENCE! Helping others is at the core of our values and beliefs. Every insurance agent should be invested in helping their clients in every possible way, including going above and beyond the call of duty.
3. Confidence and strength: You can tell someone has confidence by just looking at them—it’s how they carry themselves and the look on their face. By exuding confidence, others develop confidence and trust in you.
4. Empathy: Having a sincere interest in your customers and their well-being creates trust that allows you to serve not only your prospects, but their friends, relatives and acquaintances that’ll be referred to you.
5. A focus on goals: First step to success is creating goals and writing down those goals. You need a clear picture of what you’re working towards and when you expect to reach your goals. This helps you maintain your focus every day. As Andy Albright said, “always have the end in mind.”
6. Persistence:  Actively working towards your goal each and every day is key in reaching success. Success is almost totally dependent upon drive and persistence. “The extra energy required to make another effort or try another approach is the secret of winning. “- Denis Waitley
7. Enthusiasm through difficult situations: You can’t control what happens to you, but you can control how you react to it. With enthusiasm and a positive attitude you can still make each day a day of accomplishment and fulfillment. When you actually take a step back and analyze the situation, most of the time it isn’t as bad as you thought.
8. A positive attitude: Maintaining a positive attitude helps keep negativity from creeping in, and keeps you on the path to success. Don’t allow doubts and negativity to chip away at your drive to reach your goals.
9. An understanding that people come before money: Not everything is about making the sale, we are in the business to help people. If you’re driven solely by money, and not the passion of what you do, you’ll never reach true success.
10. An investment in their minds: Successful people are lifelong learners. Andy Albright stated in his book, 8 Steps to Success, that “learning something new should be a part of your daily lives.” Success is built on continuously learning how to perfect their craft and how to make their business better. Learning from the leaders of the industry is how you become better yourself, so be sure to leverage the tools that National Agents Alliance provides for you to do this!

It’s time to pucker up buttercup, because your lack of energy is killing your game! Your attitude, energy level and enthusiasm are integral factors in determining if you’re going to make that sale!

As Andy Albright stated in Step Eight: Communicate with a Positive Mental Attitude of 8 Steps to Success, “Communication can be destructive or constructive…A successful business is a contagious attraction. Either you bring individuals toward you, or you push them away.”

A positive attitude coupled with enthusiasm and passion for what you do sends the message to the customer that you believe in your product, and you’re excited about what your product has to offer your customer. At National Agents Alliance, we are helping to protect millions of people nationwide in the unfortunate event of an untimely death, potentially saving a family from losing everything they own—that alone is enough to get excited about everyday!

Don’t believe me? Look at any top seller in National Agents Alliance; they are pro-active in our organization. Their high energy and positive attitude combined with their drive to make things happen is what has helped drive them to the top. Energy equals motivation and motivation equals success. People are drawn to positive people; no one wants to do business with the “doom and gloom” guy.

If you want to boost your energy level and attitude, try these tips:

• Resolve to look at the glass not half empty, not half full, but full. Half of the glass is filled with water and the rest is filled with air.
• Appreciate the good in your life. You woke up today, you’re breathing and you have a job; you’re doing better than a lot of people.
• Exercise! When you exercise you release endorphins, the feel good chemical in your body.
• Dress for success. When you’re dressed at your best you tend to feel better and exude more confidence.
• Fish for compliments! When you need an extra boost of confidence call some of your satisfied customers to hear their positive comments about their experience. This not only gives you the confidence boost, it helps to keep the relationship strong by staying in touch.

Having the right outlook and high energy not only will benefit you professionally, but you’ll begin to see a positive change in your life altogether!

One of the blessings of being part of National Agents Alliance is the continuous training provided by CEO, Andy Albright. When you read his books, The 8 Steps to Success, and the Millionaire Maker Manual, you learn some of the history of the company and the CEO’s climb to success.  You learn quickly that his success did not happen overnight and, most importantly, that “Success Is Not Accidental.”

Andy constantly preaches to “be intentional,” meaning plan, plan, plan and plan some more!  At every local, regional or national event, much time is spent on the importance of goal-setting and one can be overwhelmed with the choices of goal-setting methods.  When you get familiar with our CEO you will find that he favors one particular style of goal-setting…Success! The Glenn Bland Method.  This book can be found at the NAA Store.

You learn in the first chapter of this book that Glenn Bland discovered the principles used by those who built vast fortunes when he finally became “success conscious.” He learned this at a time when he was doing his job and doing it well, but only because he was required to, not because he wanted to.  He found, because he was just drifting along, others dictated to him.  He figured it out and stated it this way:  “Men who have goals and plans dictate to others, while men who have no goals or plans are dictated to.”

He suddenly “got it” and said, “Techniques and methods change, but principles never do.”

So, to be intentional about your future means:  plan your future.  Determine your guiding principles and use them in the formation of your goals.  Using the Glenn Bland method, you will determine short-range, intermediate-range and Ultimate goals in four areas of your life:

1. Spirituality.
2. Financial/Business.
3. Education.
4. Recreation/Social.

The most successful agents with National Agents Alliance learn these methods quickly, raise the bar very high and set an example for others to follow.  They don’t settle for second place and never play small.  When they accomplish a goal, they quickly set a new, higher one.

Follow their example, and remember that success is not accidental!

At National Agents Alliance (NAA) we encourage our insurance agents to promote repeat business by offering a positive experience with their clients the first time.

One sure-fire way to ensure that NAA insurance agents will have repeat customers, and referrals from their customer’s friends and family is to offer an experience they couldn’t get anywhere else.

This “experience” is everything for customer; it’s how they decide whether or not they will make a purchase from you. The experience you offer your customer can range from the quality of your product, to the level of customer service they receive. Since National Agents Alliance only offers the best products on the market, it’s important that our agents provide an equal or better experience for our customers.

Connecting, understanding the customers problems and then solving them with your product is key to success and repeat customers.

In Andy Albright’s 8 Steps to Success, step three is all about listening. Knowing and mastering the listening technique taught in Albright’s book is key into creating repeat customers and fostering an ideal experience.

In order to accurately assess who your repeat customers are, it’s advised for NAA insurance agents to keep a log of customers to see who is returning for repeat business and who isn’t.  For those customers who have not returned to conduct more business, or have not opted to make a purchase at the time, it is always good to make a phone call to see if your services could be of use.

National Agents Alliance (NAA) asks what kind of mortgage protection and life insurance agent are you?

Every insurance agent is different and everyone has a different style and flair to their selling approach, but some tactics may work better than others.

Startupsmart.com has listed some of the common approaches to selling, and which ones to steer away from.

1. The Hard Seller: This is the stereotypical salesperson, who uses a more direct and forceful approach to sales. This approach is a little harder to swallow for customers in the 21^st Century, because no one wants to be “sold to.” Basically it doesn’t work as well in today’s world, so stay away from this approach.
2. The Problem Solver: If you’re a problem solver you’re more likely to endure the harsh world of sales.  Finding out what problems the client is seeking to resolve, listening to those issues, and offering a solution with your product will offer a higher conversion rate.
3. The Emotionally Intelligent Seller: There are several types of buyers like the assertive, analytical, negative, timid and the “how much” customers. These types of salespeople are able to tune into their buyers’ personality and motivations, and know that how they respond is key in determining a successful sales approach.
4. The Street Smart Seller: A street smart seller is a hustler, who is always looking for new ways to gain an edge. Being on top of the curve and continuously re-inventing your edge and taking advantage of every opportunity is the trick to staying on top.
5. The Teacher:  Every sales person should hold the “teacher” card. This is the person who educates customers with critical, game-changing information and insights that help them gain a competitive edge with their product.  This person is also continuously advancing their knowledge and skills, and chooses to take an insightful approach to selling their products.
6. The Self-Aware Seller: These types of salespeople can quickly adapt their approach to make a connection with the wide array of personality types they encounter. They are also talented listeners, who can effectively communicate with their customers; are both confident and commanding without being pushy, and are not crippled by the fear of rejection.
7. The Persistent Seller: This is probably the most effective salesperson! They don’t understand the word “NO!” They are disciplined, persistent, resilient and are not deterred from achieving their goals. They consider mistakes and adjustments a part of the learning curve.

For some an insurance sales career is a highly lucrative and an exciting industry, but for others—who may lack the skill sets to be a successful insurance agent—it can be intimidating, and a confidence-crusher.

National Agents Alliance (NAA) strives to make their sales team among the best in the nation. While everyday may not be a “touchdown” for our insurance agents, we provide the skills that can help get you on the “winning team.” Here are four tips that can help you and your NAA insurance sales team “run for the end zone.”

• Nurture your sales leads: Sometimes more isn’t necessarily better. If you’re constantly chasing new leads and new prospective clients, you may not be giving enough attention to the sales leads you already have—potentially missing out on a lucrative sale opportunity. Just because a lead decided against purchasing a mortgage insurance policy with you, doesn’t mean that they won’t a few months later—anything could have happened during that time. Closing the door too soon can result in missed opportunities and sales.
• Establish a clear assessment of your sales pipeline: Having a good view of your pipeline of sales products, as well as establishing clear benchmarks that measure and understand your conversion rates can help avoid unforeseen pitfalls.

A recent study from the Aberdeen Group found that nurtured sales leads yield a 47 percent higher average order, increased opportunity to sales conversion ratios, and higher bid-to-win ratios. A better understanding of your sales pipeline can help you identify and focus on the most profitable sales, and find out how to achieve more of them, Business Insiderreported.

• Rejection: You will be told “no,” “I’m not interested,” or “no thank you,” more than you will like. The key is getting back on the horse and trying again. Times change, people change and circumstances change. Revisiting the leads that initially told you “no,” or “I’m not interested” may be seeking your services now.
• Get on the phone: Remember: You miss 100 percent of the shots you do not take. Failing to pick up the phone to make a call to your sales leads are shots you didn’t make. Don’t let the uneasiness of calling someone cost you money! Take the shot!

Ref: http://www.businessinsider.com/4-tips-for-surviving-in-the-sales-wilderness-2012-3

There are millions of people in sales. That is why it is important for National Agents Alliance’s (NAA) insurance agents to master the technique and art of sales and stand out from the competition. Understanding and implementing this “art” may mean the difference between a successful career with National Agents Alliance, or the sound of the door shutting in your face.

A high performing National Agents Alliance salesperson doesn’t evolve overnight; it takes time and dedication to the craft of salesmanship to get it right. But, these four quick tips can help catapult your skills and improve your ability to sell when meeting with a customer:

1. Sell the product to yourself: If you can’t get yourself to buy what you’re pitching to customers what makes you think they will want to buy it? This is also Andy Albright’s first step, “Personal Use,” in his book 8 Steps to Success. As Andy noted, “Trying to sell something you don’t believe in is equivalent to stealing.”
2. Be confident: Customers are tuned into you, they can sense when you’re not confident. This is imperative in closing the deal and making the customer feel comfortable with their decision to meet with you.
3. Make your sales pitch short, sweet and to the point: Nobody wants to listen to a salesman talk on and on about their product any more than necessary. Taking too long to explain your product, its benefits and why they need to buy this product can cause the customer to tune out and begin daydreaming, all while nodding their head like they are listening. This can result in lost sales, and even worse: lost referrals.
4. Thank you:  Just like a first impression—a last impression is also a lasting impression. After your meeting, whether it is over the phone or through an email, take the time to say “thank you” for taking the time to speak with you—regardless if you made a sale or not.

Looking for prospects with a need for insurance and the ability to afford coverage, agents at National Agents Alliance have found a huge pool of potential clients in young professionals. Many of these young professionals across the nation are skimping on life insurance to save money, and some of these young people without families may not now understand the need for a typical life insurance policy.  It is the responsibility of the agent to educate the young man or woman on how an insurance product should be a big part of their financial planning, especially in these economic times

With financial markets struggling, many young professionals are afraid to invest. This is not uncommon, but should present opportunities for our agents. We must teach that investing for one’s future should start as soon as a steady income is earned, and one of the options we can offer is a whole life insurance policy that offers cash value that many of the young people are unaware of. This accumulation of money can be used in the future for a variety of purposes including paying off student loans, providing a down payment for a home, or building a cash reserve for retirement.

Top producers at National Agents Alliance must be proficient in educating the young professional that life insurance purchased while they are young helps their insurability in the future. And, while they may be single today, it doesn’t mean they won’t have a family in the near future, and locking in a whole life insurance policy now will last a lifetime. The cash value of the policy will grow indefinitely as long as premiums are paid. This remains true even if there is any change in the person’s health, an important fact that must be taught.

Helping the young professional establish a foundation for financial security at an early age is invaluable to them and puts you, the agent, in a great position for future business. One of Andy Albright’s 8 Steps to Success is to “Be Teachable,” so make sure you don’t overlook the opportunity this segment of the market provides.  Learn to work with the young professional and you will see your business explode!

One of the biggest advantages that agents at National Agents Alliance have is the awesome working relationships we have with so many great insurance carriers.  When you are working with the giants of the industry, the 100+ year-old, top-rated companies with billions in assets, you have the ability to shop the clients’ needs to find the perfect fit of coverage and cost.

When our CEO, Andy Albright, talks about our motto of “Have fun, make money, and make a difference,” he is teaching agents not only a philosophy but an important sales technique.  It’s not rocket science to understand that when we “make a difference” for a family the other two parts of our motto fall right into place.

So, what is that sales technique that makes the difference?  At National Agents Alliance, our agents are taught to under-promise and over-deliver or, to put it another way, to always give more than we promise.  Doing this separates us from the competition.

The insurance companies with whom we work provide us simple tools for providing extra benefits that clients have not thought about or even knew existed.  These tools are riders, some of which are free.

It is not difficult to show a client the need for the basic coverage to protect his family in the event of an untimely death, but when we can add extra benefits at a low or no cost, we stand out in the eyes of the client.  When we can offer something extra that the client did not expect, it helps build a strong relationship that leads to repeat business and strong referrals.  The client now feels you care and will be open to discussing annuities and/or policies for other family members.

An agent needs to learn all of the riders and extra benefits offered by each company, and then use that knowledge to provide that service that makes a difference.  When we over-deliver on our promises, we build the reputation of National Agents Alliance, and we see a long-term increase in income.