It doesn’t take long in the business life of an agent with National Agents Alliance to find out who’s tough enough for the long run. The novice agent often gives in quickly, misinterpreting rejection as a personal affront, when the prospective client is really saying “not now” or “I need more information.” A more experienced agent is able to maintain a posture of confidence and competence by being prepared for any and all objections that prospects throw out.
This posture is what is responsible for the agent to turn “no’s” into “yes’s” and convert skeptics into clients.
Because of the professional training received through Rotation meetings, NAA University, Boot Camps and Andy Albright’s weekly TV show, agents develop the skills to handle anything thrown their way. Through this training and experience, agents learn to “think on their feet,” to answer objections with ease.
With a little practice and experience, agents are able to anticipate almost any question the prospect may ask, confidently rebutting the objection and showing the client technical competence. People love to do business with people they like and those who come across as competent in their delivery, and this positive posture leads the client one step closer to buying.
This anticipation is learned at the National Agents Alliance trainings listed above, and top producers will teach a new agent exactly what to say to every possible objection imaginable. Through repetition and role-playing, every agent is prepared for every question, and will be able to perform in the same manner as the best-of-the-best at NAA. The more practice, the more confidence. The more confidence, the more success.
Agents have what clients need. There can be no fear because it’s the agent’s job to protect the client’s family. This business is a “contact sport” and not for the faint-at-heart. But if you learn and practice, the fear disappears. It’s a great feeling to be prepared and to effectively listen through an objection or question that you have anticipated ahead of time and have your prospect respond positively to the way you honor their concern and offer a solution to their problem. When you are prepared everyone wins.