Monthly Archives: February 2013

Becoming More Persuasive

PersuadeWhat many salespeople don’t realize is that becoming more persuasive on sales calls has less to do with how hard they push and more to do with how compelling they are to their clients.

When selling to clients, it’s vital to remember that your clients would be doing you a favor by buying your National Agents Alliance product – however, it’s also important to remember that by making your product available to your clients, you are doing them a favor. It’s your job not to push them with sales jargon, but to show them through your words and your actions that they need what you are selling.

Clients often assume that salespeople are pushy and untrustworthy. Unfortunately, in some cases, this is true. It’s your job to disprove that stereotype from the beginning of the sales call. Show that you are trustworthy, not through just words, but through the way you use words and the information you share.

We’ve got a few simple tips to help you become more persuasive without being too pushy.

  1. Be honest– Remember that your goal is to gain your clients’ trust.  The best way to truly gain people’s trust is to be trustworthy and honest. Think of your sales tactics as if you were the client – what would you think of the way you treat people? Would you want the salesperson to be honest with you about the service or product? Would you trust just any salesperson? What qualities make you trust others? Consider all of these things when going on sales calls. As an agent for National Agents Alliance, you are working for the greater good. You are not just working to get a paycheck – you are working to make a difference. It’s your job to make sure people get the coverage they need to protect their families – be truthful about the coverage your clients need and be genuine in your efforts to help. Your honesty will shine and people will trust you. Being trustworthy in itself makes you more persuasive in your efforts to sell.
  2. Be appropriate– When selling, it’s important to think like your audience. Instead of focusing on how to “trick” people into buying what you sell, simply try thinking like your clients. Do you have a family? Tell your clients how life insurance can protect their families from financial stresses if they pass away. Was there something about insurance that you didn’t understand before you went through agent training? Be honest and clear with your clients, anticipating questions and concerns so you will be prepared to answer them. Thinking like your audience will help you be more helpful to your clients. Keep in mind that you are representing National Agents Alliance when you go on sales calls – another reason to be truthful and appropriate. Keep your audience’s perspective in mind, being constantly aware of what you say and how you say it. Rehearse your general sales script to make sure that you know what you want to say and how you want to say it.

Applying these tips to your sales mindset and behavior will help you to be more persuasive – naturally – at your sales calls. If you focus on helping your clients instead of getting as much money out of them as possible, you will see that you are working toward the greater good and making a difference by meeting your clients’ needs. Your clients will see that you are genuine and will be more likely to purchase coverage from you. Your attitude says more about you and what you are selling than your “pushy persuasiveness” does. These tips will help you be naturally persuasive, improving your skills and furthering you on your road to success with National Agents Alliance.


Meeting Your Clients’ Needs at National Agents Alliance

Shaking HandsWhen you have a sales jobs, it’s important to remember to put your clients’ needs first, even before your need for a paycheck. While agents have needs of their own, the clients are depending on their agents to provide them with the best life insurance coverage possible at rates that meet their budgets. A great agent is an agent who truly works for the good of others – someone who seeks to make a difference in peoples’ lives through a service-oriented career.

In order to be a great agent, this idea must be captured and applied to a person’s life. It’s vital for agents to show clients that they are dependable, professional and available – these are the qualities that make agents trustworthy and capable in clients’ eyes.

There are three simple qualities of a great agent that all agents should maintain. Evaluate your traits and see if these are included. If not, work toward them and apply them to your personal and professional life.

  1. Be prepared: In order for agents to be a useful resource for their clients at National Agents Alliance, agents must be prepared – in all ways – to get their clients the coverage they need. From knowledge of products to proper sales call etiquette, agents are responsible for being prepared for it all. Agents are to act professional and should know as much as possible about what they are selling. Knowing your stuff will show the confidence you have in yourself, your company and what you are selling. Displaying this confidence will make your clients more likely to trust you, buy from you and tell their friends about you.
  2. Be consistent: In order to gain trust from your clients and a good reputation for you and your company, it’s essential to be consistent in your behavior and actions. If you tell a client you will be at their home at 7 p.m., be there then. If you arrive early on one visit and late on another, you will show inconsistency in your behavior. This also shows a lack of professionalism, making you a less trustworthy source in your client’s eyes. In addition to being consistent in your timing, be consistent in your behavior. If you are kind for the entirety of a sales call, until your client says he would like to meet with you again before deciding to buy his coverage from you, you will show inconsistency in your behavior. Acting differently or getting visibly frustrated will make clients think that your kind behavior was just a front, and they will likely not buy coverage from you. Be dependable and consistent – these are things clients look for in their insurance agents.
  3. Be reachable: In order to keep clients, keep them happy and keep a good reputation, it’s important to be available for your clients when they need you. If a client has a question or concern, it’s important for them to know they can contact you, and also important for you to answer or call them back fairly promptly. If a client tries to call you once a day for a week and you don’t respond or call back, for instance, you are showing your client that he is not a priority for you. Being reachable, however, shows clients that you are ready and willing to help them. This will build credibility for you and your company, and your clients raving about you will be your best form of advertising.

The combination of these traits makes a great agent, as they put the emphasis on the clients’ wants and needs rather than the agent’s. It’s important to develop a trustworthy and reliable reputation to grow your clientele and succeed with National Agents Alliance.


Jeff Bright shares advice at National Convention

Jeff BrightRALEIGH, N.C. – Jeff Bright, Assistant to the President for Business and Industry Training at Alamance Community College, spoke at National Agents Alliance’s National Convention on Saturday, Feb. 2 at the Raleigh Convention Center.

In his speech, Bright discussed the three main types of love, how to establish self-worth in others, and how to solve problems with empathy instead of criticism.

Bright outlined the three types of love as emotional love, motivational love and cognitive love. Each of these forms of love is an important element of marriage, he said, as the marriage advances to different stages.

Bright tied these forms of love to self-worth, expressing the need for sense-of-self in any successful relationship.

“The reason these three loves are not universally connected in relationships is because we don’t have a sense of who we are,” Bright said.

Rather than building each other up through empty words of affection and praise, Bright suggested spouses encourage each other with truth to build and maintain self-worth.

Bright offered advice for couples attempting to solve problems, and said that it is better to empathize with someone than to evaluate or criticize. Empathy involves understanding, he said, whereas criticism creates an environment of defense and competition. Bright said when spouses empathize, they are truly able to listen to and understand the other spouse’s feelings.

“So, when you listen to somebody, listen with suspense,” Bright said. “Listen like your life depends on it. That shows respect.”

Bright encouraged the audience to apply this service-oriented mindset to their work, as well.

“You are agents to make a difference in people’s lives,” Bright said. “That’s what differentiates you from other jobs out there. You’re in the service industry.”

For more information on Jeff Bright’s services and to learn how to contact him about training availability and pricing, click here.


Selling Generation Y on Life Insurance

The Generation Y market is a huge and largely untapped market for life insurers, which is bursting with opportunity and need. But, unlike their parents, Gen Y clients need a little more convincing to see that life insurance is still something they should highly consider and incorporate into their financial portfolio.

Believe it or not, Gen Yers are money savvy and are in-tune with their financial outlook. HealthLifePro.com reported that about 83 percent contribute to a 401(k) plan, and nearly 50 percent are auto-enrolled in a savings plan sponsored by their workplace.

Generation Y

Because of this, it’s important that when you talk to a Generation Y client about life insurance that you make the connection between financial planning and life insurance, and focus on life insurance being a portfolio asset for retirement.

For example some life insurance products, like index universal life (IUL), can accumulate cash value which you can use during retirement tax-free! Plus, that cash value is invested in the S&P 500, which combines investing with life insurance coverage. There is also no pre-set limit to the amount a client can contribute to the cash value account.

You can also showcase the living benefits and the value of having them in their portfolio. From long-term care, disability riders and return of premium, there are a lot of benefits to having life insurance, especially with the uncertainty of the future of Social Security.

Also, remind them that obtaining life insurance while they are young and healthy will set them up for lower premiums. Plus, they don’t want to make the same mistakes their parents did by investing too much in the volatile stock market.

In the end, Generation Y clients want to know what is in it for them. So if you can present life insurance in this way, you’ll start seeing a lot more sales from the younger generations.


Credibility as a Priority

Making credibility a priority in your life is one of the most important practices you can pursue when it comes to sales. For you, gaining others’ trust is more than flattery – it’s your livelihood.

You can make sales pitches all day long every day, but if your clients don’t find you credible, they won’t trust you. You won’t make any sales if you lack credibility.

So, how can you establish credibility with your clients? There are simple steps you can take to make your clients feel more comfortable with you and with investing money in National Agents Alliance.

Credibility as a Priority

  1. Be genuine and personable.

Be authentic about what you are selling clients, what they need and who you are. If clients ask what you would do in their situation, answer honestly and show that you – and National Agents Alliance – are working to do what is best for them. Clients will sense your authenticity – or lack of – and will more than likely trust their instincts. As you build credibility with your clients, they will become more likely to trust you, invest with you and consider your suggestions. Credibility leads to sales and success, and word-of-mouth is the best advertisement.

  1. Know the true value of what you offer.

Make sure that you truly understand what products and services National Agents Alliance offers. If you have a proper understanding of what you are selling, you will appear more confident and reliable. If clients ask questions about the products you’re selling, you should be able to answer them confidently and accurately – period. If you are unable to answer basic and important questions about what you are selling, your client will not view you as a credible source and will likely not invest with you. If you are accurate and confident, however, you will express credibility that will make you and your client feel more comfortable.

  1. Don’t use sales jargon.

Be clear, direct and honest. Don’t use any corny sales terms that will make your clients question your credibility. Make it your goal to avoid sounding like a cheesy infomercial by avoiding lines like “this product is the best in the country” or “30-day money back guarantee.” Corny sayings like these will make your clients question your credibility – you don’t want clients to feel like they are watching a commercial, you want them to feel like you are a real person helping them protect their family. Be serious, be real and be effective in how you relate to people.

These tips are vital to establishing and improving credibility in your sales call behavior. Remember that you are representing National Agents Alliance and Andy Albright, and that you are there to make a difference, not just make money. You are there to help these people, and they don’t owe you anything until you prove your credibility to them. Apply these tips to your sales behavior and mentality and the difference will astound you!


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