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Insurance Sales Success - Organize Or Prioritize?


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For an insurance sales person, it is essential to make the best use of your time. Some experts say that organization is the only way to insurance sales success. Other professionals say that unless you can prioritize what is most important at a particular time, you will never succeed. Neither side is correct.

Did you ever go in for a lawyer consultation, and see the lawyer's desk clear of all clutter and files? What did you think?  Is this a lawyer than is super organized and professional, or is it so neat that he is starving for business? Another lawyer has stacks and stacks of files and manuals that appear to look like an avalanche certain to occur. Can you determine which lawyer is going to do the best job for you? No.

Early in your sales career you are instructed how you should organize your day (even though the information provided is incorrect). You are instructed to have a file or list prepared beforehand of 50 to 100 people you are going to call You will start your telephone phone calling at a certain time and end it on schedule. A daily file, organized by date and last name contains possible prospects. Likewise, there is a file for sales clients, neatly in alphabetical order. The briefcase and presentation book are all picture perfect ready to make that next sales.

There is a 94% failure rate for annuity, health and life insurance agents. A lot can be contributed to organizing a nonproductive day. This pattern is continued with little change.

As an insurance sales agent, have you ever sat down and made a priority list? A priority list would consist in order the items that would help advance your career the quickest. Near the top should be sales, appointments, and reading articles on selling skills and confidence. Decide once your list is written, how you can best accomplish and improve each item. For example, by reading expert articles you will find wasting 4 hours a day telephone prospecting is certainly not the best manner to locate prospects to make appointments.

Setting priorities on a list can never be etched in stone. As an insurance sales career develops, your goals change. This automatically calls for a revision in your order of work priority. Goals however cannot be achieved by simply rewriting what is most important. They require action.

The solution to insurance sales success is not only a combination of organization and prioritization. You must add in flexibility.

When I was an insurance sales agent, I admit I was never 100% organized. I did not follow a strict schedule and my desk was always a mess. (it still is). I had very determined goals to reach, and quickly learned what worked the most effectively. Along with this, I discovered tasks that were truly a waste of time. Distractions and time wasting roadblocks that returned little income for the time spent. When I became smart enough to become my own guide, instead of a sheep, I prioritized. However, my method was different from most insurance representatives.

I never made a daily to do list, as many sales managers and coaches instructed. That is because my daily list could change in the middle of the day. I wanted to flexible enough to make sales opportunities appear as often as possible. There could be six appointments in just one day. The next day might be tied up with paperwork and calls, and zero appointments. I carried my prospects leads with me, and after making a sale, I was on fire, all pumped up. The result would be to take a prospect lead with no appointment, and simply go to the door and turn it into one. There was never the stagnation of a routine that had to be maintained in a certain order.

SALES SUCCESS    There is no mold, which can guarantee it. There is no teacher that can teach it. Only you can develop it, and improve on it. A productive insurance sales career always has 3 ingredients all the pros However each of them has their own winning combination, just as you must develop yours. You must develop the right combination of meaningful organization, a correct order of priorities, and the flexibility to change constantly. You have discovered a formula few insurance sales people have. Now get the confidence and determination to put in all together at full speed.

Well published author, Don Yerke likes to concentrate on what you don't know or what no one else dares to print. Tell it like it is. The website address is Get your FREE 160 page Ebook on self confidence (details on 2nd page).


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