It seems that every sales seminar for insurance agents focuses on cold-calling. New and seasoned insurance agents alike are taught that cold-calling is the way to get appointments. In this day of caller ID and do not call lists, cold-calling is simply too much trouble. There are better and more effiecient ways to get appointments as an insurance agent.
For people who have spent any amount of time in insurance sales, they have
certainly experienced sales training. This training usually consists of a lot
of role playing . . . and we mean a lot. This role playing usually consists of
practicing what to say if the potential customer throws up reasons why they
don’t want to purchase the insurance that is being sold.
Of course, much of the sales training that is available in the insurance
industry also consists of how to get customers in the first place. And the
information that is usually presented revolves around cold-calling. How to
cold-call, when to cold-call, and how many cold-calls to make everyday in order
to get appointments.
The problem with so much of the training on getting appointments is that it
is outdated. While at one time in our nation’s history, cold-calling actually
worked. Before the days of caller ID, it was pretty easy to get people to
answer the phone. Now, you can literally cold-call all day and not get a single
person to even answer the phone.
In addition, cold-call today involves running every number you are going to
call against the do not call list. If you slip up and forget to check the
list—or don’t bother to use it all—you are putting yourself at risk. Even
worse, even if a number is not on the list, people are inclined tell you to put
them on your do not call list.
With all of these obstacles, cold-calling is really not the way to try to
get appointments in the insurance industry. However, for most young agents
starting out in the business, they don’t know any other way. They are taught to
get on the phones and stay on the phones. The purpose of this article is give
new insurance agents ideas and techniques for getting appointments that are
actually more effective and a better use of your time.