5 Insurance Sales Secrets for Millennial Agents

RAIN Group

The way millennials purchase insurance is worlds apart from the approach taken by baby boomers. A Gallup Panel Study revealed that millennials are more than twice as likely to buy insurance online, and are the least likely to be engaged with insurers.

Study reveals suprising attributes of higher quality leads


Today we’re sharing a gold mine of valuable insight on what makes for a higher quality lead in insurance, mortgage and education. A complimentary copy of the full report and industry specific versions of the study can be found here.

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Taking the lead with lead quality insights


Case in point, the Leads360 study showed that leads with certain characteristics converted more than three times higher than average. Insurance Lead Management Mortgage Sales AutomationNot all leads are equal, but too often we treat them that way.

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Putting lead scoring to work for sales


A few months back, we released a study about lead scoring in response to the growing number of customers who voiced interest in leveraging lead scoring to boost performance. Just like a judge on Dancing with the Stars, sales reps all interpret lead quality differently.

Financial Services Selling Skills – Guidelines for Asking Questions

Tom Hopkins

Three Guidelines for Asking Questions Because asking good questions is such an integral part of good selling I’ve given the matter a lot of study and thought over the years. Financial Services asking for the business financial services insurance questioning strategies sales closing sales skills selling skills talking with clients

How Sales Specialists Help Reach Your Customers

Sales and Marketing Management

In fact, it was first adopted by the insurance industry in the 1870s. The modern buyer journey sees customers using Google, visiting websites, sharing experiences and product recommendations in peer-level forums, studying analyst reports and reading expert product reviews.

Serving Others Never Goes Out of Style

Sales and Marketing Management

The most recent index study is a joint effort of The Society for Incentive Travel Excellence (SITE), Incentive Research Foundation (IRF), and Financial and Insurance Conference Professionals (FICP). Author: Paul Nolan Helping others is energizing.

Sales Operations: The Guide They Never Gave You


Insurance sales rep. Finance and management studies gave you models to take into the real world while our area did not. “What was your first job?”. It’s one of my favorite questions to ask a fellow professional in sales operations. Some of the answers include: Elementary school teacher.

Latest Research on Personality Assessments for Sales Selection

Understanding the Sales Force

The first, 10 Traits of Successful Salespeople , was typical of the misinformation that often passes for must-read information: The data came from commission-only insurance salespeoplein just one company so it has limited application in other industries.

PRO, FUN & MON: 3 Really Good Things to Manage To in Selling

Anthony Cole Training

Rather, it is a process that evolves out of focused commitment and dedication, ongoing study and professional growth, high-road ethics, unwavering determination, and plain, old-fashioned hard work.". They also exhibit commitment to being masterful in their expertise in insurance.

Three Steps to Help Clients Reap the Rewards of Action


According to life insurance industry studies, 36% of clients don’t recognize they have a need. Your job as a sales professional is to help your prospects understand their need and to feel the pain that can result from avoiding a solution. You ma

Sales Managers – Why Isn’t Goal Setting Easy?

Anthony Cole Training

I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. I failed in the life insurance business. However, the strength of the relationship varies considerably from study to study.

Inside Sales Power Tip 150 – Positive Attitude Wins Business

Score More Sales

Seligman spent years studying the relationship between positive attitudes and sales success. Remote professional selling, or Inside Sales, is tough – lots of activity and not always a lot of revenue to show for it.

Voicemail as a Prospecting Tool

The Sales Hunter

Here are a couple of examples: If I sell insurance, I might leave a value statement that says something about how I have some new information from an employee survey showing how employee attitudes toward insurance have changed. Another example might be if I’m selling computer services to businesses, I could say something with regard to a new study showing how companies are spending less on computer hardware due to changes in how they use what they have.

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Combating Disengagement: What can be done about workers’ lack of interest in their jobs?

Sales and Marketing Management

One of those was Michael Stahl, executive vice president and chief marketing officer at HealthMarkets, an independent agency that sells health insurance, Medicare, life and supplemental insurance products nationwide. However, HealthMarkets supports its mission of focusing on helping customers find the best insurance products by “tilting” pay for its salespeople toward fixed compensation rather than commission.

Why Young, Male Salespeople are at a Huge Disadvantage

Understanding the Sales Force

Young, male, insurance salespeople have almost no chance of getting women to trust them. The big surprise in the study is WHY people don't trust salespeople.

6 steps to effective email marketing for mortgage lenders


In a recent study conducted by Ellie Mae on communication preferences in the mortgage industry, the number of borrowers who find email intrusive has grown over the last 5-10 years. To succeed at email marketing, lenders need to monitor the activities of their sales teams and have policies and procedures in place to act as an insurance policy against loan officers “going rogue” on email.

B2B Prospecting Data Just Keeps Getting Better


My colleague Bernice Grossman and I recently conducted a new study indicating that B2B marketers now have the opportunity to target prospects more efficiently than ever before. Bernice and I are always open to ideas for future studies.

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Hard Selling - Does It Still Work?

Customer Centric Selling

However, I have personally experienced the hard-sell of car rental insurance at several rental car outlets. In this case, the hard sell consists of telling customers the lie that their regular insurance won't cover rental cars.

The Sales Playbooks Every Sales Team Needs


At Leap | Carpenter | Kemps Insurance Agency, we use playbooks to help train new hires,” says Adam J. One, in particular is a call centre group in the health insurance industry– a very competitive space,” says Louise Taylor of Unbridled.

5 Keys to Building Successful Sales Teams – Let’s Talk Motivation

Anthony Cole Training

I was able to do that for a variety of reasons, but as I think back today, it was mostly because I loved the game so much that no one ever had to tell me to get ready for practice, get my gear together, get in shape, practice hard, study the playbook, be fair and a good sport.

Effective Onboarding: The Key to Engaging and Retaining Top Sales Talent

Smart Selling Tools

The best way to think of continuous onboarding is an insurance policy that protects investments in hiring, onboarding and training. Studies show that in as little as 30 days, 79% of new information is forgotten – it’s just how the brain works.

3 Ways to Achieve a Winning Sales Attitude

Hubspot Sales

Dr. Martin Seligman’s work with insurance company Metropolitan Life is one of the more famous case studies. Salespeople who scored high in optimism sold 33% more insurance than those who scored lower.

Opinion: Why Sales Win Rates Have Reached an All-Time Low

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan One of the findings in the most recent Sales Performance Optimization Study , from CSO Insights, revealed that the win rate for deals has reached an all-time low.

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An Interview with Henry Schuck: 4 Ways to Move the Sales Performance Needle

DiscoverOrg Sales

Progressive Insurance is 100 years old, but they’re innovative. Marketing serves a key role in instilling confidence in the product: case studies are a huge confidence booster. DiscoverOrg CEO and cofounder Henry Schuck knows a thing or two about growth.

Five Ways Live Chat Can Increase Sales

Sales and Marketing Management

According to Business Insider, Insurance Sales could save 60 percent, Financial Services could cut costs by 46 percent, and Sales and Customer Service could save 36 percent and 29 percent, respectively ( Source ). Power and Associates Social Media Benchmark Study, millennials are more likely to use online media for interactions than the telephone.

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7 Email Templates That Can Save You 520 Hours Per Year

Hubspot Sales

A study by the American Psychological Association found shifting tasks causes temporary mental barriers, which swallow up to 40% of your productive time. I don’t have these healthcare providers established yet, so I’ll need someone who covers my insurance. Are you a multi-tasker?

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Making Sales Playbooks Work for You


If you’ve hired a sales manager to lead your sales team, this is your insurance policy that execution at 5,000 feet will occur in alignment with the goals you set at 30,000 feet. This article is not about whether it’s important to have a playbook…it’s important. If you don’t have one, do your company a big favor and take the time to get it done. Rather, this article is about what is sometimes missing from playbooks, which is crucial for getting business development right.

The REAL Future of Sales

Braveheart Sales

According to a Rain Group study of buyers, the four winning attributes of a top salesperson mentioned are: Educated me with new ideas or perspectives. Insure you hire the most appropriate salesperson for the job.

Insider Opinion - Why Sales Experts Can't Agree on Anything

Understanding the Sales Force

It''s clear that everyone is approaching this from their own perspective, using their own experience, anecdotal evidence, surveys, studies, clients and subscribers, in the industries in which they work and the marketing and/or sales teams with whom they communicate.

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7 Ways to Improve Your B2B Job Descriptions


In fact, in a 2012 study by Monster, 57% of respondents said they are put off by meaningless jargon in job ads ( source ). We offer 3 weeks paid time off, paid holidays and top-of-the-line benefits from health and dental insurance to 401(k) assistance.

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Medical sales – impact of hospital mergers and acquisitions on sales strategy

Sales Training Connection

Improve negotiating positions with vendors and insurance companies. As a result, the evidence from research studies consistently show higher hospital prices and profits following consolidation. Medical sales. In 2010, hospital mergers and acquisitions were valued at $3.8

6 Steps to Improve ROI of your Mortgage Email Marketing


To succeed at email marketing, lenders need to monitor the activities of their sales teams and have policies and procedures in place to act as an insurance policy against loan officers “going rogue” on email. Email is a powerful sales and marketing tool.

The 20 Best Sales Movies of All Time [Updated for 2018]

Hubspot Sales

Part road movie, part character study, the little-seen “Diamond Men” is a gem waiting for rediscovery. Funnyman Ed Helms plays Tim Lippe, a naïve insurance man who’s so sheltered and innocent that he’s never spent the night in a hotel before.

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Interview: Guided Selling with Storytelling, Insights and Financial Justification

The ROI Guy

Yes, there are several studies that point out how sales reps are being invited later into the decision making process. There’s been a huge change in life sciences and health insurance, much of it driven by what the insurance companies will pay and for what, and the affordable care act.

How to Drive Business Growth Using Net Promoter Score


Insurance: 42. Case studies: Ask successful customers to participate in a case study. Successful B2B businesses all have something in common– a segment of loyal customers who regularly purchase and recommend their products and services.

The Ultimate Guide to Direct Mail

Hubspot Sales

According to the same study, 25% find it “more trustworthy.”. Put together printed versions of your most popular resources -- reports, blog posts, case studies, etc. -- and send them to the influencer or decision maker. What is direct mail?

The Importance of Social Proof in Building a Movement #DF13

Smart Selling Tools

Do you sell to the Insurance industry? I’m not talking “case-studies” here, but rather a description of the great work they’re doing in the industry and for their companies.

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Shame on Wells Fargo: A Lesson in Sales Ethics


Among Wells Fargo’s offenses: deceptively getting 570,000 clients to sign up for expensive car insurance that they didn’t need, which led as many as 20,000 to default on their auto loans. A recent study on change management and sales training intervention confirms this, stating that only 51% of sales leaders communicate a vision for change.

A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?


According to a study conducted by the Medical Group Management Association , this shift is already seen within physician incentives plans where doctors are compensated by metrics of quality, outcome, and patient satisfaction.