Increase Your Earnings By $20,000 Or More With A Few Simple Steps

By Edward Hughes

First of all, this is not rocket science, nor is this some get rich quick insurance marketing scheme. In fact, this is probably the simplest thing you as an agent can do to increase your income. But despite the simplicity of this method you'd be surprised how many agents have failed to implement it.

As a sales manager a large part of my job was to shadow agents on their appointments, and to provide feedback on how they could fine-tune their business. Time after time I would see new agents go into the appointment and as soon as they heard the perforation rip and that stiff piece of paper placed in their palm, the would begin to pack up and go.

On one day I turned to the rookie agent and said, "Congratulations on the sale, Jim, but you know, you left $150 sitting on the table."

His eyes nearly popped out of his head and he began pouring through his briefcase, and even checked his wallet.

Again I turned to him and told him these tips to increase his income. He's now using these techniques to get an extra $25,000 per year!

1. When presenting the product first draw a line down a piece of paper (preferably a legal pad). On the left side right the name of the plan you recommend and list all of the features and benefits of these features. At the bottom then right the price.
2. On the right side again right the name of the plan and list all of benefits and features, but also include an ancillary product (life, LTC, etc.). Right the combined price at the bottom of the right side.

Now ask, and the wording of this is crucial: "_______(prospect's name), which one of these do you think is best for you and your family now and in the future?"

About 75% of the time the prospect will point to the right side (the other 25% is usually do to financial issues). You have just got another sale. The key is to do this every time. If you have 8 appointments during the week and you half to get this combo sale, you will see your income soar.

- The Experts http://www.insurancesalesexperts.com

The Experts are a group of veteran insurance pros who have developed a site with the aim of helping new agents succeed. Visit us at http://www.insurancesalesexperts.com

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