Join a free live training on Thursday, October 8th at noon CST. One solid hour of nothing but closing techniques and overcoming objections in the life insurance conversation, including exactly what to say when you hear the most common objections and how to turn more conversations into submitted applications. No sales pitch. Just 60 minutes of straight fire with a ton of takeaways.
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Watch the full episode on YouTube: HERE
What's in this episode:
Sales does not have to be hard. In this solo episode of The Insurance Buzz, Michael Weaver shares one small but critical piece of the insurance sales presentation that gets customers engaged, agreeing, and selling themselves on the coverage you recommend: confirmation questions. Instead of talking at prospects, insurance agents learn how to check for agreement after every coverage point, then ask the follow up question that gets the customer to explain, in their own words, why the coverage is better for them.
Michael walks through real examples insurance agents can use today, from higher liability limits and wage garnishment protection to deductibles, rental car, and towing, plus how the same approach applies to renters, homeowners, and life insurance. He also explains why surfacing an objection mid-presentation beats hearing it at the close, and why what he calls the bobblehead close is the first closing technique every insurance agency should be training its producers on.
[00:00] Getting customers to sell themselves on your coverage
[01:00] Why confirmation questions belong in your presentation
[01:30] The liability limits confirmation question to ask
[02:45] The follow up that gets customers selling themselves
[03:30] Why an early objection beats one at the close
[04:15] Confirmation questions for low and high deductibles
[05:15] Rental car, tow, home, renters, and life insurance
[06:00] Free training: overcoming life insurance objections
[06:45] Keeping customers engaged through the presentation
[08:00] Stop selling and start solving problems
[09:00] The bobblehead close: your first closing technique
[09:30] Final takeaway: implement this today
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