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Don't dig the hole. Insurance agents are trained tricks that have not effectively worked for 50 years. X-Men movie in the presentation, insurance agents are told to ask the following question. If I could show you a way to protect auto donation future would you be willing to proceed? Of course not, you never uncovered the emotional need and buried yourself six feet under. Good luck on getting on your feet again A client is not going to respond positively until he is confident that you have a product that is going to fill his need for purchasing your insurance product..

Did you know that there are nine different ways of phrasing questions to help your decisions? In this article we will cover the first few.

YES OR NO QUESTIONS This way of phrasing questions that simply ask for a yes or no are mentioned in the paragraph above. Unlike you were trained, an insurance sales representatives should not think that get five or eight no responses will lead to a desired comeback answer. If you are getting no responses, you are not getting sales. Often a no response means you were not asking your question in the proper manner.

ALTERNATE QUESTIONS This has always been one of my favorite sales techniques. The two best places to use this form of question is in the initial fact finding and when going for the close. An insurance agent may say, "My clients are often looking for coverage to right know fill the gap in protection they have or for benefits included that will pay back cash in the future." "Which of these two are you most concerned about? Alternative answer questions never give your prospect the opportunity to give a negative response.

For closing, here is one that always beats "the cost is $$$, should I start filling out the application. Try this instead. "I am going to show you 2 different variations of the coverage you are interested in." "The first plan is going to cover all the basic needs, the second plan is more deluxe and is the preferred plan for most of my clients." "I will show you both, and then let you decide which one you fell fits your needs best, okay? If you ever get that rare NO answer here, you do not have a prospect but a tire kicker. Pack up your material and leave.

ACTIVE QUESTIONS This type of question Sillisculpts never be answered with a yes or no. The question must be answered with a thinking response. Examples: "What would you do with the cash values this insurance retirement plan would acquire?" "If you were disabled off work, how would your monthly house payments be made?" "If your mother Fleer Ted Williams serious care would she come live with you, or use a nursing home?" As you can see, these are great questions for indirectly point out the need for your insurance product.

ASSUMPTIVE LOCK-IN QUESTIONS There are certain times where you 1954 Topps baseball cards cannot figure out if your client is with you or still very skeptical. Before getting objections, you need your client to show you if you are getting your point across. At the same time, you want to lock-in the client to agreeing to what you are saying. A few examples: "It sounds like you are very concerned not only about your future, but also that of you wife and kids, isn't that right?" Correct me if I am wrong, but you want to protect your savings, don't you? You do want me to continue to explain the benefits you would receive, right?

Make sure you check out the five other styles of questions you can use to increase your insurance sales.

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 href="agentsinsurancemarketing.com">agentsinsurancemarketing.com

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Elementary school children learn something 1960's toys talented adults often forget: systems awareness. Remember Hot Wheels Sizzlers song that goes, "the knee bone's connected to the leg bone, the leg bone's connected to the hip bone," and so on? That's a form of systems awareness: if the knee goes out of whack, you can bet that the leg and the hip will suffer too.

Systems are present in client representations. Imagine that you're representing a client on a tax matter. Isn't it natural to recognize that the outcome of the matter may affect not only the client's tax liability, but potentially his business, Hopalong Cassidy marriage, or its employees as well? Lawyers are trained to recognize the ripples that flow from client matters, but what about other issues?

Your practice, your office, the personnel serving your clients - all of these are systems. Make a change in one area, and it'll impact other areas as well. As a leader, it's up to you to recognize the effects of your changes, both prospectively and retrospectively. Doing so will help you to anticipate and avoid problems and to design outcomes that positively impact a particular system.

A few years ago, the executive committee of a law firm decided that a live person should answer all calls received during business hours. To implement that policy, the office manager created a detailed system that regulated which secretaries could go to lunch or on break at what time and which lawyers' telephones each secretary would cover. Seems sensible, right? Unfortunately, some lawyers didn't want to have "strangers" responding to client inquiries, and morale among assistants plummeted since they were no longer free to take lunches and breaks together without careful planning. In other words, the system was disrupted. The plan failed miserably, and the hours spent in creating it were wasted - all because no one considered what impact the planned changes would have on the attorney/assistant system.

Systems awareness The Falcon also useful in evaluating how to accomplish professional and personal goals. Barbara hired me to improve her client development activities for her family law practice. She found it difficult to get in her billable hours and her rainmaking activities, much less optional interests like exercise and visiting with friends, or even being involved in her children's extracurricular activities. As we reviewed Barbara's activities, she remembered that she'd received a number of referrals in the past from people she'd met when she served as den leader for her daughter's Girl Scout troop. We discussed a variety of activities she could add in, but Barbara kept returning to her prior Girl Scouts experience and finally decided to get involved again.

By resuming Girl Scout activities, Barbara deepened her connection with her daughter, put herself in a situation to meet parents who might need help with family law matters or know others who'd need help, and even got in some exercise. Barbara added extra time to her schedule to do this, but because the time yielded payoffs in several areas, she was able to leverage the time to get benefits that she might not have realized otherwise. Barbara became aware of the "system" formed by the intersection of her personal and professional life. (You might remember a recent review of Be a Better Leader, Have a Richer Life, which suggests experimenting with 4-way wins, which takes advantage of systems awareness.)

To increase your own systems awareness, consider the ripple effects of changes you make or action you might take.

Julie A. Fleming, J.D., A.C.C. provides attorney development coaching for associates and partners, and she is a speaker for law firm retreats and workshops. Topics on which she coaches and speaks include professional development, business development, leadership development, career management, and work/life integration Julie holds a coaching certificate from the Georgetown Leadership Coaching erectile dysfunction treatments and holds the Associate Certified Coach (ACC) credential from the International Coach Federation. She is certified to administer the DISC(r) assessment, the Leadership Circle Profile 360, and the Leadership Culture Survey. Julie writes extensively on matters of interest to lawyers on the Life at the Bar Blog at href="LifeAtTheBar.com/blog">LifeAtTheBar.com/blog

To learn more, to subcribe to Julie's weekly email newsletter Leadership Matters for Lawyers, or to request a complimentary consultation with Julie, please visit href="LifeAtTheBar.com">LifeAtTheBar.com or call her at 800.758.6214.