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Insurance Cold Calling | Simple Sales Script | Life Insurance Sales Tips and Techniques

Updated on September 22, 2011

Insurance Cold Calling

Insurance cold calling can be a very difficult task. It is very different from business to business selling because you are calling consumers at their homes on the most part. And unlike business to business selling, this is more like telemarketing.

Even with great insurance cold calling scripts, this can be a challenging task. This is what separates those whose insurances sales strategies and sales techniques work and those whose don't.

The one difference is that generally you're working with a set of warm leads and that effects your cold calling techniques. If you're not, you insurance cold calling efforts might not produce much results for you.

How to Overcome Fear in Cold Calling

How to Follow Up Without Being Annoying

Simple Cold Calling Script

Here is a basic insurance cold calling script. These are the basic components you want in your pitch. You want to make it quick and simple. And you want to incorporate a question to engage them in conversation right away.

"Hi Mr. Prospect, my name is Bob Jones with Secure Insurance Agency. I was calling to see what kind of protection you had for your family in the event, God forbid, anything should happened to you."

Wait for a response...

If they have a life policy, say...

"That's great that you care enough about your family to get coverage for them. Are you certain that the protection your family has is enough to cover their expenses for a while should you pass?"

If they say they don't have life insurance, say...

"Mr. Prospect, wouldn't you want the peace of mind to know that your family will be well taken care of after you are gone? What kind of legacy would you leave if you left your family with a mountain of bills and no money to pay them?"

Here is the main point about cold calling scripts. Keep it short, simple and ask a lot of leading questions.

Also, hit them in the heart not the head. People buy emotionally much more than they do rationally, so keep talking about their family and you will have a chance at doing your sales presentation for them.

How to Get into Insurance Sales

Warm Leads for Cold Calls

If you don't have access to warm leads, I would encourage you to find another insurance agency that does provide insurance cold calling leads to work for.

Generally the insurance brokerage or insurance agency you work for will provide you a set of leads. Some of these insurance leads will come from marketing campaigns conducted by the insurance agency or insurance carrier.

These leads will be warm because people have requested life insurance quotes and information somehow about getting insurance. Although these leads are warm, it doesn't mean it's easy.

Most likely, these prospects have also contacted other insurance companies and you will most likely be competing with several other insurance agents. So then your insurance cold calling becomes extremely important.

These are some cold calling tips that can help you on your way. No matter what type of insurance policy you are selling, these techniques will get the job done.

Cold Calling Tips and Techniques - Customer Focused

Here are some cold calling techniques. Insurance cold calling requires you to cease to be self-conscious and become customer conscious. Remember, these people asked for more information about insurance.

Help them get that information. Don't think about your fears and your hesitancy. Just focus on the customer and on why they inquired and what they need.

This requires that you genuinely care about them and their needs as people. I guarantee you, faking it won't work. People can tell when you're faking it.

You may be able to fool some, but you won't be able to fool people for the long haul. People can tell even over the phone. That means you have to change your heart. I know, seems cheesy for an insurance cold calling discussion, but it works.

Not only that, it's not sustainable if you're faking it. Why? Because faking that you care about people all the time will drain you emotionally. Over time, you'll be unhappy and tired and stressed.

However, if you genuinely care about the people you're selling insurance to, you'll get energy by helping them and selling insurance will become a thing that is satisfying to your soul, and not just your pocket book...which will lead to a fatter pocket book by the way.

But that can't be the reason you do it. You have to just let it be the afterthought of caring, or else you end up faking it again.

Again, people can tell even over the phone if you care or just want their money when you're cold calling. They can also tell if you really care and aren't after just their money.

If you change your mindset and not just your techniques, you will actually enjoy insurance cold calling, because each call will be an opportunity to help people, something you genuinely want to do.

And if they reject you, you will feel sorry for them that they passed up on an insurance agent that actually cared in exchanged for some other guy that might be just self-serving.

Cold Calling Tips - Managing Difficulties

I've laid out a few of the difficulties insurance agents face when doing insurance cold calling, but the main difficulty will be the insurance agents themselves. No one likes to cold call.

I take that back. I enjoy cold calling, but I enjoy it more like an intense sport than like a laid back recreational activity. And I wasn't always like that. I used to hate it, like most people do. But when I got over the hurdle of myself, it became like a game for me and at times fun to engage in.

So the first enemy of your insurance cold calling success if yourself. You have to get over the fear of calling people and you have to get over the hatred of calling people.

If you fear it, cold calling will drain you and you'll quit. If you hate it, cold calling will drain you and you'll quit. Here are a few ways to get over yourself and your fears that will allow you to gain insurance cold calling success.

Insurance Cold Calling

insurance cold calling
insurance cold calling

Handling Rejection

Handling rejection is something all insurance cold callers have to manage emotionally. Again, if you can't emotionally handle insurance cold calling, you will quit.

When you are rejected when you're doing insurance cold calling, remember, rejection is just a part of the game of selling insurance. People will reject you. But think of it this way, each rejection just gets you a step closer to acceptance.

In addition, like I said before, if you genuinely care about people, you will realize they are not rejecting you as the person you really are, they are rejecting their own faulty perception of you.

Because if they really knew your good intentions for them, they wouldn't reject you, at the very least, they would turn you down nicely.

So don't get beat up about getting rejected on your insurance cold calls. If you do, you won't survive this business. But if you don't, than the whole world is yours.

Just imagine all the great things you can do in your life and career if you can handle rejection in a healthy manner. Or better yet, imagine all the things you can do if rejection never affected you.

It's amazing this power of rejection.  But you overcome it, you will be successful in selling insurance.

Mentoring and Peer Advice

If you're having a difficult time doing insurance cold calling and you're an insurance agent on your own, I suggest you join another agency.

There is tremendous value in having an experienced and seasoned mentor to coach and encourage you as you are trying to cold call as you learn how to sell insurance.

Additionally, having other peers around who are in the same boat as you will help your emotion fuel when insurance cold calling becomes a drain.  On the same token, you will have colleagues to celebrate with when you hit your goals and get your sales.

More Information

The insurance business is booming. There is also a resurgence of the life insurance business. The advent of a new industry called the life insurance settlement industry will also be a boon to the entire sector overall.

There is also another industry specifically for insurance companies. It's sort of an insurers insurance to cover carriers. It's called reinsurance and it's a very big industry, but a bit in the shadows.

Another money making hub is about investment properties. It talks about how to buy them at auction. Foreclosures are still hot if you want a piece of the action and auctions are the best places to find them.

Comments

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    • profile image

      lady 

      5 years ago

      You did a great article. It is very Informative and it can encourage a lot of people because of you. Thanks for sharing a lot of information about insurance. You can also visit life to learn more about insurance.

      http://storify.com/danielsuarez/what-makes-pplic-d...

    • Ericdierker profile image

      Eric Dierker 

      6 years ago from Spring Valley, CA. U.S.A.

      Isn't the lack of personal involvement just a little unnerving?

    • profile image

      RENE FONSECA 

      6 years ago

      I have 5 years of experience in sale for ins. i like hereing feedbacks. in mostly when i get in into sales script. it relaxes me cuz i get new ways of tips.

    • profile image

      manjiv sharma 

      6 years ago

      grt contribution,

      this is d Article i had been loon for...

      aS OENING IS ACTUALLY CLOSING.:)

    • profile image

      Gumeet singh 

      6 years ago

      i have impress to great tip i am calling to abroad i were talked with the 100 customer but respond i have fixed one and two opintment for the free presentation

    • profile image

      omisore lasisi 

      7 years ago

      i'm a life assurance salesperson in Nigeria with close to 3 years of prospecting experience. Truly, i don't mind cold calls but truly, i've got more clues on how to handle cold calls. indeed, d article is quite wholesome!

    • profile image

      capo 

      7 years ago

      cold calling disaster

    • profile image

      Shariq 

      7 years ago

      Really a great article, most of the points where an agent usually fails has been properly coverd.

    • profile image

      miriam 

      7 years ago

      Hi,great article.i'm a life insurance agent in nigeria west africa.this is my 3rd year in d biz.i enjoy cold calling.thanks

    • Work-online profile image

      Work-online 

      7 years ago

      lol I wondered where the American from our ASB bank ads got too now I now on your hub ;) nice article but I still wouldn't take up cold calling can't handle rejection

    • easyspeak profile imageAUTHOR

      easyspeak 

      7 years ago from Vancouver

      Aftab, glad I can encourage a fellow salesman in Pakistan!

      Yes, think of it this way: the top producers also usually have the most amount of rejections.

    • profile image

      Aftab Johnson  

      7 years ago

      Hi, I work in pakistan with a life insurance company with career started in this business... i have been a non producer from the last two months but now i am encouarged to read this article... the more people you meet the more chances are there for making business....

      i m just a learner...

    • profile image

      rebecca 

      8 years ago

      well this is a very great article it is very informative and encourageing because it speaks to me. i hate the cold calls and just can't get the full joy of the insurance selling business and your right its like killing me. but the article is great.

      thank you.

    • bwaldo1@gmail.com profile image

      bwaldo1@gmail.com 

      8 years ago

      Great article. A lot of great points. Just remember insurance is and always has been the law of large numbers. The more people who say no to you the more policies you will sell. As long as you get out and ask enough people you will hit all of your managers goals :) And never take it personal when someone says no.

    • profile image

      Ollie 

      8 years ago

      Great hub, good to get first hand experience.

    • subhashlaxmin profile image

      subhashlaxmin 

      8 years ago from Chhattisgarh India

      very good point

    • easyspeak profile imageAUTHOR

      easyspeak 

      8 years ago from Vancouver

      Thanks for the comment. Good point, especially coming from someone with your experience.

    • Insurance Menthor profile image

      Insurance Menthor 

      8 years ago

      Great article. Anyone in the business knows that this is probably the number one agent killer. Not making enough calls and taking rejection personaly usually kills most new agents in the first couple years. ..Ted

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