Transcription
So, my first year as a life insurance agent, I sold over $500,000 of final expense life insurance. I don't even know what I was doing, but it was because I learned these two simple things in my sales process.
I account all that I learned in sales to these two simple things that I promise you, if you use these in your sales process, you will be better than 99% of life insurance agents. Most life insurance agents who sell insurance over the phone absolutely stink because they don't know these two simple yet foundational things.
I'm going to teach you these two things, and if you do this, you will make more money, you will sell more life insurance, and you will crush your competition.
Now, the reason I make this video really quick is that I interview people who want to work here at Legacy Family Life. Every single time, they have sold $20,000 in annualized target premium, and they could be great salespeople in other industries, but they're struggling in final expense.
Every person that I interview for the role, I do a role play. In the role play, we go through the script, and they struggle with the script. They're like, "Well, I don't know why I'm not making sales," and it's because of these two simple things.
So, I teach them this every single time. The first thing that they are missing, and you might be missing, that's costing you thousands of dollars in sales, is number one: learning the process or the simple thing called mirroring.
Okay, what is mirroring and why is it so important when you're selling life insurance over the phone? Mirroring is active listening, and the way that you mirror—I'm going to teach you that in a second—is really important.
But most importantly, mirroring is repeating what your client has said to you so that they feel understood. Think of a mirror; you look in the mirror, and what you see is what it is. It comes back.
A lot of people go through their scripts, and a client will give them an answer, and they'll just move on to the next question. They'll get an answer and move on, but throughout the whole process, the client never felt heard.
The way that you make them feel heard is by mirroring. Now, how do you do this? When you ask questions, you want to repeat back to them what they've told you.
For example, if I tell you, "Hey Peter, I'm getting older. I just want to make sure that I get life insurance so my daughter’s not stuck with my burial expenses," the wrong way to do this—many people make this mistake, and this is why they struggle at selling life insurance—is to say, "Okay, cover your burial expenses. Now, how long have you been looking around for life insurance?"
Did I feel like I was heard, or did I feel like this person even cared about me? No, this is why you're not making sales.
The right way is, for example, if someone tells you, "I just want to make sure that when I die, my daughter Sarah isn't stuck with all my burial expenses," you would preface, "Oh, I see. I just want to make sure that we're on the same page here. It sounds like when you pass away, you just want to make sure that your daughter Sarah isn't stuck with your burial expenses. Is that about right?"
What you're going to start finding out is that throughout the process, your clients, who you're going to sell because you are listening to them well, are like, "Yeah, that's absolutely right," or "Exactly," or "That's right," or "You've hit the nail right on the head."
If you can do this mirroring process throughout your full sales process—in the intro, in the medical underwriting, in your discovery—you will get your prospect to feel like you have absolutely understood their situation.
You have understood their pain; you have understood exactly what they've gone through and what they're struggling with so that you can present them a solution that's going to solve the problem that you both understand together.
But again, the big mistake is that we, 20, 25, and sell life insurance over the phone, just move on to the next question. We just keep pushing through, and people don't feel heard.
People want to feel important. If you listen well and implement the strategy of mirroring, you will make more money.
So, I'll end with one more thing. When someone tells you, "Well, I'm just getting older. I want to make sure my daughter is taken care of," this is your note to say, "Oh, I got you. So it sounds like to me that if something happens to you, you want to make sure that your daughter is taken care of. Is that about right?"
And that is what mirroring is.
Now, the second layer to the core success of this two-step process that you're going to learn in your sales is going to be your mirroring combined with the right tonality of concern in the discovery.
This is so important. I train every interview, and I'm like, "You have to do this again, but you have to fix your tonality."
If someone is talking about death, if someone is talking about their family being stuck with their burial expenses, if someone is telling you that when they die, their wife is in a really bad position, you don't want to sound like this: "Oh, okay, gotcha. So she's going to be stuck. All right, gotcha. And, you know, would it be, you know, why is it important for you to leave behind something for your wife?"
Well, I don't want her to be passed. "Oh, okay, gotcha."
It's this positive tonality of, "Oh, okay," this friendly, bubbly tone that does not work when you are selling life insurance.
People buy life insurance because they are trying to avoid some type of pain, and you can create a higher level of pain. You can help illuminate that pain based on your tonality.
For example, when someone tells you, "When I pass away, my wife is going to be stuck with my burial expenses," you're going to mirror that and combine that with a concerned tonality.
"Oh wow, so it sounds like if something happens to you, your wife would be stuck with your burial expenses. Is that about right?"
"Yeah."
Next question: "Oh, and if something happened to you, does your wife have $20,000 or $30,000 for your burial expenses?"
"Oh, absolutely not. She's on disability."
Then you would follow up with the mirroring and concern. It would sound like this: "Oh my gosh, she's on what? What would she have to do?"
"Oh wow."
It's that concern tonality. When you are trying to understand someone's problem, you need to create more depth through their problem by using that concern tonality.
You might ask, "Peter, how do I get concerned? How do I become concerned in my tonality? I just don't understand it."
Well, let me teach you how to do it in this simple process.
Number one is to lower your volume. When things are really important, when your mom used to yell and you said, "Get over here," she would come down to your level and say, "Don't you dare do that again."
She would lower the volume because if she lowered the volume, you knew that was a big deal, right?
So, when you speak to someone, if it's concern or it's important, you want to actually lower your tone, lower your volume.
You want to have this soft tone, and then you want to lean into it. You want to end with, "Oh my gosh, what would she have to do?"
You want to start extending some of your syllables when you ask questions.
"Oh my gosh, wow. Oh, oh my goodness."
So, you're stretching out these words rather than saying, "Oh wow, oh goodness, wow."
It's "Oh wow, oh my goodness."
"Is she going to be okay?"
Not "Is she going to be okay?"
It's "Is she going to be okay?"
You start expanding those syllables, and it's going to make the words more important.
When you can do that, you can soften your volume, lean in, and use your hand gestures around your heart or your face.
"Oh my gosh, what is she going to have to do?"
Then you can become a character that can create more pain so the prospect can understand it.
If you combine these two things, guys, I promise you, combine the mirroring and add that touch of concern in your tonality, you will dominate your competition in sales.
You will beat them, you will make more money, you will get people to open up, and you'll help people understand, "Man, I actually do have a really big problem."
You will make more money.
So, that's my quick tip: dominate your competition and dominate sales. Implement those two things, and I promise you, you'll win.
Hope this video helps you. If you want more like this, drop it below. See you in the next one. Cheers!