Andy Neary credits passion for what he sells as his biggest sales skill. Insurance producers often lack confidence in their product, but turning your repeatable sales steps into a named, scalable process builds that passion and improves closing rates.
Chapters
Hands down, the number one thing that.
Has helped me get better at closing sales is being passionate about what I'm selling. Now, it's easy. When I am the founder of Complete Game Consulting, I am selling a product I created. This is my baby. But I've noticed that passion, that confidence behind what I sell has naturally made me a better salesperson. And when I look out at the insurance landscape right now, I realize there's a lot of insurance producers who are not passionate nor confident about what they're selling. I hear it every week when I get a chance to coach some of my advisors or talk to other producers in the industry. One, you may not believe in what you sell, you're just not that fired up about it. I have a lot of producers who doubt their ability to sell because they know how overwhelmed their team is.
And this kind of energy is a.
Big, big hindrance to your ability to sell. I think a lot of people think it's all about the product and the knowledge of the product that leads to sal. Your energy you put behind the sale is as important, if not more important, than anything else. So one of my biggest pieces of advice for you heading into 2024 is.
Figure out how you can build a product that you can get passionate behind.
Now, I'm not saying going out and start your own company and create your.
Own product, but how can you take what you are doing and productize it right?
You might be selling health insurance, you might be selling an ancillary products commercial.
Insurance and you might be sitting there saying, andy, how do you want me to productize this?
I already sell insurance products.
Here's my advice. I want you to think about how you sell to your prospects.
I want you to think about the.
Steps you take to turn in a frustrated prospect into a happy client and create a process around that.
Build a step by step process that.
You can repeat that is scalable and then give it a name with a name.
Your process is now essentially a product.
And trust me, when you build the product, you're going to be passionate about it.
And so my advice to you going into next year is get out of the rat race or the hamster wheel just feeling like you're selling a bunch of insurance products. Create a process for what you do, give it a name and then throw your passion behind selling that process. It will naturally make you a better closer. I know it did for me.
