1. 1
Improving
Performance
The 5 Common Denominators of Successful
Advisors
Ever year, there are hundreds of thousands of people joining
insurance business. At the same time, there are also hundreds of
thousands of insurance agents leaving the business. Only a small
percentage of insurance agents can stay long in the business.
Those who stay obviously do well and in fact many of them are
top insurance agents.
What separates the top advisors from the mediocre ones? To
excel in insurance business, an agent requires more than just
skills and knowledge, it is also about having the right attitude and
habits.
With billion of dollar spent on products and sales training every
year, it is difficult for us to qualify the statement that lack of skills
or knowledge is the primary reason leading to poor sales
performance. There has to be a more logical reason to explain the
root cause of the problem and the likely culprit is attitude and
habits.
Most top advisors have a similar way of thinking and subscribe to
good practices that make them emerge as winners in their
business. The 5 common denominators of successful insurance
agents are Good Work Habits, Passion, Common Sense,
Continuous Improvement and Positive Mental Attitude.

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(a) Good Work Habits
Habits have a very important role in our life. Our character is
determined by our habits. We form the habits and habits form
our futures. Habits are also a key for any business success.
Successful and competitive advisors are always mindful that they
start the race for the day the moment they wake up from their
sleep. Gradually, they program themselves to get ready early
everyday so that they can accomplish more things for
themselves.
A useful tool to help advisors form good work habits is activity
management. Activity management allows them plan and record
all their daily or weekly sales-related activities such as the
number of customers to talk to or meet up, the number of
appointments to secure, the number of referred lead to acquire
etc.
Having good work habits determines whether you are going to
barely survive or thrive in your business. If you do not
deliberately form good habits, then unconsciously you will form
bad ones. A single bad habit can destroy all you have inclusive of
your success.
(b) Passion
Love what you do and you will do more. Selling is a process.
While it is important to achieve positive outcomes, it is even more
important and meaningful for insurance agents to focus on the
sales process.
Achieving or exceeding sales targets brings moments of joy and
satisfaction, but it is the process of achieving the sales targets
that makes the salespeople appreciate what they have gone
through and have a sense of fulfillment.
One of the most bizarre things you can ever imagine is to be
extremely successful doing things you hate the most. Due to

3. 3
circumstantial factors, there are occasions we are required to do
things we do not like at all. We will find all excuses we can get in
order to avoid doing that piece of task.
But to excel, you need to change the way you feel about the
things you are doing. The turning point begins when you find
yourself falling in love with what you are doing. You will then
figure out all the possible solutions you can find to overcome
challenges you face in the tasks.
(c) Common Sense
Common sense is about people skills and the way we deal with
people.
The shortest distance between 2 points may NOT be a straight
line. Be it personal or business relationship, there are things that
may not be as simple as they appear to be. A simple task may
require slightly greater efforts to accomplish simply because there
are many other considerations to be addressed before the task
can be executed.
Aside from rules and regulations and process and procedures,
there are subtle elements known as protocol, cultures, perceptual
differences, values and beliefs etc for us to manage before we
can get to do what we plan to do. An easy assignment may not
be as easy as it seems.
It is important to have a good sense of common sense to handle
such situations. It may require some patience and cooperation to
get things done. In fact, we may need to apply some techniques
and tactics to cope with thorny issues.
When facing a hurdle, crossing the hurdle may not be the only
solution. There are numerous ways to take care of such problem.
For instance, we may choose to bypass the hurdle or wait till the
temporary hurdle is removed.

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Jumping across the hurdle may be the fastest way to move from
point A to point B, however if we lack the skills or if we are not
ready to do so, taking such a risk may result in unthinkable
consequences.
Bypassing the hurdle may require us to invest a little more efforts
as we need to take a longer route to move from Point A to Point
B, yet we achieve similar results. Otherwise we can wait till the
temporary hurdle is removed and this requires our patience and
time.
Obviously the above illustration is only a metaphor, in reality we
need to apply common sense to gauge the payoff we get versus
the efforts we put in and the risk we are willing to take.
Essentially the application of common sense helps you smoothen
the bumpy road and make your ride an enjoyable one. When it is
not possible to move from Point A to Point B using the shortest
distance, i.e. a straight line, then a curvy line may be the next
best option.
A smile is a curve that sets everything straight. ~
(d) Continuous Improvement
Nothing endures but change. The business environment is ever
changing. The customers' expectation is ever increasing. Products
are ever evolving. We cannot be able to use yesterday's
technology to solve today's problem.
Only those who know how to stop know how to speed. All first
time skiers must first learn how to stop. Learning to stop will help
them control their speed down the slopes.
Similarly, in life or in sales business, we need time off to compose
ourselves. We need to allocate time to observe new challenges
confronting us. Then we figure out what new skills or technology
to learn to overcome the challenges before we can move ahead in
greater speed and greater confidence.

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If a person doesn't see the weaknesses in himself, he will never
be able to seize the opportunity to improve himself. If he sees the
shortcomings in himself and yet decides not take any action to
learn new stuff simply because he is contented with what he has,
we feel sorry for him.
When we realize that we have the shortcomings in ourselves and
there is a need to overcome them, we have something to look
forward in our life. Be grateful of our imperfection because it
makes our life more meaningful.
Every challenge or change in business environment spells
opportunity for us to be even better and more competent.
(e) Positive Mental Attitude
Positive mental attitude is an inner strength. We need to have a
positive mental attitude to combat the loser's thoughts within
ourselves. Sales business brings both joy and frustration. It
brings us joy and satisfaction when we hit the sales target. It
brings us frustrations, depression and a sense of defeat when we
fall short of the target.
Joy and satisfaction is not a problem and thus requires no action.
Frustration, rejection, negative feelings, depression, a sense of
defeat and hopelessness is a serious problem and requires
attention.
Positive mental attitude is a proactive approach to address
rejection problems. Let positive mental attitude be at the frontline
to be the first defense to prevent all the negative thoughts and
feelings from creeping into our mind.
Positive mental attitude is about looking for the right side of a
situation and choosing the positive reaction towards a problem. It
is also about how to neutralize or banish negative thoughts we
have in our mind by engaging positive self-talk.

6. 6
How to Network Like a Pro
Let’s face it; people who are clearly comfortable in their skin put others at
ease. Maybe this grace is inborn or honed with years of practice. Whatever
the case, you can learn to fake it for your next important event with a little
preparation. Successful networking hinges more on preparation than any
other factor.
Prior to your event…
Mentally preparing yourself for an event is key. And there is no better way
to put your mind at ease than to take notes. When you know your spiel by
heart, you won’t stammer or stutter your way through it.
• Write an event-appropriate introduction of yourself. (Refrain from
platitudes or vague value statements.)
• Think up some general open-ended questions that will help you strike
up a conversation.
- What do you think of the event?
- How did you get involved with this organization?
- How do you know so-and-so?
• Remember to ask a lot of questions about whoever you are speaking
to. People are the most comfortable talking about themselves.
• What is your specific value statement? Practice presenting it in a
natural way.
• What are your exit statements? At any networking event, you only
have so much time to talk with each person. So think up some polite,
graceful ways to exit a conversation without awkwardness and score
a follow-up appointment to boot.
- Can I give you a call next week to talk more?

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- Good to meet you. Will I see you at any other events this
year?
The day of the event…
The day of the event, you may or may not be nervous. But it’s crucial to
maintain a positive, upbeat attitude throughout the day, regardless of how
it’s going. And keep your goals in mind.
• Set some goals and objectives about who you’d like to meet, how
many cards and numbers you’d like to bring home, as well as the
number of post-event meetings you’d like to set up.
• Maintain a positive, energetic mindset. And remain inquisitive and
interested.
At the event…
During the event, you are bound to hit some road blocks. Physical and
mental fatigue ensue. So it’s important to keep giving yourself pep talks
and to continue assessing your success.
• Start conversations. Don’t be a wallflower; approach people and use
what you’ve prepared to get the conversation flowing.
• Send all the right signals. Keep an open stance (no crossed arms)
and smile, even when you get worn out.
• Remember to ask questions to get people talking and comfortable.
And focus on the person in front of you.
Post event…
It’s time to evaluate yourself. Think about how the event went—the
highs, lows and unforeseen obstacles. Were you able to meet your
goals?
• Follow up immediately with a written message or phone call, or risk
being forgotten.

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• Continue following up. Find out their interests, birthday and
anniversary. Give yourself reasons to touch base with them from time
to time.
In sales, networking is essential to your success. After all, the best leads
are customer referrals, and the way to get those is to simply know more
people. So keep at it. Keep your contacts organized and follow up often.
Sales Fundamentals
Successful sales people do have something in common. They know the
eight sales fundamentals and put them into practice everyday.
Nothing interrupts the money hours.
The hours in the day when you can talk to prospective customers are
priceless. So use that time to call prospects and sell. Save the
administrative tasks, such as paperwork, to-do lists and emailing, for after
hours.
Leaving on time feels early.
Sales isn’t for the feeble. The most successful sales people are so because
they work long hours, on weekends and some holidays. Work-life balance
is important to success as well. But adding some hours to your work week
is a surefire way to close more sales.
Making contact always comes first.
Your desk might be swathed in paperwork, but that is merely a sign that
you’re good at your job. Contacting potential customers should always
come first.

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Opening statements mean something.
People are bogged down by platitudes and meaningless sales jargon. You
stand for something, and so should your statements. Make a strong first
impression by being open, honest and direct.
Know everyone.
In sales networking is paramount. Knowing more people means you will
have more prospects. Foster symbiotic relationships with people in your
industry. Refer leads to other agents that specialize in a different area than
you. Make friends with financial advisors—tout their service and ask them
to do the same for you.
Closing is the natural conclusion.
Closing doesn’t just happen. You may even have to be a little pushy
sometimes. But more than that, you have to do your homework. Learn how
to use trial closes throughout the process. Trial closes are used to qualify
interest and move to the standard close. Formulate a closing checklist.
Develop some different strategies for different personality types.
You have no problems.
Sorry. But no one wants to hear about your unruly teen-age daughter or
your car trouble. When you’re working, stay professional. Don’t talk about
yourself or your problems. Stay focused on the prospect. Keep talk of
yourself, other than the usual pleasantries, to a minimum.
Your actions scream value.
Almost every large company has values. They are usually emblazoned on
the wall of the lobby or discussed on the web site. As a business person,
you too should have values, and your clients should know what you stand
for. If you haven’t already, think about what your personal sales values are.
And then, take a moment at the beginning of each week, to ruminate on
those values and if you are living up to them.

10. 10
The Power of Persuasion: Using Your Sales Skills to Make the
Most of Your Insurance Leads
High quality leads can move you from simple survival to true success as an
advisor.
But finding the right clients is only the first step toward success. Converting
and retaining those leads once in-hand—the secret to a solid, sustaining
customer base—requires the power of persuasion and solid sales skills.
If you're looking for ways to make the most of your insurance/investment
leads, use these tried-and-true tips combining action and know-how:
Tip #1: Contact the Lead Immediately
Goal: Become the prospect's first point-of-contact and beat out the
competition
As they say, "The early bird gets the worm."
If you want to convince the consumer to buy from you instead of your
competitor, waste no time…respond right away!
Call the prospect as soon as possible, greeting him or her by name. This
personalizes the call and shows respect for the client.
Warm things up with small talk about his or her family to show your care
and concern, then explain the benefits of your products or services right up
front.
The customer will understand the information much better if you let him
know exactly what he's getting for the price he'll be paying.
Did you know that 70 percent of your phone impression is based on your
tone of voice? This conveys the importance of coming across warmly and
sincerely.
In fact, talking to him as if he were your best friend is the best way to leave
a great impression, whether over the phone or in person.

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Tip #2: Ask Good Questions
Goal: Relax the prospect and get to know his/her needs
Asking good questions relaxes the client and sets the stage for a revealing
conversation.
Use your sales skills to get the person to open up and reveal key facts so
you can understand his needs.
Good warm-up questions such as "What features are most important to
you?" helps relax the customer and place the conversation's focus on him.
If you know exactly what he's looking for, you can counter any objections
he might voice while you're talking to him.
Make your questions open-ended so the client's answers will be more
inclusive. After he responds, ask follow-up questions which relate to his
answers.
This shows him you hear his concerns and care about what he's saying.
Keep your questions brief and to the point, and pay attention to your
prospect's reactions. Once again, tones of voice play a big part here, so
listen for uncertainty, confusion or even pause in the customer's speech.
These things communicate how the client feels about your conversation
with him, and can help you decide if you need to change your tack.
The client's resistance decreases each time you effectively answer his
questions adequately—so make sure your explanations are clear!
Tip #3: Listen Effectively
Goal: Find out your prospect's goals and decide how to best meet
his/her needs
Listening skills are crucial to hearing and interpreting what the client says.
When the customer is talking, pay close attention to both his words and
their context. These provide you with clues as to whether he understands
and accepts what you're saying as truth.

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To make sure you hear your client's concerns adequately:
• Prepare for the call ahead of time, reviewing the prospect's
personal information, making mental notes and getting ready for the
conversation ahead.
• Actively listen during the discussion, focusing only on what the
prospect is saying. This will enable you to pick up on everything he
is—and isn't—revealing.
• Don't allow your mind to wander. Stay engaged by noting key
phrases and ideas to interpret and ask about later.
• Avoid external distractions, such as people entering or leaving the
room.
• Keep an open mind, and don't judge the speaker before he is
finished.
• Remain humble. Remember you have something to learn from
everyone you come in contact with.
Tip #4: Provide Workable Solutions
Goal: Close the sale and gain a long-term customer
Now that you have an idea what's most important to your prospect, show
him the value in working with you, and educate him on the product you feel
best meets his needs. Then offer him the policy he needs at your best
price, and explain why you recommend it for him.
Make sure you use laymen's terms so he won't become confused or feel
inferior.
Pose a question such as, "Can you see how this policy will help you
[mention one of the prospect's goals here]…?" to decipher where the client
is in the buying process.
Pay attention to both verbal and non-verbal cues, as these are good
indicators of when he is ready to close the deal.