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The fundamental purpose and objective of the association is to promote and represent the common business interests of independent insurance agents within the industry. The association promotes high standards of conduct in the transaction of the insurance business as well as the promotion of education among it’s members. We communicate and promote the benefits of purchasing insurance from independent agents and generally encourage understanding, cooperation and good relations among its members, the insurance industry, government and the public. We also produce a bi-monthly publication appropriately named The Suffolk Eye which provides local association news and advertising.

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(a) Planning

Top performing agents can multi-task. They are very good at planning their day. They write the game plan. List out the tasks they want to accomplish. Get started and stay busy with the tasks they assign to themselves.

They are able to identify tasks that give them highest payoff and maximize activities that support their sales results. They structure their days in such a manner that they get the most out of every hour spent.

(b) Make appointment

The only reason why we do not have any appointment is because we did not make any in advance. We reap what we sow. If we don’t make appointment, we have zero appointment.

To top producers, making appointment is a continuous effort. Telephone call is insurance agents’ first contact with their potential customers. Knowing how to interact with prospects over the telephone can make a difference when meeting with them face to face.

They may have called many people, yet they can still remain fresh and enthusiastic. They know they have only once chance to create the first good impression. They do not manufacture enthusiasm, they are genuinely excited when talking to people over the phone.

(c) Face to face with customers

Insurance agents are always put to tests when meeting with their prospects. A number of skill sets are being evaluated when they are up close and personal with their prospects. Doing homework is a must prior to meeting with the customers.

Their ability to build trust with prospects, their tactfulness to move from one phase of the sales process to another, their creative way to arouse interest, their attention to details when listening to customers’ concerns, their problem solving skills etc are all always scrutinized by their customers.

To high flying agents, the biggest contributor to success will be the amount of time they spend communicating with customers face to face. It is important for them to be in front of their prospects as often as they can.

(d) Getting referral

Top producing agents always have their pipelines filled with referrals. They always have someone else to see at the end of every appointment. To them, getting referrals is not a nice-to-do but a must-do daily task. That explains why they never run out of prospects.

To earn referrals, they make sure they do fantastic jobs for their existing customers. Successful insurance agents build solid relationship with their customers and delight their customers with quality service. In return, they are rewarded with good quality referrals.

(d) Stay motivated

Motivation is the fuel driving insurance agents to keep moving forward. Top performers are able to program their minds so that they can always stay motivated. Their positive mental attitude is one of the reasons why their customers want to do business with them. No one wants to buy from an unmotivated salesperson.

(e) Self improvement

There are days you do not make any single sale. So long as you carry out your sales activities honestly, you will never go home empty handed. There are always lessons you can learn from things you do.

Top achievers always look for opportunities for self improvement. Self improvement does not necessarily mean they have to acquire a new skill. A person can become smarter by learning what mistakes to avoid.

Commitment to improvement is the foundation of greater success. Star agents are always mindful that skills and knowledge is the currency for success. They don’t mind to set aside a percentage of their income for personal development.

Successful insurance agents focus on building good work habit. They build habit by diligently carrying out the activities they plan for themselves on a daily basis. It is their habit that brings them incredible experience and achievement.

In fact, a life settlement agent can also create effective methods of marketing life settlements in a form of presentations, seminars, and client newsletters. Well, it has been noticed that there has also been increase with direct mailing either a client base or demographic base fitting the life settlement parameters. A life settlement agent can be hired from any of the leading insurance companies or brokerage firms. Hence, it is additionally advisable to check the credentials of a firm from where life settlement agent is being hired and an open discussion should be held on the benefits and drawbacks of the formalities. After all, it is your life that you are exchanging to get a hassle free life. However, with the help of a life settlement agent, it becomes easy to live.

Life insurance selling can be a sweet job. But did you know that the career agency is setting you up for failure. I will even bet you that you can’t make it four years even if you have some money you can get your hands on. How about I bet you that you only have a 10% chance of survival? Better yet, change that chance of success to 6%, I’m betting that 94 out of 100 newly recruited agents will not see their 4th insurance anniversary. Don’t call me Dr Doom; I’ve done over 25 years of homework and intense analysis to be right. Now ask the insurance agent and the career insurance agency who is at fault for the failure. The agency will always blame it on the agent; the agent will blame the career insurance agency. Whose fault is it? 50% percent of the time it is the agency and the new insurance agent’s fault combined. The agent should not have applied for the position, and the recruiter should not have hired him. These new recruits are “order takers”, they can complete a sales application form, but this is a far distance from selling an recruiting skills. The rest of the time, I would put it almost entirely on the career agency system. Good thing I’m no longer an insurance agent. Career agencies would like to gag me and hang me from the nearest tree for bringing to light the truth. What really irks me? Almost all the career life insurance agencies use a similar plan with recruiting agents and handling them during their rookie years. How can any agent succeed with the statistics stacked so high against him, and the agency unwilling to take blame or make changes? Let’s look first at the hiring system. Career agencies hire new agents two ways. The first is a good size ad in the local Sunday newspaper promising lots of income and plenty of benefits. The other is a recruiter hired by the career agency to attend job fairs and similar events to talk to college seniors. Chances are the college recruiter may have never sold an insurance policy. With the agency running the classified ad, the sales manager is good at selling, but does not have a successful recruiting track record, It does not matter much which way hooked you into responding, your chances are terrible. Does it really hurt the insurance company if you fail? You can get my opinion and analysis in an upcoming report “Agents stock the insurance company freezer”.