The Importance of the First Few Seconds
Insurance phone calls can be tough; nobody wants to pick up the phone. Everyone struggles with this, but in this guide, I’ll show you how to nail the first 30 seconds of an insurance call. There are several mistakes you’re probably making right now that you don’t even realize. I made these same mistakes when I started selling insurance a decade ago, and though I made $117K in my first eight months, I still made a lot of mistakes that didn’t have to happen. By watching this video, you’ll learn what those mistakes are and how to avoid them. The first 30 seconds are crucial, and I’ll show you how to master them.
The First 4-5 Seconds Are Crucial
One of the first things insurance agents often don’t realize is that the first 4-5 seconds of the call are the most important. You need to take control immediately. Studies show that attention spans are shorter than ever, and you have only a few seconds to grab their attention. This is why nailing the first few seconds is crucial for setting the tone of the conversation.
Common Mistakes in Insurance Call Introductions
Many agents make the mistake of starting their call by saying something like, “Hello, is this Betty?” or “Hello, I’m looking for Betty.” This weak introduction gives the prospect an opportunity to interject and take control. Instead, you should say, “Hello, Betty.” This approach is more confident and aggressive, which increases your chances of getting a better response. By using this direct approach, you’re not giving them a chance to lie or avoid the conversation.
Avoid Giving Too Much Information Too Early
Another mistake agents often make is introducing their full name and company too early. Instead of saying, “This is Cody Asche with Mutual of Omaha,” you should just say, “This is Cody.” This avoids giving the prospect an opening to ask questions like, “Who is this?” or “Why are you calling me?” which would give them the chance to take control of the conversation.
The Power of the Phrase “I’m Getting Back to You”
One powerful phrase I use is “I’m getting back to you.” This helps avoid objections right from the start. For example, instead of saying, “Hello, this is Cody Haskins with Secure Insurance Company. You filled out a form requesting life insurance information,” which invites objections, say, “Hello Betty, this is Cody. I’m getting back to you about your request for life insurance information.” This is a much more assertive approach, and it avoids giving the prospect a chance to object immediately.
Confirming Data to Build Trust
Another essential tip is to confirm data with the prospect. For example, you might say, “I’m getting back to you about your request for life insurance information. It looks like your favorite hobby is fishing. Do you remember providing that information?” By confirming their data, you build trust and make the call feel more personal. It also helps establish your authority and expertise.
Establishing Authority and Closing the Call
The key to successful insurance calls is establishing authority. You need to come across as the expert. After confirming the data, you should say something like, “I’m the local field underwriter, and I’ll be in your area on Friday. Should I drop this off in the morning or afternoon?” This final step sets you up as the authority and closes the call with a clear action.
Conclusion: Nailing the First 30 Seconds
To sum up, the first 30 seconds of your insurance phone call are the most important. If you nail these first few moments, you’ll avoid objections, establish control, and increase your chances of success. By using these strategies, you’ll stop making the common mistakes and start winning at insurance calls. Remember, confidence and authority are key, and mastering the first 30 seconds will set you on the path to success.
If you want to learn more about why many insurance agents quit and how you can avoid those pitfalls, watch the next video!
