Be a problem FINDER before being a problem solver

0:00 what's up guys and welcome back to another training with yours truly couter former top producing team member of 6 years in the insurance space I was a team member in those six years I was riding auto insurance I was riding fire Insurance life insurance and health insurance products and my role was more of a a hybrid sales and also service role and so my day looked was all the phone calls coming in for people that were calling to pay their bills file claims names change their addresses add vehicles I was helping those people and I was creating opportunities sales opportunities from those daily interactions with my customers but I was also the majority of my day I was spending trying to drum up new business trying to write new PNC business but

0:46 also cross sell life and health insurance guys I got to a point where I was writing 32 life insurance applications on average every year with 100 plus health insurance applications all while still doing Auto and and fire production at a decent level and helping out and service the this book of of business before I was even in insurance I was a door toor salesman and I did that for two years really taught me a lot about how to sell taught me how to talk with people be quick on my feet learn how to move through objections and uh really just taught me a lot about the potential that we have as salespeople before I was in sales I was going from the typical 9 to5 job and it just never sat well with me I was always going to work thinking like you know what no

1:32 matter how hard I work no matter what I do I'm getting paid the same so it was a very unfulfilling role that I had before I was introduced to Sals fast forward I get into door to-door CS my first 4 days knocking doors in the heat in Tulsa Oklahoma I didn't sell a single thing which I was pretty discouraged not going to lie I remember sitting on a curb super hot just drenched it's like 3:00 p.m. in Oklahoma super hot super humid and I'm just sitting there throwing a little pity party with myself just discouraged my head was probably in my hands and I remember thinking man this is hard how are these guys doing this I was getting door slammed in my face it's like I couldn't even get the words out of my mouth when people would open the door I wasn't selling a single thing and it was 100% commission so I wasn't making any money so I remember thinking

2:18 like am I just wasting my time out here and thinking about the opportunity cost of all the money that I was missing out on not working back at home and just sitting here discouraged because I can't figure out how to sell guys I don't really even know how to talk to people let alone sell and door to door is difficult random dude random kid at your door you don't know who he is you don't know what company he's representing there's a lot going against me so I had to learn and pick things up very quickly but I was pretty close to just throwing in the towel if I did my life would probably look a lot different but I remember sitting there amidst this pity party with myself and I and I caught myself and I said you know what what are you doing you're out here you committed to come out here for the summer but you're sitting on this curb and you're just pouting let let's go figure this thing out so I remember I I went and just started knocking just kept working

3:04 and in my mind I convinced myself as long as you just keep knocking on doors you're going to eventually get someone that's going to tell you yes then end up selling that day going into that weekend I had sold nothing and there was roommates that were with me that were also rookies like it was their first year selling and they were selling policies so I'm just like comparing myself to them in a pretty bad spot but I remember I just decided I commit I said you know what I'm just going to keep working at least through the rest of the week I'm going to finish through the weekend and then we'll reevaluate from then but from now until then just try to figure it out and I recognized you know what you're knocking on a lot of doors it's not that you're not working cuz you are but you're not selling anything so why don't we just try to make a few adjustments and just see if that'll help us but I didn't know what adjustments to make so what I did is I went back home that night and I went to my sales manager different reps

3:51 that were selling and I said hey walk me through your door approach and I'd say hey I'm going to do my door approach can you give me some advice here I ended up finding a few things that I could tweak went the next day I was eager and I went out and I started knocking doors started to make these adjustments that weekend I ended up WR I ended up selling Five Alarm accounts now to give you an idea of the money that I made more money in that in those three days then I had made two to three months back at home at my previous job that moment changed my life I realized holy cow there's all this potential in this position I'm not being told how much I can make I'm not being told you know what this is how much you're making this is how good you are that moment changed my life stuck with it through the rest of the summer did really well that year did another year and managed a team this time so I had

4:37 these new challenges which is where my training career started and then fast forward the next year I met my sunabe wife and I decided you know what I'm done leaving for the summer I want to find a big boy job and that's when I got into insurance now here we are did insurance thing for six years now mind you I have all the sales experience I know how to talk to people a little bit more my confidence is a lot higher than was before but I just had this proof that you can sell and so getting into Insurance the agent I worked for hired me on as this hybrid cell service role and I was writing all lines Auto fire life and health and writing Auto and fire happened pretty early for me I was quoting at a high level I was always quoting new households so I started to close business early on life insurance was a different story I was not selling

5:22 policies but I was still talking to people about it and I started to get frustrated I was getting discouraged and I was like you know what if I can do door to door and I can sell those things I can sell life insurance for whatever reason it was not working for me but I stuck with it my first two years I wrote maybe 10 life apps here my third year I did 123 fourth year I did 231 fifth year I did 251 and through my through September of my last year I did just over 200 life insurance applications so I figured it out I got to a place where I was writing a lot of life insurance applications but then premium started to follow I was starting to average about 100,000 in life premium and now fast forward now I am running an insurance sales and training company the team member perspective where we are helping

6:09 team members just like you just like your team replicate the same type of success and get playing at a higher level so that they can sell more policies make more money because I'll tell you me learning to sell at the level I did change my income change my life financially now we're helping hundreds not thousands of team members across the country so My Hope with today's video is I can share a few things around the life insurance Cale and I want to start this by asking a few questions and I want you to think about these in your mind number one do you feel that the prospects and customers that you get to talk to just prospects and customers in general do you feel that they are going throughout their life and they have these risks without having life insurance or not having enough life insurance that they have

6:54 these gaps that they have these problems with their financial Futures yes or no do you feel like have problems gaps risks in their financial Futures by not having life insurance at all or not having enough of it the next question do you feel that the products the life insurance products that you can offer prospects and customers can solve those problems can fill those gaps can protect against those financial risks do you believe that you better have answered yes to both of those questions cuz if you're in a sales position and maybe you're not selling at the level that you want to and if you answer no to those questions you got to go back to the drawing board and understand that number one people do have risks that in their financial Futures right they have gaps and they do have problems but number two

7:41 your products if you sell life insurance can actually come in and fill those gaps they can solve those problems for your prospects and customers but if you answer no to those go back to the drawing board get with your agent get with your leader and just start to to hear stories of how life insurance has totally changed people's lives or how the lack of it is affecting them negative or their family negative so you believe that people have problems your products solve those problems my next question is this you know that they have problems you know that your products can come in and solve those problems but do your prospects and customers know about those problems do they know about those financial risks that they face by not having life insurance or enough of it do they know about these gaps in their

8:26 financial Futures the answer to that is no because if they did guess what they would already have life insurance so we're working in this industry where they have problems but they don't even know that they have them they have these gaps in their financial Futures but they don't even know that they have them but all we want to do is we want to talk about hey I need to get you some life insurance you need life insurance you need life insurance we just want to push life insurance it's like we're product pushers want to tell everybody that they need life insurance but we're missing a step and that step is helping the customer help helping the prospect find out about their problem helping the customer helping the prospect find out about those gaps those risks that they face by not having any life insurance protection in place so here is a writer

9:12 Downer as salespeople we're problem solvers right our products solve people's problems our products the life insurance products will fill in the Gap that people have in their financial Futures it will protect against Financial risks that's what life insurance does and if you're selling life insurance so we're problem solvers yes but before we can be problem solvers we need to First be problem finders so I'm going to show you how we can help our customers and Prospects find out and identify the problem in the first place and that when we do that the solution will actually carry weight and you will become extremely influential extremely persuasive in your life insurance conversations and so this here it is we

9:58 need to be problem finders and problem solvers not product pushers let me repeat that you if you are a salesperson and you sell life insurance you need to help people find out their problems before you help them solve them instead of just pushing your product on them once you start to think about that and once you get good at what I'm about to teach you you're going to get your life insurance sales to a whole new level because at the end of the day we know that our customers and Prospects are going throughout their life with problems with gaps with risks but they don't know that they have them so how much weight how much would your solution matter if they don't even know that they have a problem in the first place so what you think about that we are problem finders and problem solvers not product

10:45 pushers so write those things down that is going to be the preface of what we train on today what's up guys real quick just want to let you know if you want to get in touch with me directly here is a one way to do it you can text me at 435 5121 1647 again 435 5121 1647 if You' got a question around pivoting how can I pivot effectively overcoming objections or whatever topic that you feel like you could use help in right now text me and we'll get you some resources over we'll get you some trainings over but also if you want to get involved with us here at the team member perspective and you want to plug into a community of high performers of people that are playing at a really high

11:30 level if you want to get around those people and learn what they're doing and train with us and practice with us please text me we can get you some more details again that phone number is 435 5121 1647 appreciate you and enjoy now the next question I want you to ask is about sales right if you had to describe sales in one word what would you say that sales is is it influence persuasion selling what is the word word that you would use to describe sales I'm going to boil it down for you there's one word that would describe sales it's this change if you're in a sales position you are helping people change in sales before we get people to actually purchase the product we got to help them think differently about their life and

12:16 specifically with life insurance if we want them to change and get a life insurance policy in place we've got to help them first think differently about their financial life again we got to help them find the problem before the solution carries any weight so what we're doing is we're helping people change now do humans like change think about you do you like change I would bet that on your way to work today or on your way to work tomorrow you follow the same route and I would bet that you're eating the same types of foods and I would bet that you if you go to the gym you're going to one gym I would bet that you're listening to the same types of music like we're creatures of habit we're all in some sort of pattern and we just don't really like change so it's difficult cells can be difficult because we're getting humans to change and it's something that's difficult something

13:01 that people don't really like to do I want you to think about human behavior and I want to teach you something about human behavior today what are the two biggest emotional drivers that cause people to want to change the two biggest emotional drivers that get people to want to change are number one pain and number two fear of future pain if someone is in enough pain they'll do anything to change I chipped my tooth the other day this back Muller back here this bugger and every every time I would get a drink of water especially if that baby was just frothy it's just super cold take a drink of that and it would just zing me up just send like these shocking pains into my mouth I was in enough pain that I called up the dentist I didn't even care what it was going to cost I didn't care anything I wanted

13:47 that pain to go away I was in enough pain that caused me to want to make a change now talking about life insurance if people are in enough pain it's probably too late let's just let's play this out we've got husband and wife they've got three kids husband works wife is a homemaker she stay at home mom they don't have any sort of life insurance in place something happens to husband was that passes away prematurely no life insurance in place what does life look like for the wife three kids that isn't working she's going to have to pick up the mortgage payment just so that the family can stay in the house she's going to have to pick up the car payment so they can keep the cars she's going to have to figure out how to get income coming in so they can keep food on the table pay the bills but Mom's not working so mom's going to have to go out and what she's going to have to get a job on on top of taking care of the kids on top of dealing with losing dad

14:34 husband just think about that for a minute really put yourself in Mom's Shoes in the in the wife's shoes how much pain do you think she's going through a lot of pain but it's too late husband didn't have life insurance in place now let me ask you this if wife could have gone back in time a couple years knowing that this was going to happen to to her husband do you think she would do anything to have put a life insurance policy in place totally she totally would because she's in enough pain so this one with life insurance it's honestly it's fairly difficult as you're going throughout your day and as you're talking to current customers and Prospects to where where people are going to be in enough pain that they just want life insurance now there are exceptions when people see someone close to them or a family member pass away and they they're able to see that play out for their family that causes people to

15:20 want to get life insurance right but for the most part most people are just not in in any sort of pain because they don't have life insurance in place so that leaves us with fear of future pain now your ability as a insurance salesperson if you're a team member if you're an agent your ability to help people experience fear of future pain with lack of life insurance or lack of enough life insurance your ability to do that help them experience his future pain your ability to make that pain Gap bigger will directly correlate to how many life insurance policies you sell and how many people that you help so I want to teach you a little a few things that we can do to help people experience this fear of future pain but goes back to this before we can be problem solvers and help people get life insurance in place we've got to First be problem

16:05 finders and we want to help our customers and Prospects come to realization of the problems that they have [Music]