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COVID-19 has changed the way we sell life insurance

As we continue with yet another week of Coronavirus the implied message is that this is going to be around for some time. While different areas of our country are experiencing different levels of outbreak at different time frames it’s difficult to see a back-to-normal start date despite what some people are saying.

It’s safe to say that over the next few weeks and months we’ll start to see some easing of restrictions begin to roll out across the country. It’s also safe to say that physical distancing will be around for the foreseeable future until either a vaccine is available or at the very least therapeutics are available to mitigate the effects the virus.

Accepting this inevitability is the mindset we need to approach this challenge if we are going to come out of this financially stable. It means that for now agents need to transition from face-to-face sales to phone sales. Perhaps when the weather starts to warm up meeting people face-to-face outdoors can resume if people are inclined to do so, but don’t count on it.

To meet this challenge, you need some resources to be successful at phone sales. If you’re like most agents face-to-face is your preferred method of sales. Agents have started using the Consumer Landing Page to help with remote sales and with very good success. It’s simple to setup and even if people do not have a computer its great on a tablet or cell phone as well.

Agents have started back working Final Expense sales as this market is mostly unaffected with unemployment as most or all their income is fixed from Social Security. However, they are most at risk for the severity of the virus and the most likely to pass away.

Focusing mostly with quality Facebook leads agents send a text message to each lead received letting the prospect know who they are, they received their request for a life insurance quote and that they will be calling them back soon. They also provide a link to their Landing Page saying they can run their own quote if they do not want to wait.

We’ve also instructed them to plaster the link on their Facebook page asking friends and family to please share on their pages as well. Staying organized with those leads you were not able to connect with is key to maximizing your return-on-investment (ROI) for every lead campaign.

Unless you have a drip marketing program you can tap into right away, keep a folder on your computer for each lead campaign you run titled with the campaign date. Going back to those missed leads every few days with new text messages and emails until you do connect. Do this and you can be selling remotely in a day.

Two important items are the keys to success in phone sales. A great compelling story that puts the lead in the moment and test-close questions throughout. This is not much different from face-to-face sales; however, the story needs to be more compelling and two or three test closing questions should be four or five.

You already have the best story to talk about, COVID-19. Infection rates and recorded deaths are talked about all day on virtually every news channel everywhere. When you ask the test close questions always ask questios that lead you to “yes” answers. For example, do not ask if they know someone affected by the virus; say have you seen how many people are affected by this virus? The first question could be “no” but the second will be “yes.”

Aside from giving you the ability to gage where they are in the buying process, it gets them in the habit of saying “yes.” Checkout the Consumer Landing Page…it’s the best $25 bucks you’ll spend in a month. 

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