We have all been there, right? The dreaded sales slump, when you are looking around at your pipeline and you only have a few tumbleweed tire kickers in there. You are praying to the insurance lead gods for a large, quick-to-close account to get your sales manager off your back. Dread sets in for the next sales meeting when your numbers are up for all to see, and you have to break it to your spouse that it may be tuna sandwiches for the next month. So what do you do? What can you do to break that slump? We all know a bad sales attitude translates to poor sales. We need to get ourselves back in the fast lane.
First tip, get out of that depression. Depression causes us to give up and say “I’ll do better next month”. The problem is that what you do this month affects next month. Sitting at home and binge-watching Netflix won’t work. You have to take control. This is where planning comes in – the best agents have a “bad attitude” plan. It varies, but here are mine:
- Make an opportunity list – Who are the people I know I can go to that can help me generate opportunity
- Dress up – Even if you don’t feel like it, take time to dress nicely. Dressing poorly will make you feel bad.
- Work out – Get the endorphins flowing. Blast the tunes or motivational messaging
- Eat well and get enough sleep – The best me is a healthy me
- Make a plan and stick to it. – If I have to make 100 cold calls to get 3 appointments then that’s what I have to do
Second, work your peeps. Yes, get out on social media and throw your own parade. Generate interest and get people to view you as the most successful insurance agent under the sun. Put yourself out there that you are open for business and willing and able to accept new leads any time of day or night. Remember you are in a sales slump. You have to take measures into your own hands.
Third, anywhere you are, talk about insurance. If you are at the gym, wear your company logo. At the grocery store ask the person in front of you about insurance. When at a restaurant ask them who they have for insurance. Get talking. The more conversations around insurance you generate, the better you will do. Challenge yourself to give out 10 cards per week, no excuses.
Fourth, call your old clients for the past year and ask for referrals. All you have to say is, “did you tell anyone you switched insurance agents?” Find out who they are and ask for a meeting. Don’t be shy – you have a goal to hit. While you are on the phone with them try to sell them anything – life insurance, umbrellas, anything! You need to make the most use out of the opportunity.
Finally, tell your family. They always know someone who they can call. Work your natural network. You will have to ask them for leads. Don’t expect them to rain from the sky. You have to do the work.
Even if you miss your goal by a little you will have corrected your sales slump for the next month. When you feel yourself off track, your best bet is to have a plan you can automatically default to so you can get back on track. It has to become like second nature: you feel the slump, you do these things. If you wait too long, you are too far gone!