 Hey there, this is Vlad Trochanico with Insurance Sales Lab. In this video, I want to go over three very simple sales strategies that you can implement in your sales conversations to keep more prospects on the phone. If you're an insurance agent or a sales producer in an insurance agency, then you know that when you call new internet leads or you call old leads of people you've quoted before, when prospects answer the phone, a lot of times they tell us that they're not interested or this is a bad time to have this conversation or they just want to simply stay with the carrier that they have. So to make sure that the people who answer the phone allow us to quote them, there are three things that I like to do in the first 20 seconds of a sales conversation. And those are the three things I want to share in this video. First, you want to assume the conversation. What that means is, instead of calling the prospect and saying, hey John, this is Vlad with ABC Insurance, do you have a few minutes to get insurance quote? You're giving them an out from the conversation in the very beginning. Instead say, hey John, hey John, this is Vlad with ABC Insurance, how are you? They respond and you say, John, I'm calling you because we gave you an insurance quote a while back and since the rates have recently changed. So you continue on with the conversation and don't ask if this is a good time to give them an insurance quote. That if they answer the phone, that this is indeed a good time for them to connect. So that's the first thing. The second core principle when starting conversations is you want to put the prospect into yes momentum. To put a prospect into yes momentum, you simply give them information about them that you know to be true. So for example, instead of asking what is your address? What vehicles do you have? Who are you currently insured with? Information that you already have about them, you want to give that information to them instead of asking and that'll build credibility. For example, you might say, hey John, I see you're currently insured with GEICO, is that right? They'll say yes and your policy just renewed two weeks ago on the first. Is that right? Yes, we've got our second yes and it looks like you have just the Honda and the Mazda insured with GEICO. Is that correct? Yes. So now the prospect has confirmed that they're with GEICO, that their policy renewed on the first and they just have those two vehicles. And what that does is it reassures the prospect that you already have a lot of the information about them and this isn't going to take a lot of time. So by doing so, prospects will feel much easier with a conversation because you already have a lot of the information about them. Okay, so that's the second principle is you want to give them information and that puts the prospect into yes momentum. The third core principle is you want to plant a seed of doubt. This one's interesting because a lot of times people know in the back of their mind that they could probably get a better rates, better coverage elsewhere, but they're not fully sure of that. So what you could do is assist with that idea and plant a seed of doubt. You do that by first asking how much their current carrier is charging them for their insurance. And we use the word charging intentionally. So we would ask John, how much is GEICO charging you for those two vehicles? It used to be 150, now it's 200. Really? Wow, that's interesting. So when you say that, the prospect will think, geez, I knew I was paying too much for my insurance and they might even say, well, what's interesting about that? And you would say, well, for the coverage that you have and the price that you pay, it's an interesting rate. I'll share my price with you in just a moment. But before I do that, I want to see if I can apply any additional discount to the system I have missed. It looks like you and Julie are both listed as drivers in the policies. That right? Yes. So you start confirming the information that you have on them to make sure that you're accurately preparing the quotes. By doing so, you will keep more prospects on the phone when you start the conversation. And that's just the beginning of the conversation. First, you want to assume the conversation. Secondly, you want to put the prospect into yes, momentum by giving them information versus asking for it. And third, you want to plant a seed of doubt. That will increase the probability of the prospect staying on the phone with you. And when you're calling old leads, that's the name of the game is you've got to keep people on the phone. Once you're past that initial 20, 30 seconds, if they're still talking to you, you got yourself a prospect that you'll be able to fully quote. Now, the rest conversation is also very nuanced. The rest of the conversation, you have to be very deliberate and intentional with every piece of the conversation. Meaning, when you go over their car insurance, you don't want to just compare apples to apples and give them the same coverage that they currently have. You want to give them better coverage but present it in a very deliberate way. When you multiline policy, such as a homeowner's policy or umbrella policy, and then you present the price and you ask for the sale and overcome of objections, you have to be very deliberate with the entire sales process if you want to have predictable results. So I have a sales process that has worked really well for me and for thousands of agency owners and team members across the nation. And that sales process is called a six step script to the one call close. This is a script that you can get a free demo on from beginning to end by registering for a webinar. I'll include the link right below this video. Click on that link, register for the webinar. The webinar in its entirety is about 60 minutes long. So you'll be able to watch the entire sales presentation. Now, the other thing that you can do is if you want to enroll in our full training platform called Insurance Sales Lab, it's something that agents consider to be the most comprehensive and the most powerful sales training that exists in the insurance industry. The link to the information will be found right below this video. You can go and click on that and look into that and see if it's a good fit for your agency. If you have any questions, feel free to reach out to us. But I hope you enjoy this video. I'll see you in the next one.