Unlock Your Sales Potential: Secrets to Dominating in Insurance, Real Estate, or any Industry

Whether you are a seasoned sales professional or just fresh meat, boosting sales is always front of mind.? You rise and grind to get the job done, but the numbers reset the next day or next quarter.?

Even the most experienced agent sometimes needs fresh ideas to close more deals. Perhaps you need to hit a quota, qualify for a sales contest, or just want to make more money.? We could all use more money right?

Here are 3 ideas you can start today to crush your sales numbers:

1. You need massive lead generation

It’s been said before that sales is a numbers game and that still rings true today.? More people = more chances.? The key is having more qualified people to talk to.??

I meet with a lot of sales executives, mostly in the insurance industry, and here are some good ideas I have picked up to find more leads, referrals and qualified prospects.

Of course we have all heard these typical ways:

• Join a lead generation or referral group?
• Buy leads
• Post on social media
• Ask for referrals
• Cold call
• Networking

But here are a few unique ideas to farm quality leads consistently:

• Create a Continuing Education class for your biggest referral source and teach classes in person and online.? This builds credibility and trust.? I did this before as an insurance agent and it worked like a charm to build relationships with realtors. (Lenders wanted to get involved too)
• Create a Facebook group for your city where you can add value to your target market.? Be sure it is not about your industry but about the local community.? The group can collectively answer questions and provide answers for each other. Questions about your industry will inevitably come up and you can be the expert in the group.? The best part is that you control the group, so you can keep out the competition.
• Create a Newsletter or YouTube channel to educate the world about your specific industry or product.? You could probably talk for days about your field, but the rest of the world doesn’t know much about your topics.? There are probably a lot of commonly asked questions. Post every week consistently and the referrals will come.

"Content is fire. Social media is gasoline." ~ Ryan Kahn

Imagine if millions and millions of people knew who you were and knew about your business.? Would you have more sales?? That is exactly my point.? Almost always the first answer is to get you in front of more people.

“What's the secret that separates superstars from everyone else, and why do they consistently outperform other salespeople? Fanatical prospecting. Superstars are relentless, unstoppable prospectors. They are obsessive about keeping their pipeline full of qualified prospects. They prospect anywhere and anytime—constantly turning over rocks looking for their next opportunity. They prospect day and night—unstoppable and always on. - Jeb Blount

Riches in Niches?

Brand yourself as an expert in a niche market.? Own your specific field. Everyone should know who you are in that niche.

For example, I know insurance agents who specialize in working with dentists.? I also know realtors who specialize in working with veterans.? Find a niche and become a fanatical expert in that area.? Own it and make everything you do about that niche.

"No niche is too small if it's yours." ~ Seth Godin ??

You will find that people are attracted to your confidence and expertise in that area, even those outside your niche.? More business will come your way as a result.

Another example is insurance agents who work car shows.? They learn all about the specialty insurance that goes with high value collector cars.? These cars can’t be repaired the same way as others and they can’t be valued the same way as regular cars.? Collectors need specialized insurance agents in this area.

Insurance agents who want to learn more about this can?click here.

You must be fanatical at follow up.

Follow up has never been more important. The world has never had a shorter attention span and people move on quickly.? Work fast on new leads and be clear about why you are calling and how you can help.

Be extremely organized and strategic, so that you know the perfect time to follow up.? Be sure to call when you say you are going to call.? Use all the technology available to plan and execute a successful follow up campaign.

"The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will." ~ Vince Lombardi

If you can't close the deal now, set a reminder to follow up in 6 months.? If they are a good prospect, you need to be relentless when it comes to being there for them when the time is right. You should build an endless supply of quality leads to follow up on.

Let's bring this deal to a close

I should wrap this up because I could talk about this for days.? Obviously, this is not an exhaustive list, but this is a great beginning if you needed to kick start some ideas.

If you implement these recommendations on top of your existing plan, I am confident you can boost sales numbers.? Remember to have fun and enjoy the ride.? The great thing about sales is that oftentimes the harder you work and more creative you are, the better the reward.

If you found value in this newsletter, please subscribe and share. Sales managers, can you do me a favor, and forward this to your sales team?

Get motivated and succeed this week!

P.S. What is your favorite sales tip? Comment below.