Even insurance salespeople can make their sales record the envy of other agents if they work leads like multi-level marketing (MLM) professionals.
MLM agents are often considered in a class of their own, and in some ways, they are. However, they have many things in common with aspiring and serious insurance agents, particularly with concern to selling techniques.
Some MLM home business entrepreneurs think the business sells itself, but it never will. This advice applies to insurance sales as well. A policy does not sell itself. Medicare supplement leads are valuable on their own, but just because an agent purchases medical supplement leads from a lead generation company, the leads will not work themselves.
If an agent has no intentions of actively working viable leads, he or she might want to consider another line of work.
Along the same line, beware of software dealers who suggest your leads can be handled effectively, efficiently and automatically without input. Frankly, viable, reliable software sales programs that function as well as human interaction do not exist. Hiding behind automated software costs sales in every industry. Always deal with people personally, on a one-to-one basis. This selling technique is called relationship marketing, and there is no replacement for it.
In the world of MLM, all good marketers know that they must do the work themselves to succeed. If potential buyers know an agent and are familiar with the product, they are more likely to buy from that person than any other. Hands-on marketing is still really the only way succeed when selling insurance.