--- title: "\"Always Be Closing\": How to Close Insurance Sales & Seal the Deal" description: To differentiate your group from others, it is important to demonstrate your training program to candidates. LIMRA tells us that today’s candidates, especially millennials and female recruits, are heavily swayed by the ongoing training and educational programs that organizations offer, as well as the technology by which they will deliver it. They see education as the pathway to growth and new opportunities. image: https://hello.fsednet.com/hubfs/AdobeStock_95534647-1.jpeg --- [![FSEDNet](https://info.hoopis.com/hubfs/FSEDNet_June2018_v2/Images/logo-sized1.png) ](https://hello.fsednet.com) - Who We Are - [![Schedule Demo](https://no-cache.hubspot.com/cta/default/4570472/162dd7e4-98c0-4297-85d6-465bc5e71a26.png)](https://cta-redirect.hubspot.com/cta/redirect/4570472/162dd7e4-98c0-4297-85d6-465bc5e71a26) - [Sign Us Up](https://hello.fsednet.com/sign-us-up) CLOSE X # "Always Be Closing": How to Close Insurance Sales & Seal the Deal # "Always Be Closing": How to Close Insurance Sales & Seal the Deal Posted by [Richard "Dick" Cleary](https://info.hoopis.com/blog/author/richard-dick-cleary) on Nov 2, 2019 10:11:00 AM - [Tweet](https://twitter.com/share) ![AdobeStock_177200525-2](https://hello.fsednet.com/hubfs/AdobeStock_177200525-2.jpeg)Whether you are selling thingamabobs, widgets, or insurance policies, on average, three out of ten people will buy from you no matter what, three will not buy even if you overcome every objection, and the remaining six are on the fence. Your job is to convert those last six people into clients. Salespeople from all walks of life receive accolades for good salesmanship and high closing percentages. Yet, their success does not come from outright selling; it comes from not selling. If you have a product which people want and need, those six undecided people will buy from you if they like you and trust you. Closing that sale and sealing the deal comes from a solid understanding of the psychology of sales and practicing the fundamental sales practice of "Always Be Closing." You can take ABC to the extreme and attempt to aggressively close a sale, but the vast majority of potential clients don't want to be told what to do. Instead, your success will come from a more insidious approach to ABC which inspires a potential client to trust you, making it almost impossible NOT to close the sale. Let’s look at a few tips to help you successfully close more insurance sales. **Build Rapport** Chatting up potential clients in a sincere way is something which comes naturally to some salespeople; while others skip this step. If you've been exposed to any kind of sales training, you have most likely heard similar advice. Those who move forward in the sales process without building rapport are on shaky ground and make it much more difficult to seal the deal later. The idea of building rapport is rooted in simple human behavior. If your close trusted friend asks you to buy something, try something, or do something, you most likely won't hesitate, and if you do, it's easy for him or her to overcome your objections. The same applies when you speak with potential clients. You must connect with them on a human level before you can connect with them on a business level. You might discuss hobbies, kids, marriage, where you went to college, or any common ground. You should continuously build rapport with any potential client to create a solid foundation to close a sale. The better and deeper a relationship becomes, the more opportunities will present themselves. **Be a Mechanic or A Doctor and Diagnose the Problem ** Keep in mind that most people do not have the financial assets to deal with the damage, liability, or loss which comes with an accident, injury, disability or death. Whether selling pet insurance for Fluffy the cat, auto insurance for a new SUV, homeowner's insurance for a lake home, or life insurance for a bread winner, most people NEED insurance; and, the law requires it in some situations. ![AdobeStock_137032686](https://hello.fsednet.com/hubfs/AdobeStock_137032686.jpeg) Insurance provides a solution to a problem - How will I pay for XYZ, if (insert stressful and damaging event here) happens? Take the time to ask some pointed questions to diagnose the problems your clients might encounter. It’s important to understand both their financial and individual situations, including what is important to them both short and long term. The more you know, the greater you will be able to help them. As long as you listen carefully and avoid talking, your potential clients will tell you what they need. Once you've diagnosed the problem, you can present potential solutions. **Be an Educator and a Problem Solver** It’s at this point in the sales process where many inexperienced agents / advisors inadvertently kill a sale. Mr. and Mrs. Jones have told you all their insurance needs. You're excited and want to offer solutions, so you vomit every type of policy and all the intricate details all over them. In turn, the Jones’ are overwhelmed, confused, need to think about it, and really want you to hang up or leave. You should know policies, limits, and terms well enough to put together a quote at this point. Don't overwhelm with options, instead based on all that you learned from the fact-finding process, provide them with one or two ways to solve their problem(s). Educate them about how a particular policy will benefit them, their loved ones, their business and why they need it, referring to all that they shared with you. Focus on building value for one or two options and showing potential clients how you can help them. **Assuming the Sale** Don't leave it in a prospective client's hands to contact you to seal the deal. Ask for the sale at the very least, but it's best to be confident and assume the sale. By this time, you have built rapport, built value, and shown your prospects a solution or two, so you can ask them which option they prefer. When they choose, let them know you will start on the paperwork, while they get out their checkbook or debit card for premiums. If everything has gone well, your prospects will sign on the dotted line and you've closed the sale. This might feel a bit aggressive, but it serves a purpose. If they have reservations or objections, they will come out. You cannot overcome objections and close the deal, if you don't know what they are. **Overcoming Objections![AdobeStock_123776438](https://hello.fsednet.com/hubfs/AdobeStock_123776438.jpeg)** Salespeople deal with all types of objections, but as an insurance professional, your biggest objection will often be money, even though you have provided the right solution based upon their individual situation and finances. If you haven't provided the right solution based on comments from your potential client, you might need to go back to the drawing board and spend more time gathering additional information during the solution-based sales process for a better fit. If your clients are worried about affording the premiums, they might tell you, especially if you have done your job building rapport. In many cases, however, prospective clients will make every other excuse in the book for why they aren't interested in signing on the dotted line. You can save time and frustration by understanding the five primary reasons why they don’t buy. **No Need** We all have many needs and they act on us at many levels, but do we really recognize this? For example, we all need insurance. But do we want it? Not really, unless we are convinced that it directly satisfies a need that we have recognized. Sometimes a disturbing question can be used to underline this kind of need. “If something happened to you, where would your family be?” **No Desire** Is desire the most powerful motivator of all? Our desire to feel loved and accepted is irresistible. We will often buy for purely emotional reasons and then try to justify the decision to others (and even ourselves) using logic. Sometimes, these emotional reasons or desires may be hidden. You need to recognize, understand and utilize them. **No Money** Did you obtain a money commitment during the fact-finding stage of the sales process? If not, then ask a question such as, "How much could it cost you or your family if you did nothing?" Get them to think about the bigger picture. Remind them of hidden costs in the status quo. Another question may be, "So, which part or benefit don't you want?" Here you’re stating that the value, benefit or feature is linked to the price. Some products are built to sell, where others are built to perform. **No Trust** For most people, a certain level of trust in their financial professional is vital to any purchase decision they make. This level of trust required is in direct proportion to the cost of the purchase; the more expensive the solution becomes, the greater the role that trust plays in a person’s buying decision. **No Sense of Urgency** There is no point overcoming everything else and then have no call to action. Two major “people motivators” are greed and fear of loss. Consequently, deadlines, impending events and fear of loss are the order of the day. Direct your prospects as to what they need to do, why they need to do it, and when! You should have answered many of these questions already during your presentation, but if you did not, based upon your solution-based fact-finding, you should be able to address most of their objections. If they have real objections which interfere with closing the sale, gain as much insight as possible, and schedule a follow up call/visit to close later. Closing any type of insurance sale requires building rapport, understanding their individual situations and finances, diagnosing your prospect's problems, educating them, and providing useful solutions.  And remember to fully utilize the ABC of sales – Always Be Closing. **About the Financial Services Education Network** The Financial Services Education Network (FSEdNet) serves the financial services industry by providing an online experience to develop the knowledge and skills for professionals at all levels. With today’s demand for a work/life balance, your training needs to be available 24/7 on demand, in order to sharpen sales leaders’, agent/advisors’ and staff members’ skills, insights and knowledge. FSEdNet provides competency-based learning where everyone will have a voice in not only what they need, but also have a choice in when and how they get it. Your entire team can access all the training and resources on their smartphones and tablets. [Contact us](https://info.hoopis.com/contact) today for more solutions to help your insurance agency thrive. 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Learn More CLOSE X # What People Are Saying “FSEdNet is a game-changing strategy to help with the education of new advisors in the business.  The key to any training is to focus on being brilliant on the basics.  Dick Cleary and his team have created a turnkey educational program that helps leadership teams implement an easy to deliver training system for the fundamentals of success.”      **J. Christopher Noonan, CLU, ChFC Regional President & Divisional Executive VP, Equitable-Advisors LLC** "FSEdNet's delivery process and information will help your advisors become more confident in front of clients." ###### Garry Kinder, CLU, ChFC, CSA, Kinder Brothers International “NAIFA is excited to partner with FSEdNet to create the NAIFA Learning Center. We value the breadth and depth of educational content relevant for all practice specialties and the ease of access on multiple devices to the online video content. Core to NAIFA’s mission is delivery of critical training and professional support to our members—this program is a key component in meeting that objective.” ###### Kevin M. Mayeux, CAE, CEO, NAIFA "The best I have ever seen. Clear, concise and relevant - a platform that really makes a difference." ###### Paul E. Vignone, JD, LLM, CLU, ChFC, VP of Advanced Markets, Empire Wealth Strategies, Penn Mutual Life "FSEdNet is a comprehensive online resource that is filled with practical and actionable content. It provides its user with the fundamentals, as well as advanced learnings, for a successful financial services career." ###### C. Richard Weylman, CEO & CDO, The Weylman Center for Excellence in Practice Management "FSEdNet will engage your new advisors and staff in a new innovative way. Associates will absorb the basics and master the fundamentals through this connected learning platform." ###### Bonnie L. Godsman - CEO, GAMA International" "LIMRA research has found that young advisors integrate technology into all aspects of their practice. FSEdNet provides basic "blocking and tackle" training in an innovative and contemporary way, which resonates with today's financial professionals. Not just for agents and advisors, it's an invaluable part of my onboarding of new LIMRA research professionals - FSEdNet really delivers." ###### – Patrick Leary, LIMRA Corporate Vice President - Research #### "It's Time To Turn Potential Into Reality" "The Financial Services Educational Network, from the genius of Dick Cleary, is something this industry has needed for a long time. It is for many advisors, the missing piece. FSEdNet provides the educational background needed, in a myriad of topics, to give advisors the confidence to engage in meaningful financial discussions." **Harry P. Hoopis, CEO, Hoopis Performance Network, Hall of Fame** “FSEdNet is a game-changing strategy to help with the education of new advisors in the business.  The key to any training is to focus on being brilliant on the basics.  Dick Cleary and his team have created a turnkey educational program that helps leadership teams implement an easy to deliver training system for the fundamentals of success.”      **Mark Rooney, CFP, ChFC, CLU Equitable-Advisors, LLC, Hall of Fame Recipient** “FSEdNet has allowed us to focus on what we do best: find, recruit, select and train the future of our industry.  It provides excellent education, so our leadership team can do what they do best and that is joint work with our newest advisors.  I would strongly encourage any firm to embrace this as it will impact productivity.” **Ed Deutschlander, CLU, CLF, CEO, North Star Resource Group** "Bring back the basic training our agents need is the passion and commitment that Dick has made to the industry. As a long-standing professional in our business, he is well positioned to deliver the right product at the right time. FSEdNet is a perfect solution to the training needs of today." ###### **– Jim Kerley, Chief Membership Officer, LIMRA and LOMA** "I have been in the industry many years. FSEdNet is one of the most comprehensive educational tools to help new reps get off to a successful start and for developing reps to build and grow their business in years 2, 3, 4 and after. The ability to have this information at your fingertips, anytime, anywhere, on any device, 24/7 is truly a must-have for today's financial professional.” **Fred Walker, VP of Professional Development, Transamerica Agency Network** “At the Great Basin Agency of American National, we use FSEdNet faithfully. We find the product they have, and the support of Dick Cleary and his team is amazing, this is one of the best training tools we have or have ever had. The sales training and education are for agents and staff at all levels of their careers." **Ken Gallacher, CLU, ChFC, FSS, LUTCF, LACP and Thresa (Terry) Cochran, CLU, ChFC, CLF, FSS, LACP - General Agent, American National** "A revolutionary strategy to help train and develop your producers, regardless of experience. To make an impact, it must be simple to understand and use, and that is exactly what FSEdNet does. This turn-key educational platform will add true value to your value proposition, and will separate you from the competition." **Dan LaBert, CEO, NAILBA - National Association of Independent Life Brokerage Agencies.** "Opening Up the library of videos offered on FSEdNet for our agents provides an immediate resource that supports the new agent experience after initial training and adds to that knowledge base in all areas. Not only do the new agents benefit, but veteran agents can add to or be reminded of information that helps them focus on improving results." **Mike Catania, Ph.D., Director of Learning Management Field Development, Bankers Life and Casualty Company** “Having been in the industry over 30 years, I can honestly say that FSEdNet is a game changer for improving retention, growing rep productivity and developing a highly trained sales force.  I was exposed to Dick Cleary and FSEdNet in another life prior to being with AAA Life and I was very pleased to have the opportunity to introduce an entirely new field force to this awesome tool!  We have used it as the foundation to build our training program.  I would highly recommend FSEdNet to anyone!” - **Allen Jackson LUTCF, FSCP, Vice president of Agent Distribution, AAA Life Insurance Company** “FSEdNet has been the game changer we needed for our General Agents. It is the perfect tool they needed to make their training programs A+.” **Todd Scott, Manager Practice Management & Development, AMERITAS** “We needed to completely update our agent and management development and training platforms. FSEdNet was a perfect fit that did not take additional resources to write, develop and implement the changes we needed. We now incorporate the management training program of FSLEdNet into our weekly development calls with all our entire field leadership team and incorporated FSEdNet into our new agent training program” - **Damian Salvi, Senior Vice President ****and Chief Distribution Officer, The Baltimore Life Companies** "Just a quick comment of appreciation for your FSEdNet. We have been so pleased and impressed with your training program. It has helped our advisors at all different levels in many different areas of your curriculum. It is concise, effective, and easy to use. And you and your team have been incredibly responsive whenever we have a question or a thought."  **James Meehan, Managing Partner at 1847Financial, Penn Mutual** "FSEdNet has provided us with the foundation we needed to strengthen our Field Force training programs.  The courses have provided us with the basics that would have taken us a very long time to develop on our own. The structure of the videos and worksheets helps to improve retention and develop a skilled workforce. I would highly recommend FSEdNet!" ***Beth Jones, Director of Field Force Training Development, First Command Financial Services.*** ![FSEdNet](https://info.hoopis.com/hs-fs/hubfs/FSEDNet_June2018_v2/Images/cleary-pic.png?width=500&name=cleary-pic.png "FSEdNet") - Download Our App - [![New call-to-action](https://no-cache.hubspot.com/cta/default/4570472/1454e9fc-640c-4dd3-9678-a66d16a7b477.png)](https://cta-redirect.hubspot.com/cta/redirect/4570472/1454e9fc-640c-4dd3-9678-a66d16a7b477) - [![New call-to-action](https://no-cache.hubspot.com/cta/default/4570472/3006a79f-73fd-497e-867a-f7e34856bca5.png)](https://cta-redirect.hubspot.com/cta/redirect/4570472/3006a79f-73fd-497e-867a-f7e34856bca5) Copyright © 2021 All Rights Reserved FINANCIAL SERVICES EDUCATIONAL NETWORK, LLC.