Top-level insurance salespeople produce consistent results while meeting the demands that are placed upon them each day. But this doesn’t require special talents or commitment.
In fact, the best salespeople use simple strategies to manage their time so that they provide better results while serving their clients.
Having good leads and understanding your prospects gives you advantages over your competitors. But your ability to manage your time is the one skill that provides the biggest boost to your insurance sales.
Using time management techniques that lead to better sales results may be the missing key to taking your insurance business to the next level.
Have Clear Goals in Sight
Insurance agencies must achieve specific and measurable goals. Not knowing what outcomes you want to achieve leads to spending time on activities that waste valuable resources.
Although your primary goal may be to increase the number of clients you create, there are other goals that must be set in order to help you achieve that objective.
Determine how many leads, cold calls, meetings, and sales you need to complete in order to move closer to your primary goals.
Taking the time to sit down and clarify these objectives is the first step in making the most of your time and achieving the results you want.
Specify Action Steps
Sales goals must be translated into clearly defined action steps. Simply setting out to “generate new leads” isn’t enough. Consider the steps that must be taken to achieve that goal.
These include making phone calls, accessing databases, writing an article for your blog, or creating an advertisement for a new campaign.
Defining action steps is the only way to achieve your sales goals and improve your time management.
Keep Your Activities Focused
It’s your daily tasks that ultimately lead to your sales results over time. Multitasking or moving on from one objective before its completion are common issues that lead to poor time management.
Stay focused on a given activity until it is completed. Research has shown that this approach leads to higher levels of productivity when compared to working on more than one activity at a time.
Take steps to reduce potential distractions or interruptions to enhance your focus on each task. Learning to delegate or schedule tasks as they arise keeps you focused on the job at hand.
Harness the Power of Your Schedule
Scheduling everything you do may seem like an overwhelming chore. But developing this habit multiplies the results that today’s insurance agencies achieve.
Learn to set aside a set period of time for prospecting, processing email or phone calls, and following up with new clients.
Schedule administrative tasks. Paperwork and client issues must be dealt with on an ongoing basis, and failing to schedule these tasks can cause them to overtake your other activities.
Putting all of your critical tasks into your schedule helps you stay on top of your sales process and improve its efficiency over time.
Develop a Positive Mindset
The term “mindset” may sound like a business buzzword. But in sales, it can mean the difference between struggling to meet sales quotas and going beyond the goals you’ve set for your insurance business.
Negative or unproductive thinking takes energy. Over time, this reduces your productivity and makes your workflow less efficient.
Having a positive mindset allows you to stay focused on your sales goals while supporting the interactions you have with prospective clients, managers, and colleagues.
Time management allows your insurance business to do more in less time. By setting goals and establishing actions steps, you create a roadmap you can follow to achieve your short- and long-term goals.
Scheduling all of your daily tasks and maintaining a positive mindset will boost the results you achieve from all of your efforts.