Craig Mount’s Post

𝐇𝐨𝐰 𝐈 𝐈𝐝𝐞𝐧𝐭𝐢𝐟𝐢𝐞𝐝 𝐭𝐡𝐞 𝐊𝐞𝐲 𝐓𝐫𝐚𝐢𝐭𝐬 𝐨𝐟 𝐚 𝐓𝐨𝐩 𝐈𝐧𝐬𝐮𝐫𝐚𝐧𝐜𝐞 𝐒𝐚𝐥𝐞𝐬𝐩𝐞𝐫𝐬𝐨𝐧 (𝐚𝐧𝐝 𝐖𝐡𝐲 𝐌𝐨𝐬𝐭 𝐆𝐞𝐭 𝐈𝐭 𝐖𝐫𝐨𝐧𝐠) Here’s a 𝐁𝐎𝐋𝐃 opinion: Sales skills alone won’t make you a top performer in the insurance industry. I’ve learned that while product knowledge and sales techniques are essential, they’re not what truly separates the best from the rest. The most successful insurance salespeople share a unique blend of traits that go beyond what’s typically taught. 𝟏. 𝐄𝐦𝐩𝐚𝐭𝐡𝐲: Understanding your clients’ fears, dreams, and motivations is the foundation of building trust. Top performers don’t just sell policies—they offer peace of mind by genuinely connecting with clients’ needs. 𝟐. 𝐑𝐞𝐬𝐢𝐥𝐢𝐞𝐧𝐜𝐞: Rejection is part of the job, but how you respond to it defines your career. The best salespeople use setbacks as stepping stones, learning from every "no" to get closer to a "yes." 𝟑. 𝐀𝐝𝐚𝐩𝐭𝐚𝐛𝐢𝐥𝐢𝐭𝐲: The insurance landscape is always changing. The top salespeople are those who can quickly pivot their strategies to meet new market demands, regulations, and client expectations. 𝟒. 𝐈𝐧𝐭𝐞𝐠𝐫𝐢𝐭𝐲: In an industry where trust is everything, honesty and transparency are non-negotiable. The most successful salespeople build their reputations on doing what’s right, even when it’s not easy. 𝟓. 𝐒𝐞𝐥𝐟-𝐃𝐢𝐬𝐜𝐢𝐩𝐥𝐢𝐧𝐞: Top performers are masters of time management. They know that consistent, focused effort is the key to long-term success in this competitive field. These traits aren’t just nice-to-haves; they’re essential for anyone serious about excelling in insurance sales. What do you think? Which of these traits do you see as the most critical for success in this industry? Let’s discuss!

As a sales consultant, it may sound like an easy job to do, as it only requires speaking and educating people about different products you're selling, explaining benefits and getting them to buy from you. However, sales comes with various challenges which I, personally, have been experiencing and these maybe include: 1. *Meeting sales targets*: Achieving monthly or quarterly sales goals can be stressful and demanding. 2. *Rejection*: Dealing with frequent rejections from potential clients can be discouraging, if not courageous enough, you'd give up the position of being a consultant. 3. *Complex products*: Understanding and explaining complex insurance products to clients can be challenging, especially that there are always changes to products and you have to be learning them from time to time 4. *Competition*: Facing competition from other insurance companies and agents can make it difficult to stand out. This is a problem in the sense that potential clients will always want to go for the best, and if your insurance company has a bad record, selling will be much more difficult. 5. *Lead generation*: Finding new leads and prospecting for clients can be challenging, as most potential clients or people being approached would be people who've been approached already by your colleagues from the same or different insurance company. 6. *Client objections*: Addressing and overcoming client concerns and objections can be difficult, as some potential clients approached will always say negative things about insurance, and sometimes we'd be called thieves or scammers

Great salespeople take new jobs, in large part, looking for assurance. Assurance that they'll be able to achieve more success making a change versus staying put. If you're hiring new commercial insurance producers, it's up to you to show them your winning sales system and sales team. So that they can see themselves being hugely successful running your playbook. And being part of your team that is used to winning. #insurance #insuranceindustry #sales

Great salespeople take new jobs, in large part, looking for assurance. Assurance that they'll be able to achieve more success making a change versus staying put. If you're hiring new commercial insurance producers, it's up to you to show them your winning sales system and sales team. So that they can see themselves being hugely successful running your playbook. And being part of your team that is used to winning. #insurance #insuranceindustry #sales

Power of Referrals / Endorsement in Sales The significance of a credible voice speaking good of your products can never be understated. Provided the service is top notch. And better still, if you are into selling products, even if your products / services are best in the industry, that alone may not take them off the shelves. It thus requires to get a credible voice to endorse your services or products. Credible voice recommends, giving a personal or institutional testimony on best experience a prospect would anticipate to draw similar satisfaction. A prospect buys the credible voice on the product more than the product or service itself. The power of Endorsement or referral is best explained by insurance sales agents. It is easy to close a sale from a referral than from a blind encounter. An interested referral first purchases the trust and confidence of their endorser than the description delivered by the sales agent on service/product. Hence, take note that before your prospects LISTEN to you, THEY HAVE LISTENED to their recommender. Every entrepreneur must seek to do business that speak for them through deploying honestly, diligence and meritocracy. In 1 Samuel 16: 18, Saul on being tormented by evil spirits and there was a need for soothing by a skilled harp player, handsome and of war. One of the servants testify that "I have seen one of Jesse sons, harp player, ...brave man and warrior....fine looking and the Lord is with him". It is important to have customers that speak for your enterprise. When your services or products best serve your customers/clients, they will never allow any prospect or disgruntled customer tarnish your name in the marketplace. May God's favor and acceptable build for you credible voices this day.

When meeting with a potential buyer, your goal should be to position yourself as someone they envision in their future, rather than giving them reasons to hesitate. Consider the story of Steve, a consultant who turned an initial meeting into a powerful opportunity. By expressing his concern about whether the co-owners of an insurance agency were genuinely interested in his services, he opened the door to a candid conversation. Instead of pushing for a sale, Steve asked what would happen if his references and fees aligned with their needs. This simple shift made the co-owners start to picture him as a solution for at least six months—effectively committing to him before they even discussed specifics. Here’s what we can learn from Steve’s approach: 1. Shift the Mindset: Encourage prospects to think about how you can fit into their future rather than just responding to objections. 2. Ask Open-Ended Questions: Instead of asking if they’ll buy today, ask, “What would happen if my fees and references were in line?” This invites them to envision working with you. 3. Focus on Building Rapport: Establish trust and let them express their needs without pressure. By getting your prospects to see you as part of their future, you turn the sales conversation into a collaborative process, making it easier for them to find reasons to hire you. Are you ready to change your sales strategy? Let’s connect and explore how to make it happen! https://hubs.ly/Q02Vw2qt0 #SalesStrategy #ConsultativeSelling #BuildingRelationships #Sandler #SalesSuccess

Joint field sales work in insurance wholesaler and advisor relationships offers several advantages: 1. Deeper understanding: Wholesalers gain a better understanding of advisors' needs and clients, enabling tailored support. 2. Enhanced relationships: Regular collaboration fosters stronger, more personal relationships between wholesalers and advisors. 3. Increased sales: Joint sales efforts can lead to increased sales and revenue for both parties. 4. Improved product knowledge: Advisors gain in-depth product knowledge from wholesalers, enhancing their expertise. 5. Customized solutions: Wholesalers can provide tailored solutions to meet advisors' specific client needs. 6. Efficient communication: Regular interaction streamlines communication, reducing misunderstandings and errors. 7. Trust and credibility: Collaborative sales efforts build trust and credibility between wholesalers, advisors, and clients. 8. Competitive advantage: Joint sales work can differentiate wholesalers and advisors from competitors. 9. Client satisfaction: Enhanced collaboration leads to better client outcomes, increasing satisfaction and loyalty. 10. Data sharing and insights: Wholesalers and advisors can share data and insights, enhancing their understanding of client needs and market trends. Feel free to contact Jamie Kendrick CHS, CPCA and I to partner with you on your next case. Jonathan Schjott, BA, CLU, CFP, CHS

What is your experience / advice for hiring a new salesperson. Doing sales myself for the last three years makes me excited to look for a salesperson. I am equally nervous as to now be on the other side of managing a salesperson. What are some of your advise or experience in hiring sales people ?? #speedycleaning #speedycleaningny #restoration #mitigation #insurance #insuranceclaim #salesperson #sales #buisnessadvice

Ever had a deal slip through your fingers because you were pushing too hard? Here’s a lesson every sales pro needs to hear… Here’s a scenario that recently came up in a coaching session, and it might hit home if you’re in sales. My client, “John”, an insurance broker, had been working with a promising new prospect. John pitched a self-funded solution, believing it was a solid match for their needs and budget. But when the prospect started to hesitate—citing concerns about timelines and the heavy lift required—John doubled down, emphasizing the potential to “save $100k now.” The prospect showed buying signals but wasn’t fully sold, and eventually backed out, feeling the solution was just too overwhelming. When we unpacked the situation, it became clear where things had gone off track. John had focused on pushing his desired outcome rather than truly meeting the prospect where they were. Here’s what I suggested he could have done instead: 1. Met the Prospect Where They Were: Recognize their pace and comfort zone rather than pushing for immediate commitment. 2. Listened for Challenges Beyond Price: Address not just the numbers but the full picture of what might be holding them back. 3. Positioned Himself as a Trusted Advisor: Sell “himself” first, establishing rapport and trust, before bringing in a larger solution down the road. Sometimes in sales, we’re so focused on closing that we lose sight of what really matters to the client. We all have those moments of wanting to reach our goal so badly that we forget the importance of understanding and aligning with the client’s real needs. A strong sale is as much about listening as it is about pitching—and often, those who excel take a step back to refocus on the client’s priorities over their own.

Empathy is essential in sales. It fosters genuine connections with clients and drives successful outcomes, especially in insurance. Understanding clients' needs and concerns allows sales professionals to tailor their approach, making clients feel valued. This connection builds trust, leading to long-term relationships and increased loyalty. When sales representatives demonstrate empathy, they create an environment where clients feel comfortable sharing their thoughts. This openness not only enhances communication but also leads to more effective solutions that meet the clients' unique needs. In turn, these positive experiences can result in referrals and a stronger reputation in the industry. Ultimately, empathy transforms the sales process into a collaborative journey. By prioritizing clients' emotions and perspectives, sales professionals can drive engagement and elevate their overall success in the insurance sector. Ready to enhance your sales approach? Connect with us today to learn how our services can support your growth.