Get More Leads and Bigger Sales By Being "Down-to-Earth"

Just a few short years ago you couldn’t go in a nice restaurant even in a resort town like "Cape May, N.J." for instance, without wearing a jacket and tie for dinner. For years this has been the code that states, "You need money to be here."

The game has changed in the past couple of years.

Fine dining establishments were losing their volume to the more casual restaurants. Even people with money seem to prefer a more casual and comfortable dining experience more than ever.

Now, you can go in just about any restaurant or country club wearing shorts and a collard shirt at the Jersey shore and not have a problem.

Not that I would want to do that during the winter in Jersey but you get my point.

We are living in a "reality hungry" culture and the effects are starting to show.

Being Down to Earth Will Help You Sell More Life Insurance

I'm sure you've noticed by now that I don't write in a real "professional" tone. There's a reason for it.

Ya see, I write like I talk, and I do the same when I'm selling life insurance or anything else.

When I sell life insurance, I try to talk just like I would when I'm talking to a friend. You will find that people are comforted by this casual approach.

Whether you're talking to someone who's worth ten million dollars or just ten dollars, they have the same emotions as you and me and they both put their pants on one leg at a time.

Everyone wants to deal with a life insurance agent who is a real person, not someone who acts like they're smarter than you or worst yet fake!

I had many clients comment over the years about how much they appreciate my directness and honesty. I always try to be myself, no matter how big or small the commission. If a client wants to talk about their kids or sports, a little casual chat helps them to realize that we may have something in common.

The worst thing you can do is to come off like some kind of snobbish know-it-all life insurance agent that's only after a commission.

Ultimately, people will trust you when they know you are a real person and that you genuinely have their best interest at heart. That's when the referrals will start to roll in.

Now, I'm not saying you should be so laid back that you don't shower or shave before meeting with a client. And by all means, don’t make overly personal or vulgar remarks.

Just use common sense and remember a little bit of personality can help a life insurance agent go a really long way.

Writing Down to Earth Copy Will Get You More Life Insurance Leads

Another place you need to be really down to earth is in your written communications. It is absolutely critical to your success that you are perceived as a "real" person by people who are reading your materials.

Be detailed, explain why you do things, why you are sending them the letter, etc. Tell how you feel about a particular topic and share some insight into yourself as a person. Tell about your success...and your mistakes.

Realize just how unusual and refreshing it is for anyone to write copy that is written by a "regular guy."

Open up to people and lose the "ultra successful stuffy professional" image.

If you're proud of your snob approach, ask yourself this question: Are you happy with the money you're making with this attitude?

If not, then take my advice. Take your nose out of the air and start putting more money in your wallet.

Dean Cipriano is the founder and president of Insurance Selling Systems. Dean is a life lead generation expert and has helped thousands of agents get more life insurance leads then they ever though possible. Dean offers all life insurance agents a free report to review his system.