From Agent Sales Journal.com. . .Full Piece Click Here
Are you the type of insurance agent who meets with 10 people a week just to make two sales? What happened to the other eight? If you’re like most busy professionals, the answer is, “nothing.”
Despite your best intentions, following up when someone decides not to buy can be awkward, and it’s easy to tell ourselves that a better use of time is simply moving on.
Sometimes moving on is undoubtably the right thing to do. But I suspect — and this is based on conversations with many agents and advisors — that by not following up, you are just paving the way for another agent to make the sale. Remember when you were brand-new to selling insurance and, despite your lack of sales skills or technical knowledge, you made sales? That proves the point.
