Do you have a particular rule of thumb or triggers that you sort of suggest that people look to to make that decision that hey this is a time I should be picking up the phone versus sending this e-mail. Well anytime it’s bad news they should be picking up the phone. You can follow it up with an e-mail. But if you don’t think the person on the other end of this phone is going to be happy with what you’re going to tell them then you pick up the phone. And that’s something that we work hard to try to get our staff to understand this pick up the phone have the conversation if you think it’s going to be bad news or something and you don’t think that that’s the answer they’re looking for then pick up the phone hey this is what I have today but reassure them. This is what we’re working towards.
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More clips from Episode 38: Jason White – Building a $130M Book of Business in Insurance Sales Through Consistent Persistence:
Top 3 Keys to Insurance Sales Success
Service & Relationships – Be More Responsive
Going beyond weather reporting
“You’re never going to make more than what you think you can make”
Being consistent and persistent “anything worth having has to be paid for”
Advice for someone wanting to start in insurance sales
Respond quickly, even when you don’t have the answer
When to pick up the phone instead of sending an email
Sales Philosophy = Persistence
“The biggest reason for my success… Is just being consistent about what I do”
There’s nothing secret about it. It’s about execution