In this episode of Agents Influence podcast, host Jason Cass sits down with Heath Shearon, Sales Coach at Agency Performance Partners. Jason and Heath discuss the secrets of closing a sale, not just for new insurance agents but also for those who have transitioned from personal to commercial lines. Episode Highlights: Heath discusses how his commercial course is jam-packed with information ranging from prospecting to closing deals to building niches. (5:13) Jason shares that the number one secret he has discovered to be true is that no matter how good a salesperson you are, if you are a better prospector, you will make it. (7:14) Heath believes that since he is fearless, he is good at prospecting and cold calling. (8:27) Jason shares how he came to the realization that nearly everything the more experienced people in the insurance industry had told him was true. (13:17) Heath explains why finding a niche is still important despite being overused. (14:08) Heath discusses a time when he started taking pictures while prospecting in the optimism that the images would help his underwriter close a deal. (17:48) Jason believes that the word "closure" is incorrect since it implies that we are doing anything towards the end. (21:09) Heath mentions that there are several closing techniques, and insurance professionals must determine which one works best for them. (22:38) Heath emphasizes the significance of developing a connection or relationship with the underwriter. (28:42) Jason discusses how insurance agents can generate more money per account. (34:38) Key Quotes: “You should always be closing from the jump, from the moment I step into that building, or I'm on that phone call, I'm assuming the sale all the way through and making sure that they think of me already as their agent.” - Heath Shearon “There are different closing techniques that Hans and I talked about in the course and I even highlight four or five of them, but at the same time, I'm like, you gotta figure out what works for you.” - Heath Shearon “Working with the underwriter is so huge in commercial insurance. I have a whole section devoted to this because I think we've overlooked that a lot.” - Heath Shearon Resources Mentioned: Heath Shearon LinkedIn Agency Performance Partner Reach out to Jason Cass Agency Intelligence

Ask this episode

“What did the council decide on item 42?” — answered with the speaker and the moment.

Transcript

Related