This just in: LarsonEd is the best Florida real estate school!
About Larson Educational Services:
Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.
It’s not even Halloween yet and I saw Christmas decorations in WalMart the other day. At the pace we’re going, I’m probably a little behind the curve on this one, but Happy Valentine’s day 2017, everybody!
About Larson Educational Services:
Utilizing 30 years of real estate training and professional education experience, Naples real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.
Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.
Owners want to know what’s happening with their listing. Therefore, sellers want their agent to creatively market the property, pay attention to detail, and provide excellent customer support as part of their services.
The reason most often cited by owners who were unhappy with the listing agent is not the failure of the agent to secure a buyer; it’s failure of the agent tocommunicate with them after the listing is signed.
Sellers want you to add value by providing much more than the sellers could do on their own.
If they could have found that extra value on their own then what do they need you for?
Sellers want you to look at the entire situation and give good advice.
It’s difficult for sellers to be objective about their own property. Emotional attachment, nostalgia, and good memories cloud their ability to accurately assess their home’s value. That’s why you need to be the voice of reason and wisdom for the seller.
Sellers want you to remember who the customer is and respond to their needs.
Always remember that your relationship with the seller is a mutually beneficial one, and you should remember your role as well as your client’s. This relationship will sometimes require you to swallow your pride.
Okay, you gotta have a cut-off point though.
Sellers want to be treated like partners—keep in touch and update them at least once a week.
There’s nothing more frustrating for a seller than to be left in the dark. Keep them in the loop even if there’s nothing to report. This lets your client know that you care about them and their needs.
Sellers want to see a nice brochure—accurate, detailed, and professional.
A nice brochure shows that you’ve done your homework on the property and that you’re prepared to present their listing to potential buyers in the most professional way possible.
Keep in mind this list of seller desires so you don’t make the same mistake as many agents before you. Check back next time for part 2.
About Larson Educational Services:
Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.
…LarsonEd is the best real estate school in Florida!
About Larson Educational Services:
Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.
Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.
How to sell health insurance to small businesses Part 2
Small and medium sized businesses account for more than half of new job creation in the US. Therefore, they offer a great prospecting opportunity for health insurance professionals.
Check out these 10 tips for selling health insurance to small businesses.
6. Empathize
Get an understanding of what motivates your potential client. What are their goals and challenges? What is their budget?
The first question you ask never really gets to the heart of the matter. Follow up with two or three more questions to get to their real pain and needs as a business.
7. Build Genuine Relationships
The key in this tip is the word “genuine,” as in not forcing the issue. Get some knowledge on the prospect’s background (perhaps even take notes to keep for future reference) and ask them a ton of questions.
8. Do More Listening than Talking
We all know you’re a good talker (or at least you should be). Why else would you become a health insurance sales professional? But resist the urge to talk too much about yourself and the products you’re selling. For a start, there’s a chance that you may be providing a solution to a problem that this prospect doesn’t have. Second, you might come across as arrogant. Remember to give a little and give a little in the conversation. If you notice yourself talking too much, divert the attention back to your prospect.
9. Don’t Plan Conversations (Too Much)
It’s good to have an idea of where you want a conversation with a prospect to go, otherwise things may get off course and you will spend more time than necessary with a potential client. But it’s also important that you don’t sound too scripted or over prepared when it comes to talking points in the conversation.
Overly scripted sales pitches and conversations make you sound robotic and they make your potential clients uncomfortable. Learn to think on your feet, get a vibe for the person on the other side of the table, and have fun. This may take some practice if you’re not already skilled in this area, but your conversation skills can always be improved.
10. Find a Mentor
Whether you’ve been a health insurance sales professional for 20 years or 1, we can all improve. Ask one of your colleagues to shadow you on a sales call and get feedback frequently. Ask them how they deal with some of the common problems you encounter. Odds are they’ve had to deal with the same problems as well.
If you’re a one-person operation, then try to network with other health insurance professionals at conferences and different professional events in the area.
Follow these tips and you’ll be more likely to get those small business clients in no time.
About Larson Educational Services:
Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.
Small and medium sized businesses account for more than half of new job creation in the US. Therefore, they offer a great prospecting opportunity for health insurance professionals.
Check out these 10 tips for selling health insurance to small businesses.
1. Take Your Time
Part of the selling process includes educating your potential clients on what their potential health insurance solutions might be. Likewise, you need to qualify your prospect. If you skip these integral steps in search of a quick sale, then you may lose a deal. And remember: larger companies may require more time for the purchasing process. Utilize their more complex decision-making process as an opportunity to spend more time building a relationship with your client.
2. Focus on Best Leads
When you first meet a potential prospect (or even when you make a cold call) be sure to have a set of questions to ask that let you know whether or not your time will be well spent trying to get their business. Recognize who your most qualified leads are and be sure to give them your expert care.
3. Be Goal Oriented
It might be helpful to think of selling health insurance as a series of offers and agreements. It might start with the prospect agreeing to speak on the phone, then the prospect agrees to meet in person, then the prospect agrees to hear the sales pitch–all the way until the prospect becomes a client by agreeing to buy a health insurance policy from you.
At each potential agreement point, know your desired outcome and know what the next step is. Be sure to communicate these next steps clearly with your prospect.
4. Saying “Yes” Should Make Sense
Selling is not always a logical line of cause and effect; buying and selling is an emotional process. Spend time cultivating a relationship with your potential client and saying yes will make sense for them from both a logical standpoint and an emotional one.
5. Be Okay With Hearing “No”
Some salespeople dread the word no. But as you gain more experience as a health insurance sales professional, hearing no will be part of the process. It’s a good thing. A yes means you made the sale, but a no simply means that the prospect is not qualified and you are able to clear them from your prospects list. Do ask for feedback as to why they said no but don’t be pushy: simply try to gather information that may help you in future sales situations.
Follow these tips and you’ll be more likely to get those small business clients in no time.
Check back next time for part 2!
About Larson Educational Services:
Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.
Naples Real Estate School 