August 23, 2023
Over the years, the life insurance industry has seen many changes, both in products and technology, but one thing that remains constant is the rejection agents often face when working with clients.
Sometimes no matter how convincing an agent may be, clients may simply not be ready to purchase a policy for any number of reasons. It’s never easy to hear that declination, especially when you’re trying to help clients protect their families, so agents need to be prepared to hear it and ultimately move past it.
Here are a few things you can do to process rejection and move on to clients who are ready for a policy:
This one may be easier said than done, but it’s important to remember that a client saying “no” is not a reflection of your personal worth or value. Clients have their own reasons for choosing not to work with you, and it’s important not to internalize these decisions. You never know what others may be going through, so sometimes all you can do is be there for the client.
Use refusal as an opportunity to learn and improve your approach. Consider asking yourself what you could have done differently or what you could do better next time. Sometimes what works for one client may not work for another, and this is a great opportunity to explore other approaches. It helps to talk through the appointment with a mentor to get a different perspective!
Rather than dwelling on the negative, focus on the positive aspects of your work. Remember the clients you have helped and the successes you have achieved. Rejection is not always something you have control over, but you do have control over your perspective.
Keep your motivation high by setting reasonable goals and working towards them. Especially if you are just starting out in the industry, setting reachable goals can help you focus on all that you have to offer your clients. Remember why you got into the insurance business in the first place and stay committed to your mission of helping families.
Don’t let rejection hold you back. Keep reaching out to new prospects and continue to build your business. Remember that a missed sale is just one part of the process, and that success often comes after a series of setbacks! If you find that something is not working, reach out to a mentor and workshop your approach.
As you encounter rejection, don’t be afraid to be told “no.” After all, when it comes to selling insurance products, a client telling you no really just means it is not the right product for them. And it’s your job as the agent to find the right product for them and their family. If you keep your composure and keep pushing to find the right product for that client, you can turn their “no” into a “yes!”
While rejection may be a certainty in this industry, another certainty is that you are helping families every day. As you work through those turndowns, those clients who do purchase a policy have the peace of mind that their families are protected, thanks to your dedication and hard work.
Not everyone will buy a policy, but you have an opportunity to make a positive impact with every single appointment, regardless of the outcome.