6 Time Management Techniques That Boost Your Insurance Sales

An average insurance agent spends less than 50 percent of his or her working time actually selling. A substantial amount of time is spent on non-selling activities such as travelling, waiting or doing paperwork.

In fact successful insurance agents practice disciplined time management. They cleverly spend their time doing activities that make them the most money by implementing the following time management techniques:

(a) Do things in blocks

List the sales activities you want to accomplish in a day or a week and place them in different time blocks. Calling the prospects is one block. Answering email is another block.

By structuring your time against your priorities and letting people know your schedule, you don't react to all unplanned events. You don't attend one matter to another. Instead you focus on your own priorities and would only attend to the rest when the time is right for you to do so.

(b) Manage unexpected visitors

Unexpected visitors are rarely welcome. They are not customers and they waste your productive time. In the end your sales performance will be affected. You should spend time with customers outside or those on the phone.

Initially you feel a loss of control when you're interrupted by unexpected visitors. You can regain control by requesting if you can drop by their office instead. Then you can meet them on your terms

Schedule the meeting with your clients during prime time i.e. when your clients are at work. Any activity that is not related to sales and building relationships with clients should be done before early in the morning or in the evening.

(d) Make your goals visible

Post your business goals in strategic locations. Carry them on a small card in your diary, and consider putting them on your computers screen saver. Having your goals in your sight everyday will help you stay focused and strengthen your determination.

(e) Subscribe to consequential thinking

Procrastination is a silent killer of insurance agents and it has to be warded off. Consequential thinking is the realization that decisions we make today have serious consequences tomorrow.

If an insurance agent does not make appointment today, he will not get to see any prospect tomorrow. Insurance agents must always remember that their inaction today would lead to disappointment tomorrow.

(f) Use waiting time productively

There are a number of occasions in our daily life we spend waiting such as waiting to see the prospect, waiting for a delayed flight and so on. Waiting time doesn't have to be downtime.

There are many ways to use your waiting time more effectively such as call referrals, read a sales article, jot down some prospecting ideas, review "To do list" or write thank you notes to your customers.

Losing control of your time is as good as if not worse than mismanagement of your wealth. You must be thrifty with your time in order to stay productive. If you are not hitting your goals - do some soul searching to find out how important your business target is to you and if you are serious enough to pay the price for success.

About this Author

I am an insurance sales coach who has been in insurance business in the past almost 2 decades. I have a website i.e. http://www.stories-connect.com and my blog is http://xoseph.wordpress.com.

Article Source: http://EzineArticles.com/?expert=Xoseph_Chu

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