"I'm doing a lot of quotes but I'm not selling enough policies.
What should I do to increase my sales?"
I get asked this question typically from agents or sales specialists that tend to get their leads from sources like internet leads, cold calling, door knocking, etc. I’m here to tell you that these sources have their time and place but there’s a much smarter and efficient way to boost your sales numbers. That way is through developing COIs.
In the insurance world we call referral sources COIs. It’s an acronym - Centers Of Influence. The premise behind COIs is that if you build relationships with key referral sources or partners; such as mortgage lenders, your life as a salesperson will become a whole lot easier and your performance will improve.
Does It Work?
You bet. As an insurance agent, this was one of my best sources for new customers. In addition, I have seen it work for many top performing agencies. If it didn’t work, do you really think I’d be taking my time at 10:44 PM to write this? Of course not. I’d be watching basketball.
Is It Easy To Do?
It’s really not too bad to do if you enjoy meeting new people and are good at building relationships. If you hate meeting new people and are bad at building relationships than this could prove to be rather difficult. My suggestion, learn to like meeting new people or quit your sales job. Get comfortable with being uncomfortable.
Here’s How It Works: