Being a new insurance agent, or even the company owner in a field that’s already well populated can be overwhelming. To help the new entrant crack the code in this hyper-competitive and hard-to-survive industry here is a small list of chosen tips that are gathered from seasoned insurance agents.
Make an Impression
When you are calling to make first contact, make sure that you are cordial, articulate, and professional in your choice of words and tone. If you manage to get an appointment to close the sale, dress well, and be on time. Continue with the articulate, cordial, and professional language during the meeting, but become respectfully friendly in your approach over time, as you begin to gain their trust. It may take a few more meetings and calls between or after to close a sale, but patience is a virtue when you trying to sell insurance. Don’t be disheartened if it doesn’t pan out, even after significant effort, because if you let it get to you, you will not be able to give your best to the next client.
Make Your Policies Feel Like Opportunities
People like buying things that are not cheap, or easily available. Rarity is a winning term in sales, so you cannot let the principle of scarcity get away from you during a pitch. What we mean is that in order to close a sale, do not ever let the client feel that you are desperate, even if that is indeed the situation!
Your insurance policies should feel like an opportunity to the client, and yet it’s a common mistake for insurance agents to make the process feel as if the client would be doing the company and the agent a favor. In all fairness, that may very well be the situation at times, but the client can’t feel that vibe from the agent. If they do feel it, a pity sale isn’t impossible, but it’s a strategy that will not work while dealing with big clients.
Get to Know Your Clients
If you are working in the health insurance sector, or have recently launched a venture into the industry, you really need to know your clients first before closing a sale. American Retrieval lets insurance companies and agents retrieve all the necessary medical records about a potential client so that a policy with appropriate coverage, legal liabilities, and claim limits can be prepared specifically for them. If you end up selling the wrong type of insurance to a client, your company could suffer heavy losses, or the policy itself could be useless for the client. Neither of the two scenarios are desirable or good for your reputation, so do your research well in advance, and approach potential leads based on those research results.
The insurance sector gradually gets easier as you progress, be it as a company founder or a sole agent of the company. What is more lucrative is that with time, the job and the business also become significantly more profitable as well, thanks to commissions. All that, however, is dependent on how you play your cards in the beginning and the middle to set-up a prospective future.