Whether you are new to the insurance job or a veteran sales person at an insurance agency, one thing is for sure: You never can have enough tools in the toolbox.
Sales is a tough business. First and foremost, it requires you to know your industry and company backwards and forward.
But you must also know how to convince a prospect of the benefits of doing business with you rather than a competing company or agent.
Below are seven things the most effective insurance agents do on a regular basis. Try them and soon you too will be exceeding your sales goals:
1. Keep your day organized.
The most effective agents plan their days meticulously. It is a good idea to set aside time each day for returning phone calls, prospecting, making outreach calls and meeting with prospective and current clients.
2. Join and participate in trade organizations.
Membership has its advantages they include networking and having access to relevant information that will keep you up to date on industry trends.
3. Find a mentor in the insurance sector.
You should find a mentor who is where you want to be and someone who represents the values you want to emulate. A successful agent will not see this as a threat, but as motivation to do better themselves.
4. Habitually follow up with prospects on a regular basis.
The most successful agents are those who follow up with their prospects on a regular basis. Just because you could not close the deal the first time around it does not mean you do not have a shot at the business.
A good time to do a round of follow-up calls is right after word comes down from the corporate office about a special discount being offered for a limited time.
You do not have to wait until this happens, though.
5. Schedule follow-up calls at least quarterly.
As an insurance agent you should convince clients of the value multiple lines. Cross-selling, the practice of selling an additional product or service to an existing customer, can be a highly effective tool for a small business.
The insurance industry lends itself well to this practice as just about everyone needs multiple policies… home insurance, automotive insurance, life insurance and health insurance.
6. Above and beyond service.
When you get a call from a client about a claim, get back to him or her immediately and go over it with the policyholder before it is reported to the insurance company.
Do not let the policyholder report it on his or her own. This is one of those "above and beyond" moves that take you from a good agent to an amazing agent.
7. Always write personal thank you notes.
This is something that not many people do anymore. So, if you do, your client is sure to take notice.