Selling insurance is different from selling most other things. It is an untangible service—something they cannot touch or see. Instead, you have to sell your customers on the benefits or rewards that come with this service. It isn’t easy to sell an idea. Likewise, as you are selling an idea you also have to sell yourself as an expert.
To make your job a little easier, here are some quick tips to make your job easier and more effective. You might be a new agent, but you’ll soon be selling like an old pro soon!
Present Yourself the Way You Want to be Perceived.
- One of the first things a client will recognize about you as an agent is how you are dressed. Remember to dress professionally. If you want to be seen as an expert, remember to dress like one. And like the age old saying goes, “You’re never fully dressed without a smile.”
- A smile, a firm handshake, and eye contact can do wonders.
Build Customer Loyalty.
We are looking to build customers for life. To do that, we want to build a positive experience that builds the client’s confidence in you and your service.
- A great start is being professionally friendly.
- Next, always remember to be genuine and truthful. As an agent, they will look towards you to give them your knowledge and honest opinion to create the best suited plan.
- Another thought to keep in mind when building trust and confidence is to remember to avoid slang that sounds unprofessional. On the other hand, it is best to also avoid industry jargon that can make your potential clients confused or unwise.
- Being enthusiastic about your job is a must for all agents. If they see that you’re enthusiastic, your positive energy can transfer to them. It is also more interesting to hear about insurance and sales if there is a bit of energy.
Communication will Take You Far.
- Find common ground. There is always something: a favorite sports team, a love of the newly fallen snow, kids—something. Finding common ground is a great icebreaker.
- Listening is one of the most important aspects of communication. Hear their needs. It is also a great way to figure out what their needs are if they do not know how to articulate them. A huge aspect of this is discovering how much coverage your client would need and can afford.
- With great communication, you will also start to recognize buy signals and when a hesitant client needs a bit more information.
Experience is key.
- Experience for insurance agents take time to build up. However, this can be accelerated through training and research.
- Remember to learn from those who have come before you. Take advantage of your Managing Agents’ collective experiences. This way you don’t have to recreate the same mistakes, you learn from what’s worked for them, and success can come that much quicker.
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