So you’ve decided to do well in your career as an insurance agent. But just what does it take to be able to do so in the first place?
Along with perseverance, creativity and a healthy working attitude, there are some basic rules that successful agents swear by in order to make it in this business. Here are some to take note of.
Sales rules to live by to succeed as an insurance agent
1. Don’t sell. Educate instead
It might sound contradictory but it’s the truth: don’t go the hard-sell route. Insurance agents have come to gain the reputation of being pushy, pesky and annoying, and that not-so-positive perception makes it less likely for prospects to give you a chance. Most prospects know when they’re being marketed to – and more often than not, they’re not too happy about it. That is why your strategy should be to offer them helpful advice and information. This way, you’re able to offer something of value to your prospects, and they would be happy to know that should they decide to purchase a plan from you, they would be in good hands.
2. Ask the right questions
It’s common for agents to get carried away explaining about the different types of plans available and the kind of coverage prospects can expect. However, before going into details of the different types of plans, it’s important that you get to know key information about the prospects first. Understand their biggest concerns, their goals in life, and their financial habits. This will help you pitch a better fit of a plan for your prospect. After all, the last thing you would want is to lose out on business for proposing a plan that does not line up with your prospects’ financial goals.
3. Understand the importance of trust
Here’s the truth: Nobody is going to buy anything from you if they don’t trust you. You can’t tell your prospects to just trust you, of course, but you can show them why they should. The best way to do it is to be transparent and reliable. When you make a promise, make sure you’re able to fulfill it. Gaining your prospects’ trust may not be easy, but it’s well worth it.
4. Use your time wisely
Between prospecting, pitching, and servicing, there’s a lot on your to-do list but only so many hours in a day. Make the most out of your workday by planning your schedule. Always arrive for your appointments on time, and keep your presentations concise yet on-point.
5. Know when to stop
It’s great to be persistent but there are times when you need to acknowledge that a sale you’ve been pitching for just isn’t going to happen. If you’ve done all you can and still can’t close that deal, give it a rest and move on to your other prospects. Don’t focus too much time and energy on prospects who have made it completely clear that they are just not interested.
6. Embrace change
The biggest mistake an insurance agent can make is being out of touch with current trends and habits. Being in the people business, you need to know the new ways people like to be contacted. For example, having a phone conversation may have been the norm about 10 years ago but now it’s viewed as an invasive way to be reached – most people nowadays much prefer a conversation over WhatsApp instead.
Be in the know of new tech advancements and make full use of them to improve your services as an insurance agent. The brand new iBantu mobile app is a handy tool to add to your sales kit. The app makes it easier for customers to request for quotations and get in touch with you. Additionally, you can stand to gain good leads too as your clients’ contacts are able to select you to be their agent too.
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