The way you dress as an insurance agent matters. Let your prospect know you’re excited to work with them but hold a confident demeanor so that your prospect feels assured about doing business with you. It can be tempting to get excited about the prospect of a new sale and begin speaking more quickly or more animatedly. When you’re sharing your offer, speak clearly. Go into your insurance conversations with an attitude that you have something valuable and important to provide. Giving has the added benefit of making you feel good about your own life and the way you spend your time, which will make you more at ease when you connect with people about insurance throughout your day.īe confident about what you offer, both as an insurance agent and as a person. But there’s nothing wrong with helping where help is needed in order to build new connections.Ĭonsider giving to causes that ask for monetary support, setting up tents at local car shows, or participating in food drives. Of course, you probably shouldn’t do something in your community just to make sales. But at the end of the day, relationships are what count, and prospecting via personal connection is what really builds those relationships.Īnother great way to build relationships, prospect, and even ask for referrals, is to get involved in community projects. There’s nothing wrong with paying for ads or leads, and those can help you build momentum while you’re getting to know influencers in your community. Or, at the very least, they give you the chance to build a relationship. Just remember that in-person meetings, dropping by peoples’ offices, and phone calls are all not only more personal, but they’re also very direct, allow you immediate feedback, and give you the chance to sell on the spot. You can prospect in person, over the phone, via email, through social media, newspaper ads, radio, or any other method that strikes you as a potential way to get in new clients. Without prospecting, agents don’t grow their book of business. Referrals who turn into clients have a 37% higher retention rate and 16% higher profit rate than other clients.Īs a new insurance agent, you need to constantly get your name into the community. Specific prompts help people think of specific people more easily.īut the most important thing is that you do ask for referrals at some point during your sales conversations. Ask for specific referrals in a certain industry, age range, or family status.Ask for the referral after confirming with a new client the benefits they’ve received in working with you.Offer a $5 gift card for coffee to anyone who gives you a referral.There are many methods you can use to ask for referrals, such as: Asking for referrals is a task that’s easy to do and, unfortunately, easy not to do. Speaking of referrals, ask for them at every chance you get. You’ll eventually build a network you can reach out to for referrals, mentorship, contacts for new industries, and almost any sort of help you could imagine. Take people to coffee or lunch or take their office a box of cookies. The bottom line? Build strong relationships in your community, and those people will help you get further in your insurance career. The relationships you have with people in your community give you a form of “social currency.” Social currency translates to the effort others are willing to give to promoting you and your business to their social circles, even when you aren’t around. It’s generally easier to make sales with them, as well. It’s easier to make mistakes with people you know and learn from the experiences. It's just a question of where they choose to buy it. Begin your journey by speaking with people whom you already know and love, and who can give you honest feedback. This is the absolute foundation of sales. To help you avoid distractions and get more results for your efforts, we’ve created a list of our top tips for new insurance agents. Many people think that everything is important in the early stages of their insurance career, which leads them to feel pulled in many directions all at once. One of the difficulties new insurance agents face is deciding which tasks are most important to prioritize each day. All that work can sometimes feel overwhelming. From getting licensed to choosing which company(s) you want to represent to getting your desk and computer set up, it takes work to get to the point of selling your first policy. Entering the world of insurance for the first time comes with a learning curve.
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