Every experienced insurance agent follows his or her own sales process and style. This process has been revised and refined as the years go by. In the meantime, newcomers in the industry are faced with the challenge of keeping up and making their presence known.
There are many tips and guidelines that an insurance agent – old or new – could follow. But there is one important observation that all insurance agents have to be aware of. The most successful life insurance agents are those who have learned how to make sales faster following the notion that any delay in sales is not caused by the client as is traditionally believed, but by the sales agent.
Pay attention to clients
Being attentive is the key, and this helps the insurance agent determine the potential buyer’s motivation, which could make the sale. Every client is different from the next. Some clients require that every detail be given to them, while others are satisfied with a comprehensive overview. Others require help in all stages of the decision-making process while there are clients who prefer to sort through the policy by themselves.
Developing an instinct for what the client needs takes time and experience. Successful insurance agents have gone through a number of interactions, and they have used their experience in learning more about what motivates people to purchase life insurance.
Offer extra help
Some future policy holders are very particular with where their investment goes. They would be asking the insurance agent questions so that they will be able to decide whether to pay annual or monthly premiums. They might also have questions about which payment schedule would fit their income flow in the long term. Future policy holders also appreciate straightforward answers from an insurance agent who knows every nook and cranny of the policy that he or she is selling.
Build a network
These days there are many possible sources of leads, but repeat business and referrals remain very high in the esteem of the most successful insurance agents. Clients appreciate great service and can be quick to refer a good insurance agent to people they care about and work with.
Achieving success in insurance sales is greatly dependent on the interpersonal skills and the degree by which customer relation is valued by the insurance agent. Before the consumer ends up buying the policy being sold, the insurance agent must be able to convince him or her that the policy is a necessity. Making a sale happens only when the sales process successfully converts a customer to a policy holder.
Ask the important questions
Some people need to be asked the difficult but necessary questions so that they can see the benefits of purchasing a life policy. Most of those who are undecided have not thought about whether their family will be left with financial burdens when they pass. And some have not considered the possible reality of their families facing financial difficulty in the event of their death. Most of those who eventually choose to get life insurance have never even thought about these matters. And after the questions have been asked they realize that having a policy to leave their beneficiaries with affords them peace of mind.
No matter how difficult it can be to sustain daily expenses while allotting money for the future, policy holders eventually realize that it worth the extra financial necessity. Life insurance is, after all a long-term investment. Sometimes people only need help in realizing the future value of their present investment and good insurance agent remembers to do this for them.
Obtaining as many leads as possible
Managing and obtaining leads online is one of the latest innovations in the insurance industry today. The Internet has also given insurance agents new means of doing follow-up through online newsletters and e-mail. Advertising is also revolutionized by pay-per click advertising and other innovative marketing ploys. What works is dependent on the client and the skill of the insurance agent. But there is one tip that guarantees a speedy sales process and that is being able to identify prospects of qualified life insurance leads. It is more efficient to work on these leads than to chase down what would turn out to be unproductive targets.