Insurance Agent Professional Liability: Common Sales Techniques
Whichever type of insurance you sell, the goal is always the same. That is, to grow leads and increase your sales. Below are some common insurance sales techniques used by experienced agents.
Actively listen. Many insurance agents say that the best thing you can do is let your prospect lead the discussion. Instead of pitching your product, sit down and ask the person you are speaking with about their lifestyle, asking questions about their family or business and concerns for the future, etc.
Provide solutions rather than products. Prospects typically want to know how what you are offering can help them solve a problem they currently have, or potential problem down the road. People are more likely to purchase products that resolve problems and provide them with peace of mind.
Highlight benefits over features. You do want to be sure that the prospect clearly understands the technical aspects of an insurance policy before they purchase it. However, first you should highlight how having insurance will help them in terms that they can relate to.
Be prepared. Arm yourself with specific company or product literature that you can leave behind with the prospective client. At the very minimum, be prepared to leave a business card, because those who have intent to buy will likely have questions after you leave and will need a way to contact you.
Set goals and deadlines for yourself. Setting reasonable goals for yourself, such as how many appointments you are going to set in one week, will help you stay focused when aiming to meet and exceed your sales goals.
Network and ask for referrals. Take advantage of the opportunity to attend trade shows, conferences, and meetings. Network with other insurance professionals in your field to gain connections and learn from respected industry leaders. In addition, don’t be afraid to take advantage of word-of-mouth advertising from colleagues and happy customers.
These are just a few of the techniques used by insurance agents to successfully generate leads and sales. It’s also important for agents to continually learn and remain updated on sales and marketing knowledge and news. Also, according to many experienced insurance agents, to be truly successful you have to love your job and believe in the products you are selling.
PLRisk Advisors is a leading wholesale insurance brokerage covering insurance agents and brokers nationwide. We offer Professional Liability coverage for a variety of industries.
Our team of seasoned professionals has the depth and breadth of knowledge to help our agency partners secure the best quality coverage for themselves and their clients. Please contact us today at (855) 403-5982.
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