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  • 7 habits of effective insurance agents

    May 13, 2013 by Justin Brown

    Whether you’re new to the job or a veteran salesperson at an insurance agency, one thing’s for sure: You never can have enough tools  in the toolbox.
    Sales is a tough business. First and foremost, it requires you to know your industry and company backward and forward. But you must also know how to convince a prospect of the benefits of doing business with you rather than a competing company or agent.
    Here are seven things the most effective insurance agents do on a regular basis. Try them and soon you, too, will be exceeding your sales goals:
    1. Keep your day organized
    The most effective agents plan their days meticulously. It’s a good idea to set aside time each   day for returning phone calls, prospecting, making outreach calls and meeting with prospective and current clients.
    2. Join and participate in trade organizations
    Membership has its advantages — including networking and having access to relevant information that will keep you up-to-date on industry trends. Here are some insurance-related organizations you may want to  check out:

    • American Insurance Association
    • National Association of Professional Insurance Agents
    • Independent Insurance Agents & Brokers of America
    • National Association of Insurance and Financial Advisors

    3. Find a mentor
    Is there someone who is where you want to be and represents the values you want to emulate? If so, tell  him or her about your goals and ask for advice. A successful agent won’t see this as a threat, but as motivation to do better themselves. In the act of teaching someone else, the mentor may begin to see a new role for contributing to the firm. Not to mention, he or she is likely to “catch” some of the protege’s enthusiasm, and be re-energized to perform even better themselves.
    See also: Do you know where you are going? The value of a mentor  4. Habitually follow up with prospects on a regular basis
    The best agents are those who follow up with their prospects on a regular basis. Just because you couldn’t close the deal the first time around doesn’t mean you don’t still have a shot at the business. A good time to do a round of follow-up calls is right after word comes   down from the corporate office about a special discount being offered for a limited time. You don’t have to wait until this happens, though.  Schedule follow-up calls at least quarterly.
    5. Convince clients of the value of multiple lines
    Cross-selling, the practice of selling an additional product or service to an existing customer, can be a highly effective tool for a small   business. The insurance industry lends itself well to this practice, as just about everyone needs multiple policies — homeowner’s  or renter’s insurance, automotive insurance, life insurance, etc.
    6. Provide above and beyond service
    When you get a call from a client about a claim, get back to him or her immediately and go over it with the policyholder before it’s reported to the insurance company. Don’t let the policyholder report it on his or her own. This is one of those above and beyond moves that takes you from a good agent to an  amazing agent.
    7. Always write personal thank you notes
    This is something that not many people do anymore. So if you do, your client is sure to take notice.

    Originally Posted at ProducersWeb on May 3, 2013 by Justin Brown.

    Categories: Industry Articles
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