- Respect their Time: I like to ask, “Do you have 5 minutes?” Most people do and when you ask them for just a little bit of their time, they feel like you’re not going to keep them on the phone forever and begin to relax.
- Ask what got them Interested: Don’t ask them what type of insurance policy they already have and then try to match it. Your customer came to an agent because they want a personalized result, so why not offer them one right away?
- Don’t assume the only reason they’re online is Price: Ask your customer lifestyle questions to find out whether they’re over or underinsured. Learn their priorities and assets to gauge how much insurance they’re willing to carry.
- Follow the FORM: Family, Occupation, Recreation, and Message. Get folks talking, so by the time you begin drafting a policy, the conversation seems natural.
- Create a Call to Action: Once you’ve made a personal connection, reassure your client that you understand their needs and will tailor their insurance accordingly. “Let’s look at your policy.”
Categories: HTQ Corner
0 Comments