Part of being successful in insurance sales is learning how to remove obstacles. While you may have thought about how to overcome things like price objections or making sure you’re talking to the final insurance decision maker in a family, how much time have you put into thinking about the Read more…
You’ve probably given a fair amount of thought to how to make an initial sale to a customer. Maybe you’ve practiced explaining insurance products, set up your schedule to respond to fresh leads quickly and read up on how to decipher different personality types. Yep, you’re good to go when Read more…
Insurance customers are changing. Technology has a lot to do with it, but there are other factors, too. Increased mobility (people move more), evolving societal norms (customers coming from all demographics), the availability of more insurance products (and resulting customization options)—all of these factors and more have changed the landscape Read more…
Insurance is a sales-driven business, which means it requires a different approach than, say, engineering. While an engineer might thrive on peace, quiet and minimal interruptions, you’re never going to find that at an insurance agency. Instead, incoming leads, ringing phones, and frequent problem-solving interruptions are the order of the Read more…
It’s a great feeling when a potential new customer calls you to ask about buying insurance instead of the other way around. Referrals can save you time and energy and have a higher likelihood of converting than cold calls. Because a referral is an especially valuable lead, it’s worth thinking Read more…
If you’re an agency owner or higher-up with multiple insurance sales agents under your purview, you’ve got three clear charges: Ensuring that your team is working toward the same goals. Providing quality training and continuing education. Determining how to best arrange your team to maximize talent and abilities. This means Read more…
No matter how well you treat your clients and provide them with great service, you are going to see attrition. They’ll leave you for a variety of reasons, most of which you’ll have no control over—cheaper rates, better coverage, relocation, a change in their life circumstances and so on. Because Read more…
Selling isn’t a singular skill. Instead, think of it as a puzzle, composed of several tools that allow you to be adaptive and effective in finding leads, turning them into prospects, and closing the deal. But what makes up a great salesperson? We’re breaking down the top 10 skills that Read more…
Using generational data to sell to prospective insurance clients is a great way to make connections and get your foot in the door. By the start of 2020, Millennials, born between 1981 and 1996, will be 23 to 38 years old. According to the Pew Research Center, as of 2019, Read more…
At face value, insurance rate increases aren’t fun for anyone. They can make your clients feel annoyed, angry, or even fearful (“If I can’t afford to pay for this, could I lose everything?”). As an agent, it can also put you in an uncomfortable position. You have to attempt to Read more…