Stephen Covey’s “The 7 Habits of Highly Effective People” was first published in 1989 but can still be found in the business and self-help sections of many bookstores. The gist of the popular book is that people are more likely to attain their goals when they focus on developing specific character traits and behaviors.
In a nod to this business and self-help classic, I have put together a list of five traits or behaviors that I often see in the most successful insurance agents with whom I interact:
They Listen Carefully
Has someone ever asked you a question and before you even get a word out, you can see that person struggling to withhold a comment? Rule number one of being a good listener is to actually listen. Be curious. Don’t interrupt. Consider what someone says before responding. And remember that the best listeners hear both what is said and what isn’t. For instance, is your customer most concerned with the cost or the features of an insurance policy? Understanding which is more important can help you adjust your pitch and the products you suggest.
They Ask Relevant Questions
Before you speak with any customer, it’s helpful to be clear with yourself about what information you can gather to best serve that person. You’ll always need to ask questions like name, age, number of drivers in the household (for auto), age of the roof (for homeowners), etc. But there are other bits of information that may be equally helpful. Are they planning on purchasing any new or additional cars this next year? What about home improvements…do they plan to upgrade or remodel? Their answers may assist you in giving better advice about a product or coverage level or help you note when to reach out to them again at a particular time during the year.
They Are Persistent
The best insurance agents understand that being turned down, ignored and blown off is part of the job. There are a million reasons for customers to reject a quote or stop communicating: they found a better deal; their child or parent became ill; they are unexpectedly busy at work. It’s rare that a customer has a personal issue with an insurance agent. So don’t take it personally. Maintain a pleasant demeanor and follow up—several times, if necessary.
Often, agents like you find it difficult to automate the sales process and keep track of follow up with potential customers. Having an automated software tool, like DYL, helps you get the sales process started by dialing your leads or sending a SMS message for you.
They Display Passion
Buying insurance is a boring but necessary chore for most consumers. Can you help turn that feeling around? We all like to know that someone is on our side. If you bring a sense of passionate concern for your clients’ well-being, they are going to feel and appreciate it. Happy customers are often long-term customers.
They Keep Learning
Whether it’s staying abreast of regulatory changes, exploring automation technology that can improve their business systems or looking for tips like those found in this article, successful insurance agents continually develop their knowledge and skills.
Sometimes this means reaching out to others with experience. All of the regional directors at Hometown Quotes, including myself, are successful former insurance agents who are happy to listen to your needs and offer advice and direction to help you succeed. Call us at 1-888-808-6007 or click here to start the conversation.
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