You may not buy them boxes of chocolates or bouquets of flowers, but connecting and building relationships with potential clients is essential. It’s easier when you have a clear picture of the type of client that is the right match Read more…
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, 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 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 Read more…
Wherever you are in the lifecycle of your agency, it’s worth your time to do periodic agency evaluations. Each time you engage in the process, it can be helpful to narrow your focus and think about a different topic—things like 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 Read more…
In the last 20 to 30 years as technology has developed, the insurance industry has seen huge changes on just about every level. A roomful of actuaries scribbling with sharpened pencils has been replaced with the hum of a computer. Read more…
The success of your business depends on your team members – so why not invest in proper coaching, training, and mentoring? One of the less-talked-about ways that insurance agency owners and leaders can improve business is by paying attention to 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 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 Read more…