If you’re a young agent, welcome to the insurance business! Your youthful energy and enthusiasm are excellent traits that will serve you well as you reach out to new clientele. The work you put in early in your career can have a profound impact on your success later in life; every sale can help build your book.
But where should you begin? Starting any new endeavor can feel overwhelming, and you probably have a lot of questions. Gus Viart, a Regional Sales Director at Hometown Quotes, has put together four big-picture strategies to help you succeed as you set up your agency.
1. Find a Mentor
Specifically, find an experienced, successful insurance agent to mentor you. How? First, survey the insurance landscape in your area. Make note of brick-and-mortar agencies that are located in higher-rent locations—those agencies wouldn’t be located where they are if they weren’t doing well. Do an online search of “Insurance agencies YOUR LOCATION” to see who has made an investment in online advertising. Research the agencies as much as possible.
Once you know whom you want to target, call, email or make contact in person. Explain that you are a new agent and that you are hoping to learn from others. Demonstrate your seriousness by making it clear that you’ve done your homework about their agency and have a list of questions prepared in case they want to talk on the spot. Remember that no one owes you anything—if they aren’t interested in mentoring, that’s OK. Try another agent. And remember that a little bit of flattery can go a long way.
2. Sell to Your Peers
While there are always exceptions, people often like to buy from those who are similar to them. You don’t have to be the same in all respects, but youth itself can be enough to help you gain someone’s trust. Being able to commiserate over a tight budget, understanding why they may not be as concerned about insurance as they should be, or even just enjoying a conversation about your shared love of a band or musician can be a foot in the door. Insurance is a business of relationships, so the more you can relate, the greater success you may find.
3. Listen More than You Speak
A line from the popular Broadway musical Hamilton recommends: talk less, smile more. In the play, these words are used to demonstrate that the antagonist, Aaron Burr, is unwilling to take a stand on the important issues of the day. For a salesperson, though, it’s great advice. Your customers don’t need to hear your opinions; you need to hear their wants and needs.
When you leave space for your customers to speak, they will often tell you more than you would have thought to ask. These are the times that you can glean important information about their future plans and greatest concerns, which will help you suggest insurance products and give you insight into how to sell to them. There is power in closing your lips.
4. Stay Optimistic
Getting used to rejection can be one of the most challenging aspects of the job for those who are new to sales. Recognize that you are not alone if you become discouraged. Selling insurance is a numbers game—you will hear no more often than yes. The sooner you can embrace that reality, the easier it will be to stay optimistic. Here’s one way to turn denials into a positive: set a rejection goal for the week or the month. Because you can only get them if you’re attempting to make sales, the higher the rejection goal, the more likely you are to make sales, too.
There are many more proven strategies for new agents to employ, but these four strategies are a great place to start. When starting your career as an insurance agent it’s important to remember – Don’t be afraid to make mistakes and try new things, you have plenty of time to figure out what works best for you.
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