Most life insurance agents know and follow their fellow insurance agents in the industry and have tried to compile their teachings in this blog. Success can be defined in multiple ways and it is different for each person . After observing top insurance agents we have identified below mentioned components required to be a successful life insurance agent.
Retaining existing customers
Acquiring new customers
Doing social good
1. Acquiring skills
Whether you’ve sold life insurance for years or just starting out, it’s imperative for you to take advantage of mentoring. After all, there’s always someone who knows more than you. Surround yourself by like-minded and driven people who strive to succeed. Instead of feeling offended that a more seasoned agent offers advice, embrace it. The more you know, the better you become.
Stay on Top of Trends
Because life insurance policies changes, it’s essential that you stay on top of trends to achieve the success you want. As a result, you’ll not only have a better chance of selling what the client needs but also what they believe they want. With a vast knowledge of life insurance and by remaining enthusiastic yet professional, you can carefully guide an individual toward the best coverage, whether trendy or not.
Digital and Social media marketing
In today’s world to be successful every business should understand how digital and social media marketing works. It’s good idea to acquire skills like search engine optimization, facebook/Instagram ads and so many other skills which can get you way ahead from your competition.
If you survey top insurance agents you will find that one habit which most of them have is reading books. Books provide wealth of wisdom and you can acquire skills in few days which would have taken years to figure out yourself.
2.Retaining existing customers
Unless you are starting fresh retaining existing customers is more important than acquiring new ones. Also retaining existing customers is much more cheaper than acquiring a new one.
Make Yourself Available
No one said an insurance agent’s life is easy – but it’s rewarding. In this role, you’ll have people contacting you at all hours of the day, on the weekends, and even during the holidays. Even though a lot of people balk at buying life insurance, this remains a fiercely competitive market. That means you and other agents vie for the same clients. Being available to answer questions or offer advice will go a long way in you reaching a higher level of success.
Some professionals, including doctors and law enforcement personnel, need to be careful about becoming emotionally involved with the people they serve. However, as a life insurance agent, this rule doesn’t apply. If you want to have a long-term, successful career in this specific field of insurance, you must genuinely help and care about your clients. Spend time with people so that you can better understand their wants and needs.
Successful life insurance agents nurture relationships. To accomplish, this, they pay attention to details and look for common ground. As an example, if you and a prospect both have kids, you might ask if they’re involved in sports. If they are, as well as your children, you instantly have a foundation on which to build on a trusted relationship.
When a customer is reaching you for a question, claim or any issue for that matter you should be able to acknowledge and resolve that issue as soon as possible;
“Only difference between a good and bad agent is if he/she is there for a claim” Keagan Henson, BriteBee
Today customers are expecting 24/7 service and your ability to do that will help in differentiating from others in market. Chatbot can be a great mechanism for providing 24/7 service.
3.Acquiring new customers
Although everyone should invest in life insurance, when an agent reaches out to sell a policy, most people turn away. It’s not necessarily that they aren’t interested in having coverage that protects their loved ones after death, it’s more the approach of the person trying to sell. If you currently work as a life insurance agent or want to start a career as one, the information provided will help you achieve optimal success.
You need to you have a brand for your insurance agency to stand out and differentiate from thousands of other players in market.
Chris Paradiso from Paradiso Insurance is a successful insurance agency owner. If you ask him secret behind his success then building a brand will be one of the top answer. Brand include things like your website, logo, print material as well as what you stand for and how you interact with your prospects and customers.
“Start with your Brand. Your Brand is your WHY” Chris Paradiso, Paradiso Presents
Even with a stabilized economy and increasing incomes, people still want to get the most value for their money. This applies to life insurance. In this case, you first need to show them why they need protection, followed by providing them information on excellent policies for the best value.
Many agents try to focus on price but do we ever look at price when we are looking for a heart doctor? Insurance is important and one should offer best value for money which may not be the cheapest possible option.
Believe in What You Do
Successful people, whether selling life insurance or working in a completely different capacity, truly believe in what they do. If selling protection that people need is a genuine passion, you’ll enjoy incredible success. You can bolster that passion by learning as much as you can and reading actual stories of how insurance coverage positively affected the lives of policyholders.
Dress to Impress
No, you don’t want to meet a potential client for lunch pulling up in a Lamborghini and wearing a Rolex. However, you do want to dress professionally, so they’ll see that you take your career seriously. Remember, a successful agent isn’t selling policies but rather themselves. It is through the connections you make that encourage prospects to buy life insurance.
Speak the Language: Sort Of
When talking to a potential client about a policy, you want to speak the “life insurance” language. At the same time, you need to provide information in layman’s terms. By doing things this way, people see you as an authority figure. However, they also understand what you’re saying because you make it clear. For this, there’s a fine balance. You want to speak the language, but without talking down to someone or using lingo they don’t understand.
For prospects, not receiving a response to an inquiry within a reasonable amount of time is extremely annoying. When someone reaches out to you, to ask questions about life insurance or request a quote, that’s the time to respond. That person is in a buying frame of mind so if you fail to return a phone call or email, you just missed a huge opportunity. That’s why having a chatbot for your agency is a must. It can respond to general questions quickly and for specific questions which need your attention it will intimate you and you can respond.
You know that people talk. The last thing you want is to have a reputation as the insurance agent who doesn’t respond. Instead, make it a point to call people back or send an email within an hour or two. While that might seem impossible, it’s not. If you need more time, use an autoresponder, so the person who sent an inquiry via email knows when they can expect to hear from you. You can also hire an answering service or an assistant to handle the phone calls.
A quick response shows potential clients that you care about their business. They feel respected and valued, two key components of achieving success as a life insurance agent.
Focusing on digital marketing is must at this age to acquire new customers. Your customers are googling about their problem, they are discovering your competitors on facebook/ Instagram and other social media channels. It’s imperative that you invest time and energy in leveraging digital marketing to your advantage.
Unless you have a system in place to measure the results of your hard work, you’ll never truly know if you’re succeeding or plateauing. You need to have some type of tracking system for every stage of the sales funnel. Along with strengths, you can identify weaknesses and then remedy them quickly. You can share statistics with your prospects, showing them you’re the best person for the job.
5.Doing social good
Another way to succeed as a life insurance agent is to get involved with your community. Join the local Chamber of Commerce and volunteer for non-insurance organizations. This gives you credibility. When people see an agent spending their personal time working to help the same community where they live and work, it leaves a positive impression. Also, attending various events that have nothing to do with insurance creates an opportunity that you might not otherwise have to talk to people about coverage.