Insurance agents want quality leads that convert. But once they do convert, leads must also be worked diligently to become customers.
Agents wanting to ensure they have a constant source of income due to leads turning into customers should aim to sell highly lucrative group health insurance policies. This class of policies are typically considered to be gold. Of course, the sales do not just “happen.” Any leads need to be worked to be converted.
However, before putting the cart before the horse, the first step to finding lucrative leads is to know where to look for the leads. To that end, agents should know the market by staying on top of it constantly. Looking at all angles and considering creative ways to sell group health insurance is essential. The fact is everyone needs medical insurance and that includes those who work for companies offering health insurance as a benefit to their employees.
The market is not individuals. It is a group of people working for businesses that offer health insurance. These companies may be small or large, but they still want a reasonable price for group health insurance that does not put them in the poorhouse. That is where This is where expertise comes into play. An agent knows which policies suit each business. This strength, a knowledge of the market and customers, easily translates into ability to close a sale.
It’s quite usual for potential group health insurance customers to take time to make a decision about buying a policy. One should follow up consistently, with good information and stay in touch, even if it does seem to feel like nagging the potential buyer. Part of a good sales strategy is to stay on top of the mind of a potential customer.
Without follow up,agents stand to lose out when another picks up where the first left off. Persistence in contacting leads, rather than insistence, is key. Being there when a potential client needs to know something before making a buying decision is a smart move. To that end, agents should have or cultivate the confidence in their ability to sell and service the group health insurance market.
Businesses not only want a good policy, they want a good agent who knows what they are doing and can help them with any issues or questions they may have. It’s best to be the solution before a problem arises. Scheduling appointments and keeping them, while being willing to be flexible with changes on the part of a business owner can go a long way. Their life is often not their own and an appointment planned may not happen due to an unexpected event.
An insurance professional should fit into the client’s schedule, not the other way around. Being in the insurance business means being where and when a customer needs assistance. Following that dictum, knowing policies, and staying a step ahead of customers needs can help anyone to stay ahead of competition.[footer block_id=’2072′]