Looking to close more deals, build relationships faster and waste less time? Or maybe you run an agency and are looking to bring on some new agents, and bring them quickly up to speed. Well the answer isn’t simply, “work harder”— it’s smarter insurance sales training.
Whether you’re a seasoned pro or new to the insurance industry it’s crucial to continuously sharpen your sales skills. With so many “tried and true” methods out there, we want to take a step back and focus on the basics. As the saying goes, “if it ain’t broke, don’t fix it.”
That’s why we’ve put together a practical guide, 7 Insurance Sales Training Tips Every Agent Should Know, to help you build better habits and grow your book of business. Without further ado, let’s jump right in!
1. Practice, Practice, Practice (but don’t memorize)
A well-practiced pitch is crucial, but it’s easy to turn off a potential client if it seems like you’re reading from a script. Instead, learn the main talking points and how to flow organically between them rather than trying to remember your presentation word for word.
Instead of using your pitch as a strict script, think of it as a flexible guide. You don’t want anything to sound forced; you want to sound informed and confident.
Practicing out loud in your free time is a great way to help you find your rhythm and hone in on areas where your delivery can be more conversational sounding. A pro tip from public speakers is to record yourself, or stand in front of a mirror when rehearsing.
2. Master the Art of Asking Questions
The power of listening is one of the most neglected insurance sales training strategies. Contrary to popular belief, getting the appropriate information is more important for sales than controlling the conversation.
When asking questions, make sure that they’re insightful, and open-ended questions. Remember—getting the prospect to speak is the first step in ultimately making a sale, and open-ended questions are a great way of doing that.
For example, “What do you wish was different about your current plan?” is a better question to ask than “Are you looking for a better rate?”
The first question gives the prospect a chance to identify their problems, while also demonstrating your genuine interest in helping them find solutions. Simply put, the more your prospect speaks, the more you learn and the faster you gain their trust.
3. Roleplay with Other Agents
Even the most skilled agents become anxious or stuck when they face buyer hesitancy. In light of this, recreating real-life situations is one of the best methods for improving your skills. By practicing with a mentor or another agent, you can improve your ability to think quickly and get used to dealing with pushback.
Instead of practicing as the insurance agent every time, try alternating between the roles of agent and client. This routine helps give you an understanding of what your prospects are going through and how they perceive your delivery in real-time.
While this may seem like a mundane practice, don’t overlook it as it’s one of the quickest ways to develop muscle memory for in-person sales conversations, even if it seems awkward or cringy at first!
4. Nail Down Your Follow-Ups
Top sellers distinguish themselves by consistently following up, so it makes sense that many agents who are falling short are lacking in this area. It’s important to have an avenue to stay in touch with your prospects without being intrusive because let’s face facts—most deals don’t close on the first call.
Find the schedule that works best for your lead type and set reminders for yourself to check in after three, seven, and thirty days. Your follow-ups should be brief, informative, and tailored to the individual. Even a brief message like, “Hey, just wanted to see if you had any more questions—I’m happy to walk you through the next steps” can get someone closer to making a decision.
Never undervalue the importance of persistence, especially when combined with value.
5. Be an Expert About Your Products
Clients look to you as the authority, and they will have more faith in you if you are confident in the products you sell. Make a habit of constantly staying up-to-date about carrier updates, specific policies changes, and always offer to compare plans side by side.
This not only increases sales but also establishes yourself as an expert who can effectively advise them to choose the best solution. Additionally, being well-versed in your offerings enables you to confidently respond to challenging questions, which quickly builds credibility.
6. Use Social Proof to Your Advantage
People are more likely to trust you if they know that other people trust you, it’s just human nature. Our natural tendency is to seek evidence that we are making the right decision, and client success stories or testimonials are great ways to offer this social proof.
Share experiences that demonstrate how you have assisted others in similar circumstances. For example, you could say something like, “I just talked to a family of four last month who had the same concerns as you. When it was all said and done, we were able to save them over $150 per month while maintaining the main core benefits of their plan.”
Presenting prospects with real-life success stories provides an added layer of authenticity, and helps ease common concerns.
7. Use Technology as a Tool
There are tons of technological tools available today to help you streamline and improve your sales process. If you decide not to take advantage of them, you’re working harder than necessary.
The number one tool that all insurance agents should be using is a Customer Relationship Management system, or CRM. CRMs can help you monitor prospects and automate follow-ups, so no potential client ever slips through the cracks. Other tools include automated quoting tools so you can provide accurate numbers quickly, as well as email templates or texting applications to speed up copywriting processes.
The idea is not to erase the human aspect, but to free up time so you can concentrate on developing relationships and closing sales. Good insurance sales training involves understanding how to combine technology and personal touch for maximum efficiency.
Final Thoughts
Insurance sales training doesn’t happen overnight, it’s an ongoing journey. While the tips we’ve discussed are great practices to utilize regularly, don’t stop here! The most successful insurance agents are the ones who constantly seek new ways to improve their skills and knowledge.
Lastly, if you’re looking to expand your book of business, but simply don’t have enough leads, Benepath is here to help! With over 20 years of insurance lead generation experience, our mission is to connect consumers interested in purchasing insurance with agents just like you! Our leads are always vetted for quality, are delivered in real-time, and are offered in multiple different verticals including individual health insurance, group health insurance and business insurance.
To learn more about what partnering with Benepath could mean for you, just fill out the form on the righthand side, or give us a call at (888)-684-3121.
