Top 3 Reasons Agents Fail

Selling insurance is easy, right? Sure, if you’re a veteran and have been doing it for years. But for most agents who are just starting out, and even for some who have been selling for a while, it can be a struggle, and many will fail. It is actually estimated that about 80% of new agents will fail within the first 3 years. If you are aware of the reasons why agents fail, then you can avoid these mistakes and become successful in the insurance industry.

Expecting A Lot In The Beginningillustration of a man in dress clother with his head on his laptop keyboard

This is the biggest mistake you can make as an agent. It would be great to get into the insurance business and flourish right away. But that is not realistic. Selling insurance is a slow and steady race, because of the time it takes to build a customer base. In order to get that customer base, you have to put effort into building a website, creating a social media presence, doing email marketing, and more to get your name out there and get your business known. 

But even before you can build up your customer base, you need to get leads, which can take quite some time. In order to get leads that are exclusive and ready to buy, you have to put in a lot of work, including knowing how to speak to customers, and showing superior customer service skills. Benepath can supply you with great exclusive leads at a low cost. Our leads simply fill out a form on our website and are ready to speak to an agent about their insurance options.

Not Having Enough Training

An insurance agent needs to know their stuff, which means you must constantly learn what is new and what has changed in the industry. How can you get more training and education? There are plenty of online courses available. You can also join a network of agents who can help mentor you. 

Focusing On Making Money Instead Of Providing Great Serviceillustration of two magnifying glasses over a money bill.

We get it, you want to be successful and make a lot of money. But choosing to chase money will only end up hurting your business, and you will lose out in the long run. Customers will see that you do not care about their needs, especially if you are pushy about selling plans without showing your customers how valuable they are. Selling insurance is a service-oriented business, and about building relationships, not just making sales. You need to be ready to go above and beyond to meet your clients’ expectations, and keep your relationships going. 

If you want to become a successful agent, great! It takes a lot of work, you have to be educated in insurance, take your time, and know how to run a customer service-based business. If you’re looking for exclusive leads, Benepath has got your back. To get more information, fill out the form on the side of the page, or call 866-368-0377.

How To Be An Adaptable Agent

The insurance industry is always changing, and this past year has shown just how all the variables that can come into play require adaptability. As an insurance agent, you have to be able to quickly adapt to any changes in your industry, whether they are changes in plans, insurance companies, rules and regulations, or the needs of your customers. Being adaptable will help your business grow in the long run, because the more flexible you are, then the more successful you will be. But how exactly can you be adaptable?

woman's arms sitting at a desk in front of a laptop with a cellphone next to it and a tablet next to the cellphone
Technology is always evolving, so it is important to keep up with it to make comparing plans easier.

Keep Up With Technology

Technology is constantly developing, growing, and changing. People have grown to rely on technology for almost everything: keeping up with friends, finding answers to their questions, getting directions, and shopping – and that includes shopping for insurance! Your customers are looking for convenience, so if you do not keep up with new technology, you will find yourself struggling to sell insurance.

Stay on top of all of the ways to make selling insurance as convenient as possible for your customers. Learn how to share your screens with customers, create a website and keep it updated, and make signing up customers online an easy option for them. 

Expect The Unexpected

If there’s one thing you’ve probably learned over time as an insurance agent, it’s that you should always be ready for the unexpected. The pandemic is a great example of the unexpected! When it hit, agents had to adapt to selling insurance solely over the phone and through video meetings. Adaptable agents, who transitioned easily to selling over the phone rather than relying on face-to-face interactions, were much better prepared to continue selling through a difficult situation. 

Always be ready to tackle any obstacles to selling that are thrown your way, which brings us to the next tip…

Embrace Challenges

How you look at a tough situation will determine how successful you are at tackling that challenge. If you approach a challenge with a positive attitude, you are more likely to have an open mind and find the solution more quickly, and not get frustrated. Being frustrated, annoyed and angry will only lead to giving up, and that’s not an option in the insurance business. After all, it’s not always easy trying to find the perfect plan that meets all of a customer’s needs, and you are bound to be faced with angry customers or periods of rejection. 

illustration of scissors cutting the t off of the word can't

Take a deep breath, take a break, and come back to work on the challenge with a clear mind. It will make a world of difference, because not everything is going to come easily to you, no matter how long you have been doing the job. 

The best way to be successful in any business is to be adaptable. Keep up with the latest technology, with any changes to insurance companies and their plans, and most importantly with your clients. Leads all have different needs, and learning to adapt to them is very important  to having happy, satisfied customers. And if you do end up with unhappy customers, learn to take on their feedback so you know what you need to improve. Remember, if you are struggling to find exclusive leads that are ready to buy, Benepath can help. We provide exclusive leads that are sent to you and only you. We also provide you with better tools, more guidance, unsurpassed sales training, and techniques from the most successful agents and trainers in the industry.  To get more information, fill out the form on the right side of the page, or call 866-368-0377.

SEO Tips For Insurance Agents

The rules for how to best utilize Search Engine Optimization, or SEO, are always evolving. In order to improve the quality and quantity of traffic to your website, you need to stay on top of these rules and have a basic idea of how search engines use algorithms to choose which sites they will show to people. In most cases, customers are not going to be searching for your company specifically, so you have to know what keywords they are likely to type into the search bar. There are billions of websites on the internet, and it can be challenging to know how to beat your competitors at the search engine ranking game, so here are some tips to help make your website stand out.

Research

The best way to boost your website’s ranking is by doing some research. For example, you’ll need to research keywords and phrases that your specific audience uses when looking for answers online. You have to understand your audience and how they can benefit from your services. When you begin researching, consider:

hands on a laptop keyboard

  • Focusing on local search terms, such as “Florida commercial insurance,” so you can target customers who live where your business is located.
  • Making a list of relevant topics based on the insurance products you offer. Be sure to consider alternate terms that people may search for; for example, “business insurance” and “commercial insurance.”
  • Researching related keywords, for example the keywords that appear as suggestions in Google when you begin typing an insurance question or product.
  • Prioritizing keywords with higher volume and lower competition

Using Keywords

Content is king, and when writing your content, it is very important to include your keywords where it makes sense. Use your keywords multiple times on your page or in your post, but only where it fits. Don’t just stick them in in random places! Consider placing your keyword(s) in your:

  • Page title
  • First line of your text
  • Subheading
  • Meta description, or the brief summary that appears below your page title in the search engine results
  • Picture captions or alt text (alternative text), or the written copy that appears in place of an image on a webpage

As stated, make sure that your keywords flow in your content, because search engines can penalize you for over-optimizing your page.

we want your feedback written in a light blue conversation bubble
One way to boost your ranking is by asking happy customers to write a review on your behalf.

Influence

Influence plays a large role in SEO and the success of your business. There are two main ways that you can influence people, and nudge them towards choosing your business:

  • Solicit online reviews- Positive reviews are compelling reasons for people to consider choosing to work with your business. If you have satisfied customers, ask them to leave a review to help get you noticed online. Having multiple positive reviews organically gives Google more keywords that will help in promoting your business. Don’t be shy – research shows that 70% of people will take the time to leave a review when asked. 
  • Produce and promote content-  Blogging and content promotion is crucial for your SEO. People want to work with companies that they feel are authorities in their field; one way to be viewed in this way is by blogging. Businesses with blogs generate about 55% more leads than companies that don’t have them. 

Use Google My Business

Are you aware of “Google My Business,” or GMB? It is embedded right into Google’s search engine and using it is one of the most effective ways to rank high in local search results. With a Google My Business account, your business will be listed with its location, hours, contact information, and other relevant information. You can also show up on Google’s “map pack”; when someone searches for a business in Google, they are most likely to click on one of the top 3 – 4 businesses on the “map pack.” Build a compelling profile by using your best performing local SEO keywords in the business description, adding content like blog posts and images, and constantly updating your information when necessary.

Tips For Selling Insurance During Hard Times

Last year was an unusual year. Many people suffered, from business owners to employees who lost their jobs. Some small businesses had to shut down, which ended in them closing their doors for good and laying off their employees. All of this means that many Americans are facing hard times financially, so you might find that selling insurance is challenging right now. But we have some tips to help; after all, people still need insurance. You can help them, as long as you approach each sale with care and offer ways for customers to save.

Address The Importance Of Insurance

set of hands with paperwork in front of them on a table.
It is important now than ever to explain the importance of being insured during tough times.

When selling during tough times, you need to make clear to your prospects just how important insurance is to their health and well-being. Help them to understand the possible consequences of going without insurance. Create different scenarios to illustrate your point. Remember, though, the goal is not to scare them into a sale, but rather to help protect them from the unexpected. 

One way to highlight the importance of insurance to your prospects is to show them that not having insurance can lead to financial risk and loss for everyone, whether it is a business owner who chooses to cut back on commercial insurance, or an individual choosing to opt out of health insurance. A business owner who forgoes insurance can jeopardize their business, because all it takes is one lawsuit to  lose everything they have worked for. An individual who chooses to remain uninsured can end up in medical debt if they have an accident or develop a chronic condition. Again, approach the matter with care and compassion, and make it clear that you are not trying to scare them, or they might feel like they are being bullied into a sale. 

Look for Discounts

If current customers are thinking of cancelling a policy, or changing to a cheaper plan, sit down with them and see if you can find any discounts available for their current plan. There might be some discounts that you can apply that will help lower costs. For business owners, let them know that they might be able to save money by bundling their insurance policies. Even saving your client a small amount of money such as $5-10 can make a difference to them!

Suggest a Higher Deductible

blue arrows, one pointing downward and the other pointing upward.
Having a higher deductible allows people to save with lower monthly premiums.

If a customer is struggling to pay their monthly premiums because of financial issues, the easiest way to help is by suggesting they go with a plan with a higher deductible. High deductible plans will have lower monthly premiums, which can help them save more money each month, as long as they do not have an accident which will require them to meet their high deductible. 

The COVID-19 pandemic has not only caused hardships for business owners and their employees, it has also caused hardships for agents. But if you follow the tips provided, and help people prioritize insurance, then you can succeed during these tough times. 

Remember, if you’re looking for leads, one way to guarantee you’ll find them is by working with Benepath! Hundreds of leads looking for all types of insurance fill out our online forms everyday, and after they fill them out, we immediately transfer calls to our agents. Our leads are exclusive and offered in real-time, which sets us apart from other companies. Not only do we offer exclusive real-time leads, but we will even create a thank you page for you. This way leads know exactly who they are about to speak to before the call is transferred! To find out more, fill out your information on the bar to the side, or call 866-368-0377.

What Does “Ready To Sell” Mean?

When it comes to selling Medicare Supplement Plans, you don’t have to limit yourself to the Open Enrollment Period! There are over 11,000 Baby Boomers turning 65 every day, which means not only opportunities to make a lot of sales, but also to earn a residual income. Selling Medicare Supplement Plans is a lucrative business that you can make a good living from, but before you begin selling, you must be “ready to sell.” Just because you are contracted with an insurance carrier does not necessarily mean that you’re “ready to sell.” There are certain steps that you have to take first.

computer mouse over the word license
Check your local state requirements to get licensed.

1. Get a Medicare License To Sell

Before completing any of the following certifications, you have to be properly licensed to sell Medicare products per your state’s Department of Insurance requirements. You must pass a state licensing exam and then apply for your license. Make sure to check with your state’s Department of Insurance for licensing requirements for your specific state.

2. Complete AHIP Certifications

America’s Health Insurance Plans, or AHIP,  represents over 1,000 companies that offer insurance. In order to sell Medicare products, you will be required to complete AHIP training. The training is designed to educate agents on selling Medicare plans as well as on protecting seniors. When you receive this training, you will learn the basics of:

  • Medicare fee-for-service eligibility and benefits
  • Eligibility and coverage
  • The different types of Medicare plans
  • Compliance with marketing guidelines and enrollment procedures
  • How to detect and report fraud, waste, and abuse

Once you have received this training and are familiar with CMS regulations and guidelines, you will satisfy the requirement of insurers to sell their plans.

2. Complete Carrier Specific Certifications

illustration of a man in a suit motioning towards a certificate

Once you have completed the AHIP certification, the next step is to get certified with the insurance carriers you are going to work for. Some of the large carriers, such as Aetna and Humana, require individual product certifications in order to be able to sell their plans. You will be given three opportunities to pass their product certification test; if you fail all three times, then you will be unable to sell their products for one full year.

3. Finding Valuable Leads

Once you have completely passed all the certifications required, then the final step is to find valuable leads so you can start selling! The best way to do this is to work with Benepath, because we offer real-time, exclusive leads.  Customers come to our site, they fill out our form indicating that they are interested in purchasing a Medicare Supplement Plan, and then the lead is immediately sent to you in real time. You will receive a live transfer call, as well as a text and an email; they will even be linked to your CRM.

What sets Benepath apart from other companies is that our exclusive leads always expect your call. We provide a custom thank you page for each one of our agents: each prospect will see your information including your picture, your logo, and a brief description of you or your agency. We provide you with better tools, more guidance, and the best leads available thanks to our constant researching and technological advancement.

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