Tag: customer service tips

How To Sell More Health Insurance Policies

Posted on by Cassandra Love

Sometimes selling health insurance comes easy, especially if you’ve been doing it for a long time. But even agents who have been selling health insurance for a long time sometimes struggle to sign more policies. There are times when things slow down no matter how experienced you are at selling, such as when the OEP is over, or during tough times when many people choose not to buy plans. Even if you’re going through a slow down, there are ways you can sell more policies, and make enough in commissions and keep your business going strong no matter what. You just have to know how to navigate your way through the market, and know what people want and need.

Step Up Your Word-of-Mouth Referralsillustration of two people next to each other with word bubbles

There might be no better way to sell more health insurance policies than by making sure as many people as possible know about your business. One of the best ways to do that is through good old-fashioned word-of-mouth: in fact, Nielsen reports that 92% of consumers believe recommendations from friends and family more than advertising. So get out there and ask family members, friends, and current clients if they can spread the word about your services to their community, make sure they let people know that you can help them find an affordable plan that covers their needs. Another way you can get your current clients to help spread the word is by offering incentives, such as gift cards, if they get you a successful referral. 

Use Health Insurance Associations

Health insurance associations can connect you with direct carriers and other local agencies/agents. Being a part of an association can help you get your foot in the door to selling more insurance from different companies. Some companies will even send leads to you.

Go The Extra Mile

Did you know that some healthcare providers will email or post information pertaining to Open Enrollment or ways to find great health insurance? If you can gain the trust of a local doctor, maybe even your own PCP, you can have them share information about your business and how you can help their patients buy affordable health insurance. 

You can also reach out to local businesses and ask them about their current health insurance plans; ask if they are interested in seeing the prover network for the insurance companies you represent. Let them know that you can help them add more options to their employees, and save them more money. 

Provide A+ Customer Service

illustration of a person with headset on in a orange circle
Good customer service is key to your business’ success, so go the extra mile and back to them as soon as possible.

This is undoubtedly your ace in the hole when it comes to selling more insurance, keeping current clients, getting referrals, and turning leads into customers. In fact, 90% of Americans say customer service is the deciding factor when choosing whether or not to do business with a company. Not only that, but consumers say they will pay 17% more to do business with firms with great reputations for customer service.

So what will make you stand out from the crowd when it comes to customer service? Good customer service entails going above and beyond selling a plan: you will need to help your lead understand their options, answer all of their questions, and always get back to them when they call or email. Even if someone is not ready to purchase a plan, make sure to be kind, and reach out to them at another time to see if there is any way you can help. And if it doesn’t turn into a sale? Well, they will remember you for your kindness and help, and possibly refer you to others. 

Get Exclusive Ready-To-Buy Leads!

If you’re looking for more ready-to-buy leads, you can rely on Benepath. We offer you real-time exclusive leads who are warmed up and ready to purchase an insurance plan – all you have to do is tell us the days and times that you are available so that we can send you live transfer calls during your specific hours. In short, we do all the work for you, finding you pre-qualified leads and simply passing them off to you to make the sale. Benepath will provide you with better tools, more guidance, unsurpassed sales training, and techniques from the most successful agents and trainers in the industry, not to mention the best leads available!

To get more information, fill out the form above, or call 866-368-0377.

4 Stereotypes of a Bad Insurance Agent

Posted on by Cassandra Love

Have you ever worked with a bad salesman or agent? You could probably see through all of their tactics, right? Unfortunately, those few bad apples often give the rest of the good agents a bad name, and can create stereotypes that can be debilitating for you and your business. That means you need to work extra hard to show leads that you are nothing like the stereotypes they hear about insurance agents! Before you can do that, though, you need to know the 4 stereotypes about bad insurance agents, so you can not only avoid being like one, but so you can also try to build trust with customers and retain them. Being nothing like those bad apples will show people there are good agents out there.

1. Insurance Agents Push Insurance You Don’t Even Needman in a suit handing over a pen in one hand and a contract in the other

We’re sure you’re pretty familiar with this one. One of the main reasons people choose not to continue a sale or switch the conversation to “Maybe later” or “I need time to think,” is because they think agents are just trying to make a sale. They often don’t trust agents, so they look for a way out, because they are wary that you are going to sell them something they don’t need, or inevitably try to push you towards the most expensive policies. To combat this, remember to stay in tune with your customer’s needs, and focus on value over price.

2. Insurance Agents Prefer Working with Businesses Over Individuals 

Don’t get us wrong, commercial insurance policies are a great source of revenue, but that doesn’t mean that you prefer working with businesses over people and their families. Good insurance agents care about their customers no matter if it is an individual, a family, or a business. After all, you chose this business not only because you’re good at talking – you want to help people, build a connection with customers, and continue to help them be safe and save money when possible. 

To show that you have that personal touch, take the extra time to connect with your customers and let them know how much you value and appreciate them. You can send thank you cards, and let them know that you are always ready to help, and value them as a client and person. But don’t just say it, mean it! When they call, make sure you get back to them within a reasonable amount of time and help them in any way you can.

illustration of a man in a suit standing next to a large tablet with a calendar on it
Many people believe agents only call them when it is renewal time so they can make commission.

3. You Only Hear From Them During Renewal Time When They Want A Commission

Renewal time. The time every insurance agent looks forward to because you know you can get easy commissions with current customers. And while this is true, some agents only reach out to their clients during this time, making them feel like they only care about making money. A good agent reaches out to their clients throughout the year to check up on them and make sure they are doing okay. 

4. Insurance Agents Have A Personal Agenda

Some captive agents get a bad rap because everyone knows they work for a specific insurance company and want to push that company’s product on them, and so won’t try to help them look at other options. Be aware that people will assume you have some sort of agenda, even if you are an independent agent, especially since they know you work on commission. It might seem like a lose-lose situation, but when you work with a customer, make sure to explain in detail all the options available. Also, make sure to explain why you are pushing a specific plan or company- because it is truly in their best interest. 

Don’t get discouraged by all the negative stereotypes that people have regarding insurance agents, because if you can prove your prospects wrong, you will not only have a loyal customer that trusts you for life, but they will also spread the word about you! It’s all about the customer and building a connection to serve them as best as possible. Break these stereotypes and you will win no matter what.

How To Be An Adaptable Agent

Posted on by Cassandra Love

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.

Building Customer Confidence

Posted on by Cassandra Love

The secret to growing your business is taking care of your customers. You have to build customer confidence and trust in order to build a strong, dependable consumer base. At the end of the day, people buy from people that they trust, but it’s not always easy to get people to trust you when you’re selling insurance. The fact of the matter is, many people simply don’t trust sales people. Don’t let that discourage you! There are some easy ways that you can gain the confidence of insurance shoppers. 

Share Video Testimonialscaucasian hands on a laptop keyboard with "customer testimonial" on the screen

The saying “show, don’t tell” holds true in most situations, including in the world of customer service. People want to see great reviews of a product or business before pulling the trigger on a purchase, so don’t only show your customers the work that you’ve done or have them simply read reviews from your clients; show them video testimonials of customers you’ve helped. People want to know that they are dealing with someone who truly cares about and helps people, and what better way to highlight your personal relationships with your customers  than by sharing how they feel about you in their own words?  

Talk About Yourself/Build A Connection

Build a connection with your customers by letting them get to know you. Don’t try to rush into a sales pitch; instead, start by talking about yourself, your children, and your pets. If your children are in sports or any after school activities, talk about them and your involvement with the school or community. When you share these aspects of yourself, customers will feel a connection with you and will be more likely to look at you as more than just an insurance agent. They will feel more comfortable opening up to you, and in the end they will feel like they have spoken to a real person, not just a salesperson.

Offer Great Customer Service

support spelled out on scrabble blocks with clear blocks in the background
Be there for your customers when they need you and make them top priority.

Customer service means always being ready, willing, and able to help. When a customer contacts you, be sure to contact them back as soon as possible. Always keep them informed about any changes to their policies, and serve as a resource center for them. Find any solutions to their problems if you can, and take on their problems as your own.

But great customer service is not just about the practical side of things. It’s also about showing  a genuine interest in your clients and in protecting them. Customers get tired of hearing sales pitches and feeling like they are being strong-armed into a sale. They want to know that you truly care about them, so take your time with them, and ask questions so you can better understand their needs. Over-explain and be empathetic while going over their insurance options, and be honest about what plan will best work for them and why. Be genuine, and your customers will pick up on that and appreciate it.

Build A Strong Reputation

Warren Buffett once said, “It takes 20 years to build a reputation and five minutes to ruin it.” Reputation is everything when it comes to gaining customer confidence, so you need to build a worthy reputation for doing the right thing, which means taking the time to genuinely help customers as much as you can without being pushy. If you don’t focus on customer service, you could end up with a bad reputation, and then you can forget about trying to convince a potential customer that you are the right insurance agent for the job. Never stop working on your reputation; if you do end up with any unhappy customers, always take the time to try and make things right if you can.

Make your customers your top priority at all times. Period. There are no shortcuts when it comes to gaining confidence from your customers and potential customers. Provide them with the best service you can, be honest and transparent, and don’t cut corners. In return, you will have loyal customers and boost your sales. It’s as simple as that.

How To Improve Your Business’ Customer Service

Posted on by Cassandra Love

If you want to grow your business, then customer service is one of the most important things that you need to focus on. Each interaction that a customer has with your business will either build it up or tear it down. Great customer service leaves customers satisfied, and when they are satisfied they’re more likely to continue to do business with you, and possibly refer you to others. And bad customer service? Just remember that customers tell an average of 15 people about a negative experience versus the 11 they tell about a positive experience, and 51% say they will never do business with a company again after just one negative experience. No matter how focused you are on your customers, there’s always room to improve your customer service so that you can increase your sales performance.

make a great first impression written on an orange notepad
First impressions are everything when it comes to attracting a customer.

Your First Impression Is Everything

We have all heard the saying, “You never get a second chance to make a first impression.” And it holds true; first impressions are powerful and memorable. Within a few seconds of meeting you, a customer will have a solid impression of who you are. Studies show that 55% of first impressions are made by what people see (visual), 38% are made by how you speak (vocal), and 7% are the actual words you say (verbal). So if you are meeting a client, make sure you look professional yet approachable, and when speaking with a client, focus on both your tone and what you say.

Feedback Is A Plus

One of the best ways to improve your customer service is by asking your customers for feedback, and learning from it, whether it is good or bad. You can do this by asking your customers to complete a brief phone or email survey at the end of your interaction with them. Use the responses that you get to learn what your strengths and weaknesses are so that you can make improvements. 

african american woman sitting in front of a laptop, holding a cellphone to her ear and laughing
Customers want a personal connection with you, so make sure to build a rapport with them.

Build Rapport

All customers want to feel like they are more than just a customer. Build a rapport with your customers by showing them that you care about them. Use their name often and try to build a personal connection with them. Don’t just focus on automated email responses or run-of-the-mill check-up calls. Make your meetings more personal by showing sympathy with and empathy for your customers. Listen to your customer’s complaints, allow them to get it all out, and show that you care while being respectful. If it is something that you can help them with, then make it your problem so you can help them find an appropriate solution. Use phrases like “I’m sorry to hear that…” or “I can understand how frustrating it is to…”

Respond Quickly

Make sure that your customers can easily get in touch with you, and make sure that you respond to any messages within a reasonable amount of time. In a world of advanced technology and social media, there is plenty of opportunity to connect with your customers faster than ever. Return calls within a reasonable amount of time (88% of customers expect a response within 60 minutes), follow through, and always establish the next steps, so that your customer knows what to expect and when they can expect to hear from you.

Communicate Clearly2 women sitting across from each other talking.

The insurance world is a complex one, and it has a language all its own. Customers are coming to you to find the best deals, but they are also coming to you for help translating that language, or because they don’t fully understand the process. Simplify the process as best you can and make everything as clear as possible for your customers. Always end your conversations with a question like, “Is there anything else I can do for you?” or “Is there anything you would like me to go over again?” This gives customers an opportunity to ask questions so they are not left lost or dissatisfied at the end of the conversation.

Admit Mistakes

If you make a mistake, always own up to it, even if the customer hasn’t noticed it yet. This not only builds trust, but also restores your customer’s confidence in you, and  allows you to control the situation. After you correct a mistake or solve a problem, be sure to call and follow up so that your customer stays satisfied with your service.

thank you note surrounded bu flowers, macarons, and a pen
Thank your customers so they feel appreciated.

Thank Your Customers

Always thank your customers for entrusting you with their business. Make them feel appreciated and thank them after they provide you with a new referral, or give them an incentive for providing a referral to you. There are different ways you can show how thankful you are, such as buying them a cup of coffee or sending them a thank-you note. A little appreciation can go a long way.

Testimonials

What Our Clients Say!

Benepath is a 1st class organization, with excellent customer service. The only reason an agent would not make money with Benepath is simply because the agent did not try. They are THE BEST INTERNET LEAD PROVIDER that I have worked with by far!
Cody A Springfield, MO
Judy, I just wanted to say that the Group Leads you have sent me have been great leads.
Aaron Moody Basic Healthcare
I have to say that out of all the lead companies I have worked with, Benepath has been number one for my business. Your staff is very professional and I want to thank you for your service.
Tim Lippert Independent Broker Diversified Health Group

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