Being Reliable Is A Major Plus For Insurance Clients

One of the most competitive advantages you can have as an insurance agent is being reliable. If you say that you will do something, then keep your word. Whenever, you offer to provide something you need to do it.

Even if you do not know something it is crucial to you communicate that to your clients and let them know that you will find out. Being diligent, punctual and responsive are the key factors in great customer service.

If people can count on you to live by your word, give good service, always be there when you are needed and continually attend to your client’s needs, then that means you are reliable. This is a vital trait in the insurance sales business. It is a trait that people talk about. In today’s business milieu, word-of-mouth referrals are on the rise.

To take back more control of your business’ brand, start promoting more of your personality. This may sound counter intuitive, but is not. It is not because you are your business and a key part of its marketing strategy a strategy that relies on being reliable and trustworthy. It is just a slight shift of focus on what you emphasize. Be more personal.

Benepath Agent Success Series Webinar – Calling Like a Professional

How do your phone communication skills size up according to your clients? Closing sales for insurance agents on the phone is hard enough, but if your phone call delivery is lacking in even one aspect, your efforts could be . We at Benepath want to help ensure your phone calls are as effective as possible, for this reason we are thrilled to announce our first Agent Success Series Webinar.

In this 30 minute webinar hosted by Benepath President, Clelland Green, and Revity Sales Consulting Partner, Morgan Smith, we will coach you in effectively calling your consumer leads to make the most of every second on the phone with them. Clelland and Morgan get right to the point, coaching you topics including:

  • The importance of tone throughout your call
  • Effective messaging to guide a consumer into a sale
  • Proper contact etiquette

We also give you the ability to ask your specific questions to the professionals that will be answered at the end of the webinar!

Sign up here.

Email Marketing Campaigns Need to be Relevant

Email marketing campaigns are essential growing any insurance agency. When done right, email marketing can trigger new leads to express interest in getting insurance. Here are some tips on creating relevant email marketing campaigns.

The first thing to consider when creating an email marketing campaign, is the information put in it. The first goal of any insurance agent is to educate their potential and existing leads on insurance policies. Email marketing is about education and not as much about selling. This is because the recipients need to know about a product or policy before they buy it, hence educational marketing is very valuable in making sales. To educate is to build a rapport with those reading the emails, a crucial element in any email marketing campaign. In fact, rapport, or relationship marketing, is one of the key elements in gaining new leads and eventually selling insurance. Any agency that sends out blanket emails about a new product or new pricing faces greater numbers of opt-outs and complaints about spam from recipients and the recipients’ ISP.

Once you have composed a relevant and well-informed email marketing campaign, you need to think about crafting the subject line for the email. Most emails, are left unread therefore, it is important to pique interest in email marketing campaign recipients. A captivating email subject line should ensure that the open and click-through rates increase.

Lastly, email frequency is an important factor to consider. Frequent emails will be regarded as nuisance emails or spam. Instead construct marketing campaigns that provide useful and new information. Limit the number of campaigns to one a quarter. The focus of you campaign is to build a reputation as an informational and educational agency. That is the ticket to more sales and building a solid customer base.

Targeting Email Marketing Campaigns to Audiences

Email marketing campaigns, just like all marketing, need to be targeting various segments of your insurance agencies’ audience. Any and all information you put out there needs to be useful to the clientele you want to focus on.

Targeting email marketing campaigns by population segment is important. You cannot send out a general, blanket email because some or all of the information will not interest all of your clients and potential leads. Emails that are too general will fall flat on those who are not interested in what you are selling. Therefore, both the content of the email and, most importantly, the subject line need to be composed in such a way as to entice the segment of your audience that you are targeting.

So, if your target audience includes seniors and the elderly, subject lines like, “New Medicare Deadlines Coming into Effect Soon” or “Medigap is now Offering More Choices than Ever” are going to be a good fit. These subject lines tackle topics that impact the older segment of the population. Titles like these clearly indicate the point of the email. In other words, those are relevant subject lines and those targeted are likely to open the email.

How to Talk to New People About Insurance?

Sure, this happens to everyone. You have never met the people at the table where you are enjoying a business lunch with, and suddenly, the spotlight is on you the insurance agent with great policies to sell to those in attendance. While you may have never met the people at your table, other than to shake hands hello, do not speak to them as if you had never met. Now is the time to talk to them like you know them.

This does not mean launch into a hard sell for your favorite policy. It means treating everyone at your table and in the room like they are partners in a venture with you and you would sure like them to come along and learn a few things they may not know about A or B. Call it a moment of education about what insurance can do for people and its benefits. Selling softly is often the best way to open the door to previously reluctant buyers. Watch the room light up when you engage the people in it in a non-salesy way.

Communication Skills are Key for Developing Your Agency

You may be thinking, you are a good communicator. You call leads, make appointments, talk to walk-ins, talk to staff, help with training and do well in sales. Those are certainly examples of communicating, but talking is not the same as having developed communication skills.

As an insurance agent, marketing and sales involve developed communication skills. To start with, you should examine who is your audience. Who will respond to your agency’s insurance policies best? Knowing your audience will allow you to develop an effective marketing strategy. However, to do that you will need to know how to communicate to your prospective clients what they need in an insurance policy. This is marketing and it is sales.

As an agent, however, you cannot rely on your website to do it all. You will need to interact with leads and get them to buy policies from you. This will require you to sell yourself and your product. You need to be selling you. Without you there is typically no sale, even if someone walked in off the street and said they wanted a Medicare policy. They would first want to get a sense of the selling agent before actually buying.

Do you seem fair? Honest? Know your product? Help potential buyers by giving them thorough information? Do you take your time and get to know the person before doing a sales pitch? Do you enjoy speaking to others? If so, then that means you have developed your communication skills. However, do not stop learning.

Does Your Insurance Agency Send Out Newsletters?

Newsletter are agents’ best friend. This form of marketing is easy and effective. Newsletters will allow your agency to keep in contact with current clients and subscribers. Newsletters will also serve as a way to attract new leads to your agency.

To create a newsletter, you will need to compose a list of all your current and past customers, as well as all subscribers. If you want to be promoting your agency, your services and your policies, you need to have the list of leads ready to go and not spend time hunting for them.

Newsletters can prove to be a useful tool for attracting new leads to your agency. The easiest way to do this, is to have a call to action on your website. When a user enters your site, they should be prompted to sign up for the newsletter or an ebook. In order to receive an ebook, the newsletter or any other promotional information, users should be prompted to provide their emails. This way, you will have an easy to access list of potential leads.

One marketing saying describes this type of situation as: “The money is in the list.” While this may be true and the sales from the newsletter list will increase your bottom line financially, there are other benefits. The value in your newsletter list is the relationships made with those on the list. Without rapport with people, they do not really know who you are and whether they can trust you. Take the time to build that trust and sell you, in no time that newsletter-marketing list will attract new leads.

What is SEO Optimization for Insurance Agents

So you have established an insurance agency, what is next? You will need a website, but not just any website. You will need to have your website constructed with SEO standards in mind. SEO stands for search engine atomization. SEO helps websites rank well in search engine results.

SEO helps with improving a website’s visibility. There are three major components to increasing a site’s visibility.

1. What type of content people want to see or need.
2. How search engines operate
3. How to promote your website’s

In short, when you are constructing a website, make sure to note down what type of content and information your potential leads will want and need to see in order to contact your for insurance.

Next, to successfully build a website that ranks well within search engines, you will need to have sufficient knowledge about how search engines operate. This means you will need to be familiar with search engine algorithms and various continuous updates to that algorithm.

Lastly, you will need come up with concrete strategies meant to promote your website. For example, when determining rank search engines take into account, social media links, inbound links, keywords, correct business information, reviews and other factors.

Any agency just starting out in the business, should strongly consider hiring a SEO company that understands how an insurance agency website should be structured for the best results in search engine listings. There a many components to SEO that need the attention of experts. Make sure to do your research if you decide to tackle SEO on your own.

What is the First Thing an Agent needs to Get Into Business, Besides a License to Sell Insurance?

As you set out to establish your own insurance agency, you may be asking, what is the first thing I need. Many people think the answer to this is an office location. While that is true in part, the first thing needed is actually a website.

When creating a website, make sure you have an online presence and signature first. Make sure it is individualized to your brand because you are not just selling insurance. You are also selling yourself, your customer service and most importantly insurance policies. This is known as relationship marketing and no doubt you have been doing it for years and not realizing it. Relationship marketing is about people and how you relate to them and treat them.

Relationship marketing goes hand in hand with website creation and design. Make sure your website has information, resources, stories and pictures on it that customers relate to and can use. It is all about being relevant to those who want and need insurance. To that end, also include an opt-in form to give potential customers something in return for their email address, whether that is a monthly informational newsletter or a monthly snapshot of a client’s story, this is the number one item you need for visible relationship marketing.

How Does an Insurance Agent Come Up with Good Marketing Ideas?

One of the first things insurance agents find out when they get into business is that they did not realize they would need to be marketers. Starting an insurance agency seemed like a promising idea. However, selling insurance and always getting renewals is not a realistic outlook. Turns out the agency, the insurance policies and the agent all need to b marketed to be successful at growing an agency.

If you find yourself in a similarly overwhelming situation, do not panic. You need to start at the beginning and see what others are doing in your niche. Take their strategies, modify them and make yours even better. Selling insurance is not just about having a policy and pricing it fairly to attract business. Make your ad campaigns about how much you know about the insurance business, or how helpfull you are to your customers. You marketing campaigns should focus on your customer service and how personable you are and whether you have the right kind of policies for those who need them.

Selling insurance is tough. Agent to agent competition and big insurance company versus other insurance companies are all competing for the same customers. In a field of tough competition what does an agent need to do to make their mark? Make certain people know you are ethical and knowledgeable. Build trust. Meet and exceed any challenges you run across along the way. Find a way to solve all problems, every situation does have a solution. Be that agent that finds the right solution for the right moment. Watch your agency grow – one client at a time.


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