5 Qualities Of A Successful Agent

Looking into becoming an insurance agent? Already one, and looking to become more successful? There are certain qualities an insurance agent must have in order to increase sales. Being an agent is not easy, and you will face a lot of rejection, and stress, but there are some important qualities to focus on that can make it easier. These qualities will not only raise your profit potential, but also boost your overall productivity and self-esteem as an agent.

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To be successful, you have to care about your clients, and behonest with them.

1. Care About Your Clients

Your clients needs must come first. In order to be successful in this aspect, you must put aside your care for a commission, and want to provide the best for your client. Listen to what your clients say, what they need, and provide them with good customer service. Customer service is key to keeping a client happy. No one likes to get the run around when dealing with a business.

Return your clients calls, find answers to their questions, and care for your clients needs before your own. Not only will your client remain yours, but they will refer you to others.

2. Hold Integrity High

Honesty is the best policy. When working with a client, be honest with what you can offer them. Deception only leads to a client not staying with you for long. Provide your clients with honest quotes and whether you can actually provide them with a better plan than their current plan. If not, then admit you cannot offer something better. You will earn a client’s respect and trust with your integrity, leading to more business over time.

3. Take Initiative & Know Your Product

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Know your stuff! A client will more likely want to work with you and refer you to others if you’re knowledgable.

Always appear to be eager and excited. Take initiative with a client with a positive vibe. A client can tell when you are down, or pessimistic. No one wants to work with someone like that. Now that that is out of the way, when you do take initiative, you have to know your product.

The more disciplined you are, the more successful you will be. As an agent, you must be determined to learn your products, and know all of the ins and outs. You need to possess more than just how to sell a policy. An agent must learn all of the tax and legal aspects of products. This way you will get a better understanding as to how these products are designed to fit a certain clients needs. The more you know about your products with confidence, the more a client is comfortable to work with you.

4. Have An Emotional Connection

This goes hand in hand with good customer service and caring about your clients. Build an emotional connection with your client. You can achieve this by empathizing with a client and learning what they really need and want. Do not look at a client as just a sale. Building an emotional connection with a client builds an everlasting relationship with them. They will feel like you genuinely care about them.

5. Persistence Is Key

Rejection will happen a lot when you work in this kind of field. The key to any successful agent is to be persistent. You will deal with a lot of clients saying “no,” and it is important to be able to accept it with a smile. Persistent in this instance does not mean that you have to badger a client. Instead, it means that even though you receive rejection, you keep pushing through and work until you get a yes from someone else.

Staying Organized Is Important

It goes without saying that selling insurance requires organization. That said, selling insurance is not always conducive to being neat and orderly, and for certain, it is not always about being able to make and keep appointments the first time they are booked. Selling insurance comes with people hanging up the phone, refusing to make appointments to discuss insurance or canceling a meeting.

A day in the life of an insurance agent is hectic. A normal day may involve phone calls, walk-ins, meetings with staff, making calls to follow up leads, appointments inside the office and other tasks. With on-the-go days it is easy to miss things.

Staying as organized as possible is important for insurance agents. Your sales record depends on your organizational skills.

Hard or Soft Sell?

If you usually go for the hard sell, stop. Consider how the person on the receiving end feels and then try the soft sell. A softer approach generally appeals to the vast majority of those wanting to buy insurance. You have to remember that millions of people do not have insurance because they hate paying for it, do not think they need it and do not like insurance agents. That is a big obstacle to overcome.

If you put yourself in your clients’ shoes and understand their fears and reservations about buying an insurance policy, and shift focus to answering their concerns, asking them more questions, chatting about what they need to be happy, the process becomes easier.

Selling health insurance is not just about the sale itself. It is about those you are trying to sell to. If your customers do not like the hard sell approach, you could lose the sale. It is about identifying with the client and understanding what they need and want. A little bit of empathy and caring goes a long way when selling anything, but more so when you are selling health insurance. Health insurance is a really personal thing to every potential buyer.

Always Be Honest With Leads and Customers

Telling the truth is a great value. In the age of the internet it is too easy to be swayed by fake stories and inaccurate posts. Too many people get caught up making others think they know far more than they really do. This applies to insurance agents and others who are in sales. What is important to remember, however, is that no one knows everything and making people think you do is bound to blow up at some point.

Telling leads and customers that you do not know an answer to their question is nothing to be ashamed of or worried about. Just tell the person asking that you do not know the answer, but you intend to find it and provide it for them. This type of a response, whether on the internet, email or in person is far more credible than faking it. Remember, if it is on the internet, it is there permanently.

Once you have found the answer to a puzzling inquiry, make it a point to contact the person who asked the question and give them your researched answer. Service like that is something people will remember for a long time. If you want great customers, be trustworthy.

What is Relationship Marketing and How It Benefits Insurance Agents

Agents who may be new to the business or who are struggling with obtaining leads, need to remember a simple rule: People buy what directly benefits them. Thus, to increase their customer base, agents will need to work hard at fining the benefits in buying insurance for their individual clients. After all, people typically make buying decisions based on what is good for them and how it benefits them.

While insurance is more than just beneficial, it is one product that many people think they can do without. Not having insurance can be a bad choice if a family member has an unexpected accident and requires a fair amount of medical care. On the other hand, having insurance would significantly reduce medical costs for sudden illnesses, injuries or damages. For any insurance agent, the key to discussing insurance policies with potential and existing customers is knowing what would work for them. In other words, what would prompt current or perspective customers to purchase an insurance policy.

Many insurance agents, new and more experienced, forget that in order to successfully sells insurance they need to establish a relationship with their leads and customers. This strategy is also known as relationship marketing.

The simplest way of approaching relationship marketing is by engaging with warm leads, those people you already know. Warm leads are more likely to do business with you because they know you and because you know them and have an idea of what their individual wants and needs may be. Warm leads may require a little less effort, but you will also need to inspire them with the depth of your knowledge on various policies, benefits, prices and coverage.

Now, if you apply similar tactics that you used on your warm leads to all other leads, you will see success. In other words, if you market yourself just as you would choose to market your product to warm leads, your chances of converting new leads and customers incrementally goes up.

What potential customers want to hear is how they can benefit from buying insurance and they want to hear it in simple terms. This is where being able to take various policies and present them in a manner that is easily understood is helpful. Cover what the policy pays for and what it does not. Lay out precisely what coverage the individual or family has and what they will pay for premiums. Being honest, upfront and detailed in your explanations earns customer loyalty and repeat business.

Always remember that customers clearly appreciate an agent that not only knows their business and products but conveys the impression that they really want to help their customers choose what works best for them. If you genuinely care about your customers, they come back and spread the word about your services and expertise.

A Short Guide on How to Manage and Avoid Bad Leads

All insurance agents more or less experienced will have to face bad leads in their sales careers. Dealing with bad or aggressive and unwelcoming leads can be highly stressful. Bad leads can cost agents both their time and money. Is there a way to avoid bad lads? How should agents deal with bad leads?

If you are in insurance industry, how do you tell the difference between good and bad leads? A bad lead will often tell you that they are not interested in your product. The reasons they may list can range from having an insurance policy to being tired of receiving phone calls from insurance agents. How do you prevent situations like these?

Bad leads happen all the time, but more so when you order leads that are shared. Shared leads often mean that many agents also get the same leads. It is not a great experience for you, the other agents or the leads to be part of a situation like that.

Buying shared leads does not necessary help you grow your insurance agency. While shared leads can be a viable option, if you want better leads, you will need to invest more money into guaranteed leads. Guaranteed leads are exclusive to only you. Meaning that you will be the only agent contacting them.

The best way to obtain exclusive leads is to begin working with a lead generation company. When you first start working with a lead generation company, it is really important to clearly outline which types of leads you want and what results you are aiming to achieve. Here are important factors you need to look for when you deal with lead generation company:

  • Live transfer exclusive leads (click-to-call)
  • High quality pre-screened, pre-vetted leads
  • Offers you the ability to be the first to contact leads
  • The ability to target certain demographics if desired
    For any insurance agent the most important thing is for them to get the quality leads that stand a good chance of converting. That is why it is imperative that you consider working with a lead generation company. Obtaining exclusive leads saves time and money.

    Insurance agents need personal development too

    Personal development is something that all insurance agents need to pursue during their careers. You would not want to go to a doctor who stopped learning new things when they got out of college. So why would you want to deal with an insurance agent who is not up-to-date on the latest policies, riders, exclusions, exceptions and so forth.

    It is one thing to have a great marketing strategy and great customer service. But, no matter how well you and your agency are doing, there can always be improvement. Personal development and self-improvement are the key components to a growing insurance agency.

    When selling your product, you should be aware that you are the driving factor in the success of that sale. Therefore, it is worth your time to invest in self-improvement. Take advantage of other agents at your agency and ask them for advice on how to get even better. Search online for self-help and development books, attend seminars and talks and join groups, organizations and alliances.

    If and when you take the steps to improve and develop your sales skills, your interpersonal skills and communication skills you will find that converting leads into loyal customers is easier. Remember that while the product you are selling is important, the customer service you provide is imperative to success.

    Keep moving toward your goals, executing your plans, creating roadmaps to success. Take what you learn and apply it when working with leads and when following up with established customers.

    Three habits of successful insurance agents

    Insurance does not sell itself, no matter how good a policy it may be. It is your job to educate and persuade those looking for insurance to buy a policy from you and no one else. To guide you to success in obtaining leads, below are a few of the most important habits to have as an insurance agent.

    1. Take action

    The best insurance agents learned their trade from someone else. Take action and find a mentor. You could also get involved in trade organization such as the American Insurance Association, which can provide you with helpful information.

    2. Be consistent

    Being consistent as to when and how you follow up on leads is bound to net you more sales. Do not be discouraged by not closing the deal right away. Discipline in contacting leads and staying in touch over time is likely to prove fruitful.

    3. Have discipline

    It is best to have a routine to follow when you work. Tackle each step you need to take with due diligence. Staying organized will help you stay on task. Planning ahead ensures that you do not waste time. Setting time for returning calls, emails and meeting with prospects will help your and/or your agency to run smoothly.

    Three habits for successful agents

    Some of the best insurance agents will tell you that having habits or routines regarding your process of selling insurance enables your chances of success. Insurance agents all have days where they would rather have stayed at home than face the seemingly uphill battle of selling policies to reluctant people. Sure, it can be overwhelming, but it does not have to be. Here is a list of simple and effective habits for any agent to use.

    1. Effective agents stay hungry

    Having a sense of urgency around you can motivate you to never give up. Never look back at unachieved goals with regret. Rather take from them and learn from your mistakes.

    2. Be available

    Time management is key. Be available to your clients on their time not yours. Simply returning phone calls or emails will make you stand out. Embrace the digital age, and spend time each day in developing your online marketing presence.

    3. Genuinely want to help your clients

    Stay authentic when selling insurance. Your success depends on the quality and reputation of your brand. Build relationships with your clients and always do what is in the best interest for them.

    These habits are just a few of many behaviors and practices of the most successful agents. Taking the time to implement these habits into your daily routine, should prove to be helpful in establishing yourself as an effective agent.


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