We’ve all been there: It’s the first day of school, you can’t find your way to class, and, worse, you’re late. Everyone knows what it feels like to be lost. Most of us have experienced this feeling even in the workplace.
Whether you find yourself shifting your feet uncomfortably during the first few minutes of new coworker introductions or struggling to set up your own agency, we have compiled a list of helpful tips for new insurance agents. Even if you’ve been in the insurance industry for a very long time, it’s always good to brush up on these best practices.
Do you have your own list of expert tips? Leave them in the comments section below.
See our earlier article: 10 tips for new insurance agents
Some tips from one of our readers:
1. If you’re an advisor, get the ChFC designation.
“I would immediately enroll in The American College and earn a ChFC designation.” – Robert J. Fowler, CFP, ChFC
2. Have a phone script.
“I would develop a short concise brisk phone script between 15–25 seconds to introduce yourself. Also, invest in a microcassette tape recorder and listen to your talks!” – Robert J. Fowler, CFP, ChFC
3. Persevere in the face of adversity.
“To the new people, follow the wise words of Sir Winston Churchill: ‘Never, Never, Never, Never give up.’” Persevere and lean how to bounce back from rejections.” – Robert J. Fowler, CFP, ChFC
4. Build your client roster.
You are a salesperson and you need clients. How do you find them? Start getting the word out to your family and friends, invest in marketing, make cold calls, send out emails, find connections through LinkedIn and other social media networks like Twitter and Facebook. The important thing is that you get the word out about the value that you bring to the table, and the client base you are looking to serve.
Develop a system to keep track of those contacted. Set goals; the more specific, the better.
5. Referrals are a lifeline.
When was the last time you bought a car, headphones, a smartphone, a tablet or something that cost you more than $100? How did you select the product that you ultimately bought, and what helped you make the purchasing decision?
If you did your research online, you probably read the product description, went to a few reviewing or testing sites (say, Consumer Reports), read the users’ reviews and asked friends and family via social media about their experiences. That might’ve taken a few hours or days, but it’s how we usually shop in this day and age — unless you’re an Apple fan; in which case you’re probably already camping out in front of the store for the next iPhone.
The bottom line is that if someone doesn’t refer a product or service to you, the purchase process becomes much longer and less intuitive.
That’s the power of referrals. Depending on who the information comes from, it can make or break a sale.
See also: Do you know the building blocks of referral selling?
6. Figure out what makes you you, and personalize everything.
What makes you different? Why would someone come to you to buy something that they could potentially buy from someone else? How can you differentiate yourself?
These are questions that you should be able to answer right alongside your value proposition. Let your client know why you’re different as early as possible. Also, figure out how your client prefers to communicate with you: is it face-to-face, via phone, via text, social media or email? Adjust to their preferred method and go the extra mile.
Remember how excited you were (possibly still are) whenever you got a postcard in the mail? Send your clients a birthday postcard or take advantage of the holidays to keep top of mind.
See also: As the need for retirement-minded advisor grows, differentiation is critical