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March 16, 2020 at 04:47 PM
(Related: What Can Insurance Agents Do During Stock Market Declines?)
“May you live in interesting times.” It’s an Asian curse expression, not a hope your life won’t be mundane and boring. With the Covid-19 problem unfolding, many companies are restricting employee travel, discouraging in person meetings with clients and even suggesting employees work from home. What’s an insurance agent to do?
Prospecting is a big part of an agent’s job. Time for the second shoe to fall. New York state recently entered a state of emergency. The state of emergency triggered a ban on unsolicited telemarketing sales calls that will run until September. The emergency telemarketing call restrictions “exclude calls… made in connection with an unterminated existing business relationship,” according to Joseph C. Wylie II. That sounds like calls to current clients are OK.
What’s an Agent to Do?
An earlier article addressed 10 Things an Advisor Can Do When Snowbound.
The current situation is a bit different. Let’s assume you are working from home for the duration, have a good internet connection and can access client data through your firm’s portal. Let’s also assume e-mails, social media posts and messages along with Skype and phone calls are archived somehow. Check the firm’s rules.
1. LinkedIn
You’ve meant to do it someday. It’s a “round tuit” issue, meaning it’s get done when you get “around to it.” Now’s a good time. Do you want to connect with clients via LinkedIn? This means your posts would appear in their daily feed. You would also be able to view their connections, idea for “Who knows who” later. Connecting with prospects can be a good idea too.
2. LinkedIn Network Messaging
Check your firm is OK with this idea. Telemarketers have made getting a prospect on the phone difficult. E-mail is flooded with messages. LI messaging still has a novelty factor. Send some personal messages. Check in on people. LI prompts you with birthdays, work anniversaries and promotions. Send those messages.
Bryce Sanders is president of 