Prospects have many choices. They can buy insurance from a competitor. They can buy online. They can buy from a firm where insurance isn’t their primary product. They can buy term insurance through an organization where they have an affiliation. Why should they do business with you?
1. You are a live person.
Buying products online is great… until you have a problem. You might call and sit on hold for awhile. You might get frustrated because the chatbot doesn’t understand your question. Depending on the product, they might not have a customer service number.
Reason: You are a human with a phone number. You have an e-mail address plus an office. You can meet with clients face-to-face.
2. You are trained and licensed.
You aren’t just anyone who picked up the phone and started dialing numbers. Before your firm even let you talk about a product, you needed to have passed exams and have a license in hand.
Reason: You are a professional.
3. You made the effort to seek them out.
You are seeking a long-term relationship. You sincerely want to help them. You prospected them and got them interested enough to talk or meet.
Reason: You are motivated. You are acting, not reacting. You identified a need.
4. They know you personally.
You might be a friend. You have history. They know and trust you. They often joke “I know where you live.” You aren’t the “agent of the day” who gets walk-ins and call-ins on Wednesday.
Reason: If they know you, they’ve already determined if they trust you.
5. The reputation of your firm.
You are an agent of the firm. You represent a big company that’s been in the insurance business for decades. Your firm has a reputation. It has been graded by independent rating agencies.