What You Need to Know
- Virtual meetings require financial professionals to do more homework.
- Part of that homework involves structuring the conversation.
- The ingredient that can keep those exhaustively planned conversations fresh is passion.
Life Insurance Awareness Month is a time to think about helping customers become more aware of the need to protect their loved ones against mortality risk.
It’s also a time for us to become more aware of how we can do more to help customers move from awareness of the need for protection to action.
Life insurance can be difficult to understand and intimidating because of its technicalities and complexities. It also can be an uncomfortable topic to discuss in the context of an eventual death. Historically, agents and brokers selling life insurance have broken these barriers down by building deep, personal relationships with their customers, meeting regularly with them to discuss their needs and understand their goals.
When the COVID-19 pandemic hit, it put a pause on face-to-face customer engagements. To keep a personal touch on customer relationships and prospecting, agents and brokers needed to quickly adapt and become proficient in a new way of doing business. One primary aspect of this is the now commonplace virtual meeting.
While some aspects of life are getting back to their former, pre-pandemic self, a “new normal” means continuing some of the pandemic pivots that worked particularly well for businesses. And such is the case with the life insurance industry’s pivot to working in a more virtual environment.
In addition to the vast efficiencies found in this environment, it offered many opportunities for pivotal change in the industry, too.
A few key learnings:
1. Content and meeting preparation are more valuable than ever.
When guiding and engaging customers over video, there may not be as many opportunities for casual conversation as there would be during an in-person meeting. Thinking differently is required, and virtual creativity helps to enhance the customer experience and ensure better customer acquisition.