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Life Health > Running Your Business > Selling

How Agents Become Indispensable to Clients

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What You Need to Know

  • Do what they do.
  • Hear what they hear.
  • Know what that tone means.

Good insurance agents do a little bit of everything.

They are specialists in insurance, yet they also are involved in financial planning and the investment arena.

In a perfect world, when your client has a question concerning money, you want to be the first call they make.

When a friend of theirs has a question concerning insurance or investments, you want to be the first name that comes to mind. How do you make yourself indispensable?

1. Develop a shared interest.

Clients have hobbies. You have them, too.

Perhaps you cheer for the same sports team.

This gives you other reasons to be in touch besides discussing business.

Some people say: “The only time I hear from you is when you want to sell me something.” If you have a shared interest in wine, antiques or tennis, you have other reasons to talk.

This is a two-way street.

2. Be in touch on a regular basis.

It’s been said clients perceive they are getting good service if they have a meaningful conversation 6+ times a year. If you speak on a monthly basis, you develop a routine.

You can tell from their tone of voice or demeanor if something is on their mind.

If you cannot reach them after trying multiple channels, you realize something may be seriously wrong.

By being proactive, you show people you care about them.

3. Cross paths socially.

Shop in the same stores.

Maybe you travel on the same commuter train.

You might have friends in common.

Do you belong to the same country club?

You dine in the same restaurants?

You have become part of their world.

You are a peer.

It’s the opposite of “Out of sight, out of mind.”

4. Reprice their coverage annually.

Our insurance agent does this for us.

He will review our policies and let us know if the premiums can be reduced if we modify our coverage or change providers.

If prices have risen on some coverage, saving money on another or learning they are holding the line on prices softens the blow.

The message delivered is, “I am looking out for your interests.”

5. Meet their children and relatives.

Everyone needs insurance coverage.

You want the next generation to continue the business relationship.

(This is pretty obvious on episodes of Downton Abbey.)

Your client can easily position you as their trusted advisor.

6. Take a sincere interest in their lives.

Remember the little details, the points casually brought up in conversation.

You can tell when something weighs heavily on their mind.

They might have an aging relative with a medical condition.

Once you learn about the issue, ask follow up questions until they confirm the relative has recovered.

Your client will know you care.

7. Support their charities.

Wealthy clients usually give back to the community.

They might give to a dozen good causes, but one or two are their primary focus.

They might serve on the board or help organize the gala.

Send in a check from time to time with the notation it is being given in honor of your client, who does good work for the cause.

Your client will realize you are supporting something important to them.

For different reasons, each suggestion shows you are proactively going above on beyond on their behalf.

This keeps you top of mind and strengthens the relationship.

Pictured: CityPlace in West Palm Beach, Florida. (Image: Ritu Manoj Jethani/Shutterstock)


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