Timely or Timeless Insurance Solutions: Picking the Right Door Opener

Timeless sales concepts generally fit all clients and all seasons. These include:

• Peace of mind at a time of need
• Value of a life to loved ones
• Amount of coverage based on dependents' needs
• Policy/coverage review
• Conversion from term to perm

Timeless techniques for existing clients

• Go back in time. Look back at previous declinations/postpones/rated cases, etc. For many carriers, underwriting guidelines are constantly changing, and the client who was once rated may no longer be. Have you checked in with the client for an update? New treatments, medications, or health improvements may present an opportunity to turn that case into a new sale.
• Think multi-product solutions. Do you cross sell – or even bring it up? How many times have you heard clients say, "I never knew you offered that"?
• Host client-appreciation events. Bringing small groups of clients together in social settings can deepen relationships and help uncover needs and generate referrals.

Timeless techniques for new clients

• Connect with new people. Relationship-building activities can set you apart from the competition and create connections that lead to business. People can't do business with you unless they know you, and they won't do business with you unless they like and trust you. A faster way to build trusting sales relationships is to start with a trusting non-sales relationship. Find people who know you and like you from other activities you're involved in together. These people will be more receptive to meeting than cold prospects.
• Identify "life's moments." It can make all the difference to connect with prospects at just the right moments. New home purchases, new business startups, newborn grandchildren, changes in retirement plans – they all present opportunities to evaluate prospects' needs. Much of this information is easily available through list sources and media, and especially referrals. By regularly communicating with your existing clients about your ability to help with these situations, you can train them to give you referrals. You can also create a network of professionals who are involved in these moments and develop a mutual referral situation.
• Introduce the value of planning early. In a challenging market, the value of having a plan is extremely important. Use case studies to demonstrate the differences between a client who planned and insured early, versus one who waited too long. Show the financial, underwriting, and emotional effects of waiting.
• Engage clients on in the process. In today's "have it my way now" environment, where people can customize a car online or use self-service checkout in the grocery store, it's time to engage them in selecting their insurance.

Timely sales concepts

How do these timeless ideas contrast with the timely approaches? You can use timely ideas to open doors with short windows of opportunity, increasing your chances of catching a prospect's attention.