Do you spend the majority of your days contacting clients, perusing policy forms, and dealing with a constant back-and-forth battle of rejection all while juggling the lives of hundreds of people?
If so, you just might be an insurance agent.
If not, you probably have some form of insurance, so you might as well get a glimpse of what your agent deals with on a daily basis. It’s not all rainbows and residual benefits!
Wake Up Call!... Or Calls….
Grab the caffeine and start the chit-chat. As an agent, you begin your day by making at least 10 calls before 10 o’clock in the morning. Working off of yesterday’s follow-ups and today’s contact lists, you are constantly in touch with people and potential clients. Some phone calls end successfully with a set time to meet with the customer, and some end in rejection. But, rejection is not to be confused with failure. Even if a client does not agree to a meeting, you can still get a reference or two from the conversation. It’s all about making connections, and well… nothing ventured, nothing gained!
Meet and Greet
Woohoo! You successfully scheduled a meeting with a client! But hold your horses, you still have a ways to go in the lengthy process of policy forms before you can consider this deal sealed.
Meeting with your client is a crucial step in the sales process. Not only do you need to be attentive, but also adaptive. Be ready to ask the right questions and easily adjust the options to best fit your client’s requirements. It’s about the customer, not the product to sell.
Honesty is the Best Policy
Leave the spunky sales agent at the door and be honest with your client. After discussing and evaluating his/her needs, you can suggest an ideal insurance plan (or two). You should know how your assessment aligns with your client’s requirements and be prepared to explain. An educated customer is the best customer.
Keeping in line with honesty, your next step as an agent is informing your client about possible risks involved with the suggested insurance plan. If he/she is a little leery about the plan, no worries! Set a date for another meeting and give your client time to think while giving yourself some time to better understand what your client wants and needs
Sealed the Deal, Now Start the Paperwork…
The fun is not over yet! That quick conversation with your client was just a prelude to what could be over three hours of paperwork to fill out. The most disheartening part of this process, however, is not filling out the paperwork, but rather the fact that more than ¾ of applications are rejected the first time. But that’s the great service you offer your clients and what they need to be protected.
All in a Day’s Work
There are good days and bad days in the life of an insurance agent, but that can be said for every working person. At the end of the day, being an insurance agent is about connecting with clients and making them feel comfortable with you and your input. Nothing is a failure!