Anytime you start something new, you are bound to make mistakes. It is only natural. And being a new insurance agent is no exception. But do not let those mistakes go to waste. Here are some of the most common mistakes new insurance agents make, how to avoid them, and what you can learn from them if they do occur.
Aggressive Sales Tactics
One of the biggest mistakes a new agent can make is being too aggressive with sales tactics. Yes, your job may require you to sell, but you should not come off as too strong. Your primary focus should be educating your potential client on proper insurance policies. Most individuals will get defensive if they think someone is trying to sell them something, even if it is in their best interest to buy. A great way to get business is to earn your customer’s trust. In the same way you would not ask someone to marry you on the first date, you should not sell to a potential client before knowing what they need. Listen to what they need, educate them on the products you offer, and help them select the best policy for them. If they need some time to consider their options, you will always have a great lead to follow up on!
Being Too Focused on Price
Price is a significant factor in many individuals’ decisions to buy a particular product or service. But it is not the only one. Do not spend your customer’s money for them. Let them communicate what their budget is and do not make assumptions. There may not be ways for you to work within their budget, but as long as you are honest and upfront, it will help build rapport with them. But do not forget there is also value beyond the price of the policy. Stress the additional benefits you provide as a licensed insurance agent and the knowledge you bring to the table. This can go a long way in gaining a client you might have otherwise lost due to pricing issues. But if the client is unable or unwilling to look past the price, always follow up at each renewal. Circumstances may change, and you might find your prospect more willing to switch later on.
You are going to come into contact with many different types of individuals as an insurance agent. And each of these individuals will have their own personality and communication style. But regardless of which personality type you are speaking to, they all have one thing in common. They want to feel like they are being heard. While it may feel slightly awkward initially, try to sit back and let your prospect do most of the talking. Ask questions when appropriate and make suggestions based on what they are telling you, but do not dominate the conversation. This will allow your prospective clients to see you as willing to help and not just wanting to make a sale. Truly listening is a skill that may take some time to hone. But once you master it, you will notice an increase in trust with your clients, which will help bring in new business.
Some mistakes are inevitable, but others do not have to be. Use a digital marketing platform for your agency, and do not let quality business pass you by. Easy Insurance Pro was developed by industry veterans to help you with online branding, SEO, lead generation and nurturing, as well as social media posting. Contact them today for a demo on how they can help your agency grow!