Insurance Sales, Insurance Sale

By: EconomyWatch   Date: 26 May 2010

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EconomyWatch

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When insurance leads actually buy policies, they become insurance sales. An insurance carrier or agent needs to have strong marketing skills and customer focus to turn a potential lead into an insurance sale.

Tips and Tricks to Convert a Potential Lead Into an Insurance Sale

Build Sound Client Relationships: Agents need to prove their trustworthiness by getting into the customer’s shoes and maintaining a positive attitude. It is important to maintain eye contact and mirror the customer’s behavior. Insurance sales agents should build rapport with customers by explaining all the policies and procedures in an understandable manner to obtain insurance sales.

Ask for Referrals: The best way to ask for referrals is to tune into the communication style of the clients. One should be honest about every detail, while also being soft-spoken. It is important to judge lead’s reaction, whether positive or negative. One should highlight business relationships during a meeting with a client and not shy away form asking for referrals. Sending thanks to clients through an appreciation email or gift certificate ensures long-term fruitful coordination.

Staying Ahead of the Competition: A prudent agent gets in touch with the lead a soon as possible. One needs to improve oneself more than the others by starting a positive conversation and understanding the client’s goals and purchasing habits. One should exhibit strong knowledge about the products and services one is selling. One should also stay enthusiastic, handle objections skillfully and offer lucrative bargains, incentives and guarantees.

Cold-Calling Successfully: After making the targeted prospect list, one needs to practice the script. It is advisable to get to the point straight away after a formal introduction. An agent needs to convince leads about to why they should do business with him/her. Making use of past histories and testimonials is also recommended.

Know the Product: One needs to have excellent communication skills and strong knowledge of the insurance policies to be discussed with the lead. It is recommended that the insurance agent prepares oneself to answer even the silliest questions that leads may ask to turn them into insurance sales. Some leads may have a sound hold on various policies through conversations with a number of agents and insurance carriers or online quotes. One can consider refresher courses from time to time to stay abreast of upgrades, if any.

Closing the Lead: Implement all the above mentioned tips to build rapport and a trustworthy relationship. One should stay focused on the prospect. Before closing the call, it is worthwhile to ask about the prospect’s opinions, difficulties and suggestions.


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