Insurance Agents: Two Ways To Sell Life Insurance To Existing Clients
Two Ways To Sell Life Insurance To Existing Clients
Earlier this month we talked about annual goals and building sales from your current
Today I want to talk about life insurance in particular. This is an area that causes
a lot of stress for many agents. Typically because it’s part of your annual
requirements but not part of your regular activity. There is always a rush toward the
end of the year to make sure you’ve hit the required target.
Well here are two ways you can begin to market life insurance right NOW
to existing clients without breaking the bank.
First, take a look at your current commercial clients. Businesses typically have
life insurance needs that they don’t even recognize! You can step in and educate
your clients on where they may have gaps.
If a business is highly dependent on a few people, then they need to carry life insurance on those employees or owners.
I like up to warm up potential customers with a letter first and then make a phone call to follow up. Send a
letter to each commercial client asking to set up an appointment to review their needs while explaining the basics of key
man life insurance.
These people are already your clients so they are expecting you to review their needs regularly and provide advice.
You can also quote an option to provide basic term coverage to all of their existing employees. Contact a local CPA
and find out the specifics on how they might be able to turn that employee benefit into a tax deduction to really get their
Depending on your commercial book, this could take you a week or six months to actually follow up on. Run a list now
and break down a plan or meet with your commercial producers to get started.
Next you want to create a firm process to get ALL of your clients some life insurance, not just the
One of the best ways to do this is with a simple birthday campaign.
We all know that term rates go up with each birthday. This means that clients can lock in a lower rate if they purchase
before their next birthday arrives. Who doesn’t love a cheaper price, right?
So your goal is to send a postcard to every client about 30 days before their next birthday letting them
know about the savings. You can make this even better if you run an actual quote and let them know what they would
pay to start the policy.
Then, as always, follow up! Make a phone call a few days after the card arrived to see if they have questions or would
like to setup an appointment. Remember, most people don’t know that much about life insurance. They need a clear
understanding of what it is and WHY they need it. Make that part of your postcard and your follow up.
All good marketing benefits from deadlines. When you buy a car, you HAVE to get insurance immediately. When you
are closing on a house, you need the coverage done by the closing date. Life insurance doesn’t have these deadlines,
so people put it off. By telling people that they will get a cheaper price before their birthday, you put urgency in the
decision and can close the prospect quickly.
These are just two ideas for generating more life insurance sales on a consistent basis. Try them out!
Robyn Sharp is an insurance marketing expert (and former agency owner). She specializes in content creation for
insurance agencies as well as consulting and training in insurance marketing. Get a copy of her free checklist “59 Ways
To Attract All The Insurance Clients You Need” at http://agencyupdates.com.
Robyn Sharp is an insurance marketing expert (and former agency owner). She specializes in content
creation for insurance agencies as well as consulting and training in insurance marketing. Get a copy of her
free checklist "59 Ways To Attract All The Insurance Clients You Need" at http://agencyupdates.com.