Being able to close a sale over the phone consistently is an important skill for an insurance agent to have.
This white paper shows tips and techniques based on the experiences of the industries top producing agents to help you do so. https://www.linkedin.com/pulse/20140608222721-34696586-how-to-sell-insurance-over-the-phone-like-a-pro?
Does this sound familiar?
You feel queasy if a customer has a complaint. You defend yourself and want to find the person at fault for the mistake.
Both strategies will neither make you feel better nor will they help the customer. Learn a better way to find a solution which will please both parties.
Learn the keys to creating outstanding customer experiences that can lead to sale in this dynamic presentation originally delivered by Deb Brown to farmer's market stand owners.
Communication skills for sales representative is the core quality that’s going to make his or her career or break it. Here are a few tips that can help you. #SellWell #Marketing #Business #Coaching #MasterCoachSathya #bangalore #bengaluru #kannada #Success #startup #startupindia #dream #Enterpreneur #futureready #liveformore #idecide Sathyanaraya V R
Does this sound familiar?
You feel queasy if a customer has a complaint. You defend yourself and want to find the person at fault for the mistake.
Both strategies will neither make you feel better nor will they help the customer. Learn a better way to find a solution which will please both parties.
Learn the keys to creating outstanding customer experiences that can lead to sale in this dynamic presentation originally delivered by Deb Brown to farmer's market stand owners.
Communication skills for sales representative is the core quality that’s going to make his or her career or break it. Here are a few tips that can help you. #SellWell #Marketing #Business #Coaching #MasterCoachSathya #bangalore #bengaluru #kannada #Success #startup #startupindia #dream #Enterpreneur #futureready #liveformore #idecide Sathyanaraya V R
17 Ways to Improve Customer Engagement using Emotional IntelligenceTentacle Cloud
Emotional intelligence is the skill to identify emotions of your own and react accordingly to the customers therefore it is greatly different from practical intelligence.Seeing how a customer is answering to the agent will help realize the opinion of a customer about the company itself, while at the same time help in pointing out the inept agents who can be trained further for perfection and agents whom you can remove from the company.
www.tentaclecloud.com/signup.php
5 Keys to Better than Best Customer Service - Telephone Skills and EtiquetteAndre Hannemann Harris
5 Keys - Telephone Skills and Etiquette
1. Provide a Warm Welcome
2. Connect with Your Customer
3. Understand Customer Needs and Priorities
4. Take Action
5. Deliver a Memorable Close
Telesales is direct means of engaging potential clients and customers via a telephone. This guide discusses the essential elements of telesales and how sales professionals can leverage telesales capabilities to increase their bottomline.
25 Simple Tips to Maintain Good Customer RelationshipsTentacle Cloud
Building and maintaining customer relations can at times feel tiring and even harsh, but the rewards can be big. A personal contact, whether built over weeks, months or years, leads to positive word-of-mouth, increased sales, additional connections (references), job security and satisfaction.
www.tentaclecloud.com/signup.php
'Live chat etiquette in customer service' gives you a brief description and some tips of how to deal with your customers via live chat. Having in consideration your customer operator's personality, this presentation aims to guide you through the web chat process
17 Ways to Improve Customer Engagement using Emotional IntelligenceTentacle Cloud
Emotional intelligence is the skill to identify emotions of your own and react accordingly to the customers therefore it is greatly different from practical intelligence.Seeing how a customer is answering to the agent will help realize the opinion of a customer about the company itself, while at the same time help in pointing out the inept agents who can be trained further for perfection and agents whom you can remove from the company.
www.tentaclecloud.com/signup.php
5 Keys to Better than Best Customer Service - Telephone Skills and EtiquetteAndre Hannemann Harris
5 Keys - Telephone Skills and Etiquette
1. Provide a Warm Welcome
2. Connect with Your Customer
3. Understand Customer Needs and Priorities
4. Take Action
5. Deliver a Memorable Close
Telesales is direct means of engaging potential clients and customers via a telephone. This guide discusses the essential elements of telesales and how sales professionals can leverage telesales capabilities to increase their bottomline.
25 Simple Tips to Maintain Good Customer RelationshipsTentacle Cloud
Building and maintaining customer relations can at times feel tiring and even harsh, but the rewards can be big. A personal contact, whether built over weeks, months or years, leads to positive word-of-mouth, increased sales, additional connections (references), job security and satisfaction.
www.tentaclecloud.com/signup.php
'Live chat etiquette in customer service' gives you a brief description and some tips of how to deal with your customers via live chat. Having in consideration your customer operator's personality, this presentation aims to guide you through the web chat process
"Now more than ever your practice can't afford to be average!"
Here are some helpful hints for Elective Surgery Practice Telephone Etiquette. Start turning more calls to consults!
Build a Strong Sales Pitch When Selling InsuranceSalesScripter
It can be tough to sell insurance. Everybody needs it, nobody enjoys buying it, and a lot of people sell it.
The key to success is having a strong sales pitch that not only sounds better than the competition, but one that also clearly communicates to prospects.
If you sell insurance, join us for our webinar on “How to Build a Strong Sales Pitch When Selling Insurance” where we will break down how to stand out from the competition and build interest at the same time.
Niche Life Insurance Website Formula - Grow your digital life insurance busin...Grant Weherley
Learn how to grow your digital life insurance business with Jeff Root, the host of the “Modern Life Insurance Selling Podcast” at www.selltermlife.com.
The slides were made by Monetize Your Expertise for the upcoming online course launch. Learn more at http://monetizemyexpertise.com.
CRM Software for Health Insurance Professionals - Act SoftwareSwiftpage
Buy CRM for Insurance at: http://www.actplatinum.com/Merchant2/merchant.mvc?Screen=CTGY&Category_Code=INSURANCEACT
*** Free Test Drive at website***
Act! is the #1 best-selling Contact & Customer Manager, trusted by individuals, teams, and companies for over 25 years. Act! is for Everyone, and especially for Insurance Professionals!
Act! is based on Contacts - you know - the people you do business with...
Leads, Prospects, Members,
Employers, Managers, HR,
Carriers, Providers, Physicians,
Advisors, Adjusters, Brokers,
Administrators, Coordinators, Underwriters
But most importantly Your Customers.
Act! helps you keep track of all that valuable information about your relationships in a single, organized view. With the Act! Database customized for Insurance Professionals, Store basic contact details and personal information. Keep track of the Medical, Dental and Vision Health Policies as well as Life, Disability and LTC Policies. The Watch List will automatically count how many days until policy renewal dates.
Store contact details and associated notes, history, emails, activities, sales, works with office, webs apps, popular websites and social media, and has powerful search features to find the information when you need it. Act! is your business's information center.
You can create Companies and bring together the related contacts into a single view. Keep track of the employer participation with the various carriers and plans.
You can also use the Groups area to organize your contacts and Segment your database. Default Groups have been created for Upcoming and Past Due Renewals and will automatically be updated with the latest contact information.
Use the Calendars to keep track of your schedule - you'll have Monthly, Weekly and Daily Views so follow-up is simple.
Check out your results with Act's Dashboards and over 50 Reports. And with any of the Act! list views you'll have the one click Export to Excel feature for quick and easy reporting.
Take your Act! on the Go by Synchronizing a laptop or with the Premium version by using the Web or Web Mobile access.
Don't worry about building your team or your company, Act! grows with your business and adding users is easy!
And Act helps you grow your business - it now includes basic Email Marketing. Market like a pro and send professional looking emails to a targeted segment of your database - let people know when you have new plans or programs, seminars, events and newsletters - then watch the results come in!
Now the only place to buy Act! with the customized for Insurance Database is at www.actplatinum.com - the number #1 Diamond Select Partner in the US and where you will find the latest sales, promotions and coupons.
So Get Act! and Get Growing!
Tips to help achieve your end of year sales goalsDavid A Margoa
Instead of setting an ambitious sales target then wait for the power of positive thinking or delivering The Key, let's do something else. Let's get down to sales results now
https://www.prospectsforagents.com/blog/
Increase Funding as a Mortgage ProfessionalJoshua Conklin
Read five simple tips for sales organizations and mortgage professionals to increase monthly funding, by Joshua Conklin, Smartleadz mortgage marketing strategist.
Joshua Conklin, a Mortgage Marketing Specialist, has comprised five simple tips for sales organizations and mortgage professionals to increase their monthly funding.
Mel feller, mpa, mhr, discusses word of mouth marketingMel Feller
Mel Feller, MPA, MHR, Discusses Word of Mouth Marketing.
Mel is the President/Founder of Mel Feller Seminars with Coaching for Success 360, Inc. and Mel Feller Coaching. Mel Feller maintains offices in Texas and in Utah.
It is as important to know what word of mouth marketing IS as what it IS NOT. Word-of-Mouth (W-O-M) is about involving, educating and satisfying customers. It is not about abandoning your marketing plan and advertising campaign. It is not enough to simply provide good customer service and wait for the buzz to build. In fact, let us test your knowledge of W-O-M with this simple quiz. Select the most suitable answer to the following questions. Answers are at the end of the handout/article.
Mel Feller, MPA, MHR, is a well-known real estate, business consultant, personal development consultant and speaker, specializing in performance, productivity, and profits. Mel is the
President/Founder of Mel Feller Seminars with Coaching For Success 360, Inc. and Mel Feller Coaching, a real estate and business specific coaching company. His three books for real estate professionals are systems on how to become an exceptional sales performer. His four books in Business and Government Grants are ways to leverage and increase your business Success in both time and money! His book on Personal Development “Lies that Will Sabotage Your Success”. Mel Feller is in Texas and In Utah. Currently an MBA Candidate
10 skills every insurance agent should develop before it's too lateAmplispot
It’s not with how many contacts you enter the Industry that matters but how open that you are too learning, adopting when navigating through an insurance sales career. Some insurance agents only focus on the next cheque and develop short term view while others spend a lot of time developing the skills that will help them in the insurance industry and also help them scale their business.
On one hand is very important to have a thorough understanding of policy details and other technical insurance knowledge and on the other it is very important to have some knowledge around marketing, social media marketing, sales etc
The following are 10 skills very important that insurance agent should learn and make it a habit before it's too late
Common mistakes made by sales people and how to avoid them - Juma WilliamJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
Common mistakes made by sales people and how to avoid themJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
Common mistakes made by sales people and how to avoid them juma williamJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
Turn online insurance leads into paying customersDavid A Margoa
Check out these few key ideas to making sure you hit the mark on bridging contacts with clients. It's not all about the next big opportunity, it's about cultivating long term relationships with potential customers!
https://www.prospectsforagents.com/live-transfers-insurance-leads.php
Very few things are quite as befuddling as those brands that claim to revere their customers but whose approach never seems to reflect their marketing. If their motto is ‘The Customer is King’, why do they act like the happiness of the customer doesn’t matter? It’s almost like most of their support training manuals are excerpts from some handbook with a name like ‘How to lose your customers and alienate your fans’ or ‘Increasing customer frustration for dummies’.
Writing good copy entails being able to sell your reader just about anything by demonstrating it’s real benefits and utilizing key strategies in your material.
The most beneficial way to do that is to follow some different rules that are an awesome way to better your chances of selling your product. Being persuasive is your most beneficial skill when writing copy, and that's accented most by your power to showcase the advantages of whatever you're selling.
********************************************************************
THE KEY WITH CLICK AND BANK IS EVERYTHING IS AS SIMPLE AS IT POSSIBLY COULD BE ABSOLUTELY EVERYTHING IS DONE FOR YOU
It includes high-quality content that your customers will love and come to your site every day. Also, It comes along with DFY monetization methods. You can start to get your business on the race just by one click.
Find Out More
https://www.facebook.com/makemoneyboss.xyz
https://bit.ly/2y9UYfl
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
The key differences between the MDR and IVDR in the EUAllensmith572606
In the European Union (EU), two significant regulations have been introduced to enhance the safety and effectiveness of medical devices – the In Vitro Diagnostic Regulation (IVDR) and the Medical Device Regulation (MDR).
https://mavenprofserv.com/comparison-and-highlighting-of-the-key-differences-between-the-mdr-and-ivdr-in-the-eu/
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
2. Get
20%
More
Call (800) 290-7226
or contact us at info@brokersalliance.com
Being able to close a sale over the phone consistently is an important skill for an insurance agent to
have. This white paper shows tips and techniques based on the experiences of actual agents to help
you do so.
Talking to prospects over the phone has you somewhat at a disadvantage, because you are limited
only to verbal cues. You will not be able to see facial expressions and body language, and adjust your
sales pitch accordingly. In spite of this, you need to be able to keep them interested and convince them
to buy insurance.
As you get better in making sales over the phone, you can use the confidence you have gained to get
better in other areas of your life insurance career.
3. Selling Insurance Over the Phone With Insurance Leads
Things to Remember When Calling Customers:
1. Be prompt in following up leads. Online leads are reliable sources of prospects, not to mention
convenient. If you are using online leads, expect that you are not the only one. You will be compet-
ing with an unknown number of agents who have the same list of prospects as you do, so it be-
comes a matter of who reaches a particular prospect first and who convinces him or her to buy in-
surance from them.
2. Follow the 3-second rule as soon as you make contact. Consumers have a notoriously short
attention span and, are more often than not, wary of people trying to sell them things over the
phone. You have about three seconds to convince the person at the other end to listen to your sales
pitch. You do this by personalizing your greeting, and differentiating yourself from telemarketers or
call center agents who have a fixed script. Consumers are more inclined to talk to you if they feel
that they are dealing with a real person, not someone delivering robotic dialogue.
3. Be sincere in meeting the needs of your prospective clients. Selling insurance is all about meet-
ing the needs of consumers to provide for the future. Make sure that you understand where your
customers are coming from. Find out what their insurance concerns are and do your best to address
them. Do not monopolize conversations or meetings. Communication is a two-way street, so solicit
feedback often.
4. Positive thinking is contagious. Many first time buyers need a little boost to get them to take the
step of actually getting an insurance policy. You will need to show them that there is really nothing to
be hesitant about in getting insurance, and that you will be there to provide great service.
5. Be knowledgeable. Be prepared to explain the details of the insurance products you are selling to
prospective clients. Consumers have taken the time to listen to your sales pitch, so make it count.
Consumers want to see competence. They need to feel that they can bring their insurance concerns
Get
20%
More Call (800)290-7226
or contact us at info@brokersalliance.com
Having a steady source of insurance leads is essential to any insurance agent. But leads merely repre-
sent opportunities, a foot in the door, so to speak. You still need to convince your prospects to buy insur-
ance from you. One of the most common and convenient ways to connect with prospective clients is by
calling them up.
Meeting with prospects in person is, by far, the best way to sell insurance, because both parties can in-
teract fully and make a better assessment of each other. On your part, you can adjust your sales pitch
depending on the verbal and non-verbal cues that you are getting from the person you talking to. On the
other hand, many consumers buy insurance based on how well their interaction with the agent goes. If
they feel that they can trust the agent with their money and are satisfied with the agent’s knowledge of
insurance products and recommendations, then a sale is almost always assured.
It may seem that using the phone to sell insurance has you at a significant disadvantage, but there are
ways to consistently close a sale using this method. Here are some guidelines:
4. Get
20%
More
to you and be confident that you can address them.
6. Know the difference between being aggressive and being pushy. There is nothing wrong in be-
ing an aggressive salesperson, if it means that you are prompt in following up leads and doing call-
backs. Making persistent calls to consumers who are not interested, however, is just being plain
pushy. Know when to back off. Give your prospects time to decide on your insurance offer, but do
not give deadlines. A negative or uncertain response after a couple of phone calls is a sign that you
should move on.
7. Be attentive. It is easy to multitask when talking to another person over the phone. However, pro-
spective clients need your full attention, and you should NEVER give the impression that you are
doing anything other than talking with them. If you want to be taken seriously, you should do your
prospects the courtesy of keeping your attention on them and not using the speakerphone, eating,
drinking or doing other activities that could be a distraction.
8. Do not call customers if there is a chance that they will be put on hold. It is important to set
aside a definite time period for making calls to prospects. Do not allow interruptions. Your prospect’s
time is important, and they are not inclined to wait if you put them on hold. In fact, putting them on
hold will most probably make them feel that their business is not as important as the matter that took
you away from the phone, and that creates a negative impression that may be difficult to recover
from.
9. Time your calls correctly. Use the information that you have on the prospect to decide on the most
favorable time to call. The customer may be on a different time zone or work shift. It is also not a
good idea to call too early or too late, since most people are not open to getting calls from insurance
agents during those times.
Things to Remember When Customers Call:
1. Get a note pad and keep it handy. Be prepared for customer calls. This includes having pen and
paper nearby, either beside the phone or somewhere on your desk, for writing down notes. You may
be able to use the information in your next phone conversation.
2. Professionalism is key. It doesn’t matter if you have been having a less then perfect day in the
office, or you’re currently taking a break. Customers rarely schedule their calls, so you should be
prepared for business when the phone rings. On the other hand, if you feel that you cannot do this
when a customer calls, just take note of the customer’s number and call back as soon as possible. If
your phone has a voice mail feature, turn it on.
3. Be a good listener. Not all customers have a clear idea of what they want in terms of insurance.
Even consumers who think they know can change their mind once they get more information. Your
job is to get them to express their concerns and ask questions, then address them one by one. An-
other thing to remember is to avoid interrupting customers while they are talking. It is a way of show-
ing that you respect what they have to say, and lets you have all and any information that could in-
fluence a sale.
4. Be an expert on your insurance products. You should know your insurance products inside and
out, so that you are able to give your customers the information that they need whenever they need
Call (800)290-7226
or contact us at info@brokersalliance.com
5. Get
20%
More
it. Consider the negative impression they will have if they see you having to do research on the spot
when they ask a question or ask for more details.
5. Find something in common with customers. Establishing a common interest or background is a
good way to start the ball rolling when contacting a prospect for the first time. From a consumer’s
point of view, it makes you less of a stranger and makes them more comfortable interacting with
you.
6. Make sure your customer understands what is involved. To establish trust, give your customer
information and do not give any reason for them to feel that you are hiding something. This makes
them more inclined to buy insurance from you. Be honest on what is involved when getting insur-
ance. This includes how insurance premiums are calculated and the mechanics of the insurance
plan they are getting or that you are recommending.
7. Explain the benefits of getting insurance from your company. Do not be shy in advertising your
company and what it does for its customers. This could be just what the prospective client needs to
hear to go ahead with the sale. Just make sure that you and your company follow through with the
promises.
Things to Remember If You Get a Customer’s Voicemail
1. Leave a message. Do not hang up without giving your name, agency, reason for calling and contact
information.
2. Give a good reason for them to call back. If you want a customer to call you back, make sure that
you give them a good reason to do so. You might say that you have an insurance product that will
provide future protection instead of just saying that you are selling insurance. If your lead information
includes the prospect's reason for getting insurance, cite that reason as a reason for calling back.
3. Make sure you mention you phone number at the beginning and at the end of the voicemail.
This technique helps customers recall your message more clearly, and make your message more
compelling.
4. Refrain from giving quotes in a voicemail. Giving out quotes without explaining the features of
insurance product or the mechanics of getting insurance gives an impression that you are only inter-
ested in making money, not in meeting the insurance needs of the customer.
5. Be natural. Be yourself when delivering a voice message. You will come across as confident and
easy to talk to, an advantage when doing business over the phone.
6. Keep your message under 25 seconds or less. Be straight to the point, and reserve your sales
pitch for when the customer is actually on the line. He or she will appreciate a short message,
whereas he or she may not have the patience to listen to a long one.
7. Help customers remember your message. Repeating your phone number at the beginning and
end of the voicemail is one way. You should also make sure that you speak clearly and naturally.
Call (800)290-7226
or contact us at info@brokersalliance.com
6. Get
20%
More
Try to convey in a few seconds that your customer’s business is important and that you have what it
takes to help them with their insurance concerns.
8. Time your calls. Leaving a voicemail message is more effective just before or after business hours,
about 6:45-8:00 AM or 4:30-6:30 PM. Customers may not be inclined to pick up the phone then, but
the time of your call tells them that their business is important for you to make contact without inter-
fering with their regular schedule.
9. Vary your messages. It is easy to be robotic when you’ve delivered the same voice message over
and over again. At the same time, it is difficult to personalize your message on the fly, especially
when doing several calls. It is best to have three to five “scripts” that you can alternate.
More Tips From Experienced Agents
You don’t have to keep reinventing the wheel. Learn from insurance agents who have been in the busi-
ness for a long time:
1. A smile works – even over the phone. A smile works, whether or not a customer can see you. Smil-
ing puts you into a positive and cheerful mood that manifests itself even over the phone through
your voice. This helps customers be at ease and makes them more receptive to your sales pitch.
2. Stand rather than sit. Try standing when you follow up on a lead. Not only does it help you deliver
your message more clearly, but it encourages you to move around and express more enthusiasm
and energy while talking to your customer. Such as actions come through your voice and can influ-
ence your customer’s attitude about getting insurance from you.
3. Names are important. By using your customer’s name in the conversation, it tells them that you are
aware of who you talking to as an individual. Too many times, agents feel that one customer is as
good as another, especially if they can’t see each other. Using the customer’s name in the conver-
sation helps keep their attention and makes them feel more involved in the discussion.
4. Indicate your presence with some “mhmm”’s and “ah”’s. A customer may become more talka-
tive during the session, and, while it is rude to interrupt them while they are talking, injecting some
“mhmm”’s and “ah”’s shows them you are still paying attention.
5. “No” is not the end. Most people are wary of salespeople and answer “No” by default. That is, until
they are convinced of the advantage of a product or service. You should not give up after an initial
response of “No”. You can ask permission to continue the conversation, and although you might get
some more “No”’s, there is still the chance that your customer will change his or her mind after see-
ing what you can do.
6. Use the customer’s language. Another technique to put other people at ease and make them
more comfortable doing business with you is to talk their language. This includes phrases or key-
words that the customer frequently uses, which you can find out if you listen carefully to the way he
or she talks.
Call (800)290-7226
or contact us at info@brokersalliance.com
7. Get
20%
More
Things to Remember When Doing Follow-Up Calls
Follow-ups are important. You may not be able to close a sale the first time you contact a prospect,
since most people would like a bit more time to decide on your insurance offer, but a follow up call may
just do the trick.
1. Use your notes. Using information collected during past conversations is a good way of letting the
customer know that you value their business and are serious in having good relations with them. It
shows that you remember what their needs are and are taking steps to address them.
2. Make your calls count. Your customers’ time in important, so do not call them unless you have a
good reason to do so. One good reason is when you have information that affects their insurance
quote or the insurance product that they are considering.
3. Avoid long conversations. Your client has other business to attend to, so keep your call short, pro-
fessional and to the point.
4. Use technology to manage leads. Free software for managing leads is available on the Internet. If
you dealing with a large number of prospective clients, a lead management system can help you
monitor the status of those leads and schedule follow-ups (either by email or phone).
5. Get a definite answer from your customer. As long as the customer has not said a definite “No”,
you still have a chance of making a sale. You should make follow-up calls to make sure that you are
covering all possible possibilities of a sale.
Finally, More Tips and Reminders
Confidence and enthusiasm for the insurance products you are selling can influence a prospect into
making a sale. Keep track of your competition and what they are selling. This way, you can make adjust-
ments to your sales pitch or to your insurance products to ensure that you are giving your customers the
best and the right offer.
Address your customers’ budget concerns. Show them how they can afford your insurance products and
the benefits they can get both from the policy and the company offering it to them. Solicit feedback and
questions often. Show your customers that you are interested in knowing their insurance concerns and
that you are willing and able to help.
End phone conversations on a positive note, even if there was no sale. Be helpful and keep your tone
and words polite and respectful. You want to leave consumers with a good impression, so that they re-
member you in the future when they are ready to buy insurance. They are also good sources of refer-
ences. Being a good insurance agent takes practice, and the best way to learn is through experience.
What works for one customer may not necessarily work for another. Feedback, both positive and nega-
tive, can help you improve your skills in selling insurance on the phone. And if you don’t succeed in clos-
ing a sale despite your best efforts, do not let it discourage you. Sometimes there are factors out of your
control that influences a consumer’s decision not to buy insurance.
By applying the tips and suggestions in this white paper consistently, we are confident that you will im-
prove your skills in selling insurance.
Call (800)290-7226
or contact us at info@brokersalliance.com