3 Personal Qualities Your Insurance Prospects Should See
If you’re just starting out as an insurance agent — or if you’ve been at it a while and are less than impressed with the results — then it never hurts to brush up on your presentation. What are some things that you may be doing wrong to not connect with a customer? Is it something big like ignorance of your products, or something less obvious but equally important like how you come across personally to the prospect?
If you’re asking yourself these questions, then you’re definitely on the right path. Only through awareness can you grow in to a top producer. To help you hit the customer jackpot, we’ve put together a few things you may want to tweak in your approach. Consider these and see how you can make them work for you.
You might think that dress has no bearing on a customer’s willingness to buy, and while it may not be the only factor, you shouldn’t be quick to dismiss. After all, customers are only into the impersonal anonymity of the Internet when they’re shopping for insurance. When it comes to buying, they still want you, and that means you need some level of professionalism in the way you look. Customers want to be able to relate to you, but they also want to trust their future to someone who looks like they know what they’re doing.
Preparation and the ability to know what their questions are before they ask them
Even if you wear a three-piece suit to your business meeting with an insurance prospect, it won’t get you far unless you know the products you’re selling. And in order to make those products appealing to a prospect, you need to get inside the customer’s head and know all the questions they are most likely to ask you before they even have a chance to do so. This will project the aura of expertise that a customer desires in someone who will be handling policies that could potentially protect their families and their business in the event of a catastrophe. Prior to a meeting, try to put yourself in the shoes of the prospect and brainstorm a list of questions they are likely to ask given their economic class and personal background.
The ability to relate on a personal level
Part of the reason insurance agents have not gone away and are actually, in many cases, thriving despite the speed and convenience of the Internet is that customers still want someone overseeing their insurance products who can relate to them. Someone they can reach out to by phone or email or social media and cut through all the cold, impersonal automation within the industry. To be the person they trust, you need to be able to relate to them on more than just a business level. Find ways that you can stand out from the competition. Discover common ground by listening to the things that a prospect shares about their lives. Anything from the insurance-related to something personal. Then, see how you can naturally work that in to your interactions with the client. Think about doing business with people closer to your age and income level because it’s easier to relate to them. Also, look for commonalities like children, home ownership, and other areas where your lives may overlap.
While your personal qualities may not always land you a prospect, they will certainly teach you how you can reach someone where they are and get them to go from insurance lead to customer. Before you meet with your next lead, go over each of these areas and consider ways that you can improve or tweak your processes.