Gone are the days of smooth talking salesman that have no real product knowledge. Sure, sales skills definitely still matter and there are still salespeople out there that have little industry knowledge and succeed with their wits and good looks, but those agents are becoming less and less successful with time. These days anyone can find the information they need online and can fact check statements in a matter of seconds. Anyone can purchase the same products you offer from the convenience of their recliner. At the same time agents are seeing some of the lowest health insurance commission rates ever. With that in mind, here are 5 things you can do to set yourself apart from other agents and the internet.
Create a Referral Strategy
Yes, referrals are king in insurance product sales. This is something that hasn’t changed, and it most likely never will. A successful health insurance agent (or any other type of insurance) looks at every new sale with the aim of building each customer into a referral source and then figures out a way to meet that goal by offering each customer great service. You should always have a process of receiving and asking for a referral and building a motivation program that creates customer participation.
Know Your Business
Being up-to-date on industry news and markets is not an option when it comes to being an insurance agent that is successful. Become knowledgeable on a benefit that other people in your market don’t bother to research. Educate yourself on changes in the industry and consider getting a designation for yourself, like a CLU.
Agents should be thinking about how to make sure they enjoy success in the future as much as they concern themselves with today’s business and success. What was your business model when you began? Was your goal to be small and create a boutique brokerage, or did you want to make a big impact in the industry? It is all about understanding what your strategy is and the method that you can create to reach your ideal goals. One of the keys to success is to have a development plan for both short and long-term goals.
Everybody Knows You’re an Insurance Agent
An agent that is truly committed makes it known what they do. They craft the perfect elevator pitch and can tell everyone they meet and anyone that will listen about their business. A successful agent understands that you never know who may become a consumer. A conversation at a checkout line can turn in to a sale. The greater amount of people you tell about your business, the more effective you’ll be.
Get a Good General Agent
Find a Good General Agent, it might seem that all BGAs are manufactured equally. And it’s true they all essentially perform similar basic functions, but the levels of service and expertise can differ greatly with BGA’s. You want a BGA that represents many of the top health insurance companies. This can instantly expand your profile of carriers to help you offer your clients a number of versatile choices. Then determine whether the BGA employs people who have high-level experience. What length of time have they been in the industry? Do they specialize? Just how do their specialties relate to mine? Many of these questions can help you create a checklist to make certain that you contract with the proper BGA for you personally.
Like many things in life, you get out of it what you put into it. Being a successful health insurance agent isn’t always an easy task. But focusing on component parts that lead to success produces a workable way of enhancing your set of skills and being successful in your business.