Four Tips for Mastering the Close

“Closing a sale” is an essential skill for any insurance agent. But, contrary to popular myth, you don’t have to use high-pressure sales techniques or manipulate your prospects into saying yes. Here are a few tips to closing the sale more consistently, without using tactics normally associated with the “smarmy salesperson” stereotype.

When You Can’t Compete on Price—How to Differentiate

Insurance agents don’t have any control over the premiums of the products they sell. The carrier sets the price, and many different agents might sell the same product in your area—at the same price. So how do you set yourself apart from your competitors? Here are a few tips.

Using Social Media to Collect Testimonials from Insurance Customers

Testimonials can be a very effective sales tool. Very few things appeal to prospects better than a list of happy customers—people so happy they’re willing to go on the record to recommend you. Of course, the more testimonials you have, the stronger your social proof will be—and you can’t leave that up to chance.

Should You Diversify Your Insurance Practice?

If you’re considering expanding your insurance practice to include new products, there are a few questions you should ask yourself first. Here are a few ways to determine whether expanding would be a good business decision.

Five Ideas for Effective Lead Nurturing

Blog, Sales, Leads

So you’ve got a promising prospect who tells you they’re interested in the insurance you sell—and asks you to keep in touch. Or maybe you’ve got a list of leads that you’re trying to build into an effective business. There are plenty of ways to nurture those leads toward a sale, but it helps to have a specific system. Here are a few tips.

Better Relationship Management: How to Up Your Game

Customer service is more than crucial to an insurance agent’s business. It’s also an important sales and customer retention strategy. Here are a few ways to manage your relationships with customers better—and give back in a way that keeps them around, even if they get a lower quote elsewhere.

Why Don’t People Buy Insurance? Understanding Your Customers’ Objections

Blog, Sales

Even if a prospect needs the type of insurance you sell—even if you can score them better coverage at a better price—that doesn’t mean they’ll be an easy sell. People have all kinds of reasons why they don’t want to buy insurance. Some of those reasons are due to misconceptions, but some are quite valid—and both need to be addressed. Here are just a few common objections you might face.

Get Smart About Networking: Tips for Success

Blog, Networking

No matter how much work you do on social media or how well-developed your website is, networking can still be of value to you—especially if you sell commercial lines of insurance, where your prospects are used to attending networking events and meeting the people they do business with in these venues. Still, networking isn’t a skill that comes easily to everyone—even seasoned insurance salespeople. Here are a few tips for those who want to get the most out of these events.

When Should You Say No to a Prospect?

Blog, Sales, Leads

It can be tough to say no to potential business—especially when you’re just getting your insurance practice off the ground. And it’s easy to get into a mindset where you believe saying no is a privilege reserved for the successful, or at least those with a stable business. But no matter whether you’re experienced in the industry or just starting out, it’s essential to know which are your ideal prospects—and which you should pass on. Here’s a list of who to say no to.

What Makes Good Customer Service?

Many insurance agents live and die by their customer service. It’s essential to take care of your customers—especially in the days of social media, where stories of customer service mishaps can spread quickly and turn into public relations nightmares. The good news is that stories of above-and-beyond service can travel just as quickly. Here are a few examples of what insurance agents should always try to provide when it comes to customer service.

Not Succeeding on Twitter? A Few Basic Tweaks to Boost Your Following

Twitter is growing in importance as a way for insurance agents to promote their businesses to customers. It can be a great tool, for a lot of reasons—for little or no cost, you can reach a very large audience quickly and easily.

However, Twitter and other social media platforms do have a cost—in time, if not in money. And it’s not unusual for insurance agents and others to struggle with getting a return on their social media investment that makes the time they spend worthwhile.

How Insurance Agents Can Respond to Negative Feedback on Social Media

As much as you may try to, it’s impossible to make everyone happy. No matter how great your response is or how dedicated to customer service you are, chances are a few of your customers are going to have complaints to make at some point.

In the past, a disgruntled customer would tell the people in his or her immediate circle—maybe five to twenty people, or more if they really feel wronged. Today, however, the megaphone is louder. Anyone can be heard over social media, and instead of reaching a handful of people, dissatisfied customers can reach thousands.

Five Ways Insurance Agents Can Use Video to Build an Online Audience.

If you’re looking for novel ways to reach customers online, video can be the way to go. Building your own YouTube channel, hosting videos on your website, and publicizing them via social media can all be great ways to get attention, attract new customers, and build awareness about the coverage you offer. Here are just a few ways you can use video to expand your insurance business.

Why Should Your Customers Insure Through an Agent? Top Reasons.

Working through an insurance agent used to be a lot more common. Today, it’s easy for customers to get immediate quotes online and purchase insurance directly from the companies that originate it. For insurance agents in many lines of business—especially in consumer-facing coverage—it can be more difficult than ever to persuade customers that your services aren’t just valuable, but necessary.

Should Insurance Agents Buy Lead Lists? Drawbacks and Benefits

Blog, Sales

Getting qualified leads is often not easy in the insurance industry. There are ranges of techniques for getting people to give you their contact information—while prequalifying themselves as interested in and ready to buy the type of insurance you sell. But the process of building a lucrative list from scratch can be difficult, and companies selling lists of instant leads can be very tempting. Here’s a look at things you should consider when deciding whether to buy a list for lead generation.

Insurance Agencies: Should You Hire a Marketing Firm? Pros and Cons

Blog, marketing

If you’re just getting started building your insurance agency, at some point you’ll face a crossroads: should you keep doing marketing and outreach on your own, hire someone internally, or outsource that work to professionals? Here’s a look at the benefits and drawbacks of these options.

Going it Alone

Four Fool-Proof Ideas For Getting to Know Your Customers

“Get to know your customers”—it’s the first piece of advice given to insurance agents and other business owners, either getting started or building up their businesses. To build a truly effective marketing campaign, you need to know exactly who is likely to buy the insurance you sell, why they buy it—and the reasons behind the reasons, the emotional triggers that, particularly in consumer insurance markets, can make the idea of buying so much more compelling.

How to Build a Fool-Proof System to Reward Referral Growth

Sometimes you get lucky with referrals. If you’re very good at what you do and provide great customer service, chances are you get lucky a lot. But even if this is the case, if you don’t have a specific process to encourage your customers to refer others to you, you’re leaving money on the table. Here are a few ideas to make referrals not just a matter of luck, but the result of a system that works.

Insurance Agents: Four Tips for Meeting Your New Years Resolutions

New Years resolutions are made to be broken. But they don’t have to be. If you’re both realistic about what you can accomplish and systematic about the steps you take, you’ll have a better chance of keeping the resolutions you set for your business. Here are a few tips for setting goals in the New Year that you can keep all year long.

Sharing the Holiday Cheer With Your Insurance Customers

It’s easy to get overwhelmed over the holidays. Between family celebrations and last-minute work obligations, it can be tough to find the time for what can feel like extra luxuries—such as finding ways to thank your customers at the end of the year. However, this can be a crucial opportunity to cement your relationship with them and ensure you get off on the right foot in the New Year.