by tusharagg87 » Sat Jul 26, 2008 06:13 am
The most important trait in you that you need to become a good and successful insurance agent is your energy level. You might be amazed to read this but this thing is much more important and influential than all other factors like hard work and communication skills. Not even for a second in a day should your energy level should drop while you are on your duty. If you have a meeting with one of your prospects on a hot sunny day and you will be meeting him after a long journey, you should look as fresh as ever. Your potential customer should feel that you are attending him nicely. Listen to him very attentively and try to read his mind so that you can have some idea of what his weak points are. Once you get them, try to rotate the meeting around those points. Keep the energy level to the peak point and do not get annoyed or look disappointed if you fail to capitalize on the opportunity on the first time. Keep trying until he is ready to take your offer. Do this in such a manner so that your prospect should feel that you are not imposing anything on him and all talks are been done for his benefit only. Make him feel that his interest is important for you than your or your firm's interest.
GOOD LUCK
GOOD LUCK
Posted: Tue Apr 07, 2009 04:49 am Post Subject:
I agree that dedication is required everywhere to succeed. What I mean is that this insurance field is much tougher job than anyone else as it test your every skill in one time. You need to be confident and patient at the same time.
Posted: Tue Apr 07, 2009 04:54 am Post Subject:
Thats' right. It's very necessary for an insurance agent that the person must keep him/her regularly updated with the latest products. Because competition is increasing day by day. Customers have a huge list of options to choose from. So you must be able to convince the customer that your product is the best. To do that you must be aware of each & every aspect of your product.
Posted: Tue Apr 07, 2009 05:12 am Post Subject:
More than his her product, the insurance agent should try to gather and research on his next client's history. Find out where he works, what is his job, what are his hobbies. Do your homework and you will hit the bull's eye.
Posted: Tue Apr 07, 2009 06:02 am Post Subject:
Whoa! insurance agents do have a tough time getting leads and converting them into customers. Well sure it does require a lot of stamina, confidence, patience and a lot of other traits to become successful in this business. Each client is unique and have their own unique needs. A good agent must be able to identify the needs of the clients and sell him/her the right policy.
Knowledge about the product is also very important. If the agent doesn't know what he is selling. no one will buy. He needs to convince the client why the client should go for a policy he is trying to sell and only then will he be able to build up trust. But this has to be done with utmost honesty else like so many others he will also wash out from the business. I found a similar interesting discussion on our community. I'm sharing the link with all of you.
http://www.ampminsure.org/insuranceagents/challenges.html
Posted: Tue Apr 07, 2009 01:17 pm Post Subject:
Knowledge about the product is also very important. If the agent doesn't know what he is selling. no one will buy.
this is one of the basic things you need to know but it is the most important thing to know. i have experience but i am not the one who doesnt get to learn the product but my colleague. The customer is trying to know what the name of the food but.. he failed to answer because he doesnt know anything about the food he is serving. it can also be relate with this. if dont know the details and information about what you are offering then how can you identify the needs of the customer you are talking to.
Posted: Wed Apr 08, 2009 01:53 pm Post Subject:
Hi,
Do this in such a manner so that your prospect should feel that you are not imposing anything on him and all talks are been done for his benefit only.
Please don't pop up the cost factor till you've clarified all that he needs to know. Once done, please ask him politely whether he wishes to know anything else about your product or service. If you have any free-look period, mention it to your prospect and then only move towards the cost factor.
ArindamSenIndies
Posted: Thu Apr 09, 2009 07:27 am Post Subject:
That is right. Never start the discussion about the money your client have to pay until you are sure your client is interested in you and in the policies of your company.
First make him sure that he will not loose his money with you. You are the best option when it comes to investing his money.
Posted: Thu Apr 09, 2009 11:50 am Post Subject:
Hi, one more thing...ask him open-ended questions. This would give you an opportunity to identify his needs. You'd also be able to explain the key elements of your product or service that are in connection with his needs.
Got my point!
ArindamSenIndies
Posted: Thu Apr 09, 2009 01:02 pm Post Subject:
Thanks ArindamSenIndies..
It is a good technique of asking open ended question. You will come to know what is the most needed by your client and what you can expect to sell him.
Posted: Fri Apr 17, 2009 09:14 am Post Subject:
If you have any free-look period, mention it to your prospect and then only move towards the cost factor.
Many agents forget to mention small benefits or clauses in the policy when explaining it to the client. Later on when the client faces any problem related to that particular clause that the agent forgot to mention, the client loses some trust in the agent. They might feel that they have been deceived (although it might have been mentioned in the policy documents). So be well prepared when selling a policy.
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