Insurance Sales Tips

Out of the mouths of Babes: How are you Supporting your New Producers?

Myself and the rest of the Inbuzz team recently had the privilege of working with some young Producers with one of the industry’s top Producer training programs at Westfield Insurance Company’s TAPP Program.

While we were there to share our knowledge and experience teaching the fundamentals of Inbound Sales and Inbound Marketing we also were able to learn from them as well.  Most of these, new to the insurance industry, professionals needed some basics but they also all brought valuable life experience to the session we were involved with.

Some of our key takeaways from this session was that they are representative of modern consumers as well as embarking on a career in sales delivering a product and service to their modern consumers was how they buy, especially on larger purchases.

Finding Insurance Sales Opportunities with Trigger Events

There's nothing like a solution hitting your hands the moment you need it. It is like getting a discount on something you were going to buy anyways, or finding money in your car after leaving your wallet at home. 

With advertisements and constant sales calls people have become numb and hardened to the attempts of sales calls. But what if you could present your solution at the moment someone begins looking for the solution? 

With trigger events, you will be able to position your solution in real time as a need arises instead of making sales pitches with fingers crossed. 

In this article we are going to discuss how to use trigger events in insurance sales to fill your pipeline with quality prospects and how to get in the door at just the right time. 

If Sales Was Easy Everyone Would Be In Sales

A Sales Career is not for everyone. And it can really beat you up even if you are built to sell. But when you think about it everyone sells, in one way or another. Think about it, a doctor comes into the room and looks at your chart. After a few moments of review he says a simple “Hmm...” Already you are anxious and a little nervous and he schedules you for thousands of dollars in tests. You either take his word for it or get a second opinion.

Or you child says after a hot day of fun “I could really use a good ice cream cone” and often you know where the next stop is!

But with the ease of some sales situations we also come face to face with the real dilemma most sales people have with sales and that is getting in front of the right audience. Sales reps have struggled with this from the very beginning and even though how we sell has changed the pipeline is still the pipeline. So how do you or your company keep the pipeline full?

Selling Insurance Without Offering Quotes!?

The idea of “no more quotes”

About a year and half ago I sold my agency and now work for a very successful agency. I have a great deal of experience and saw myself as a student of the science of sales. But I have to admit the experience I have had over the past 18 months with this new agency has been eye opening. How the people I am working with sell is mind boggling. But in the end their method of client acquisition really makes so much sense.

Do Insurance Agents Need CRMs?

I do a lot of teaching each year and I often do some unofficial poling in my classes. I have asked recently “How many of you utilize a CRM?” More often than not there are very few hands raised. So my question to you is this; are you using a Client Relationship Manager (CRM) or are you acknowledging that you cannot really manage your sales (crm)?

Do you have a CRM or a crm!?

No matter how good you are at sales, you need a CRM to help you manage your sales process and client relationships. 

Navigating Today's Field Sales Culture - 3 Mobile CRM Must-haves

Field sales in today’s market looks very different then what it did years ago. Gone are the days of quietly strolling through neighborhoods knocking door-to door. Today’s field sales reps must battle multiple obstacles just to make their client visit on time. They are eating in their cars, making conference calls, setting appointments all while dealing with an incessant bombardment of texts and emails. Today’s field sales reps have become the ultimate multi-taskers.

In order to deal with this myriad of tasks, outside sales teams require the help of mobile sales management software to operate as a sort of swiss army knife. Now while a corkscrew or hoof cleaner might not be as necessary to field sales reps today as it was to their Swiss Army counterparts, the tool’s ease of use, robust design and great selection of features to tackle on the job problems (of which there are many for outside sales teams, as we shall now take a look at) make for a strong comparison with modern day mobile CRM.

Is your Insurance Agency (or Company) In A Race…To The Bottom?

We have almost 6,000 insurance carriers in the US. Over 2,500 are in the P&C market.

We also have over 35,000 agencies in statistics from two years ago. But to National Financial Partners Property & Casualty Insurance Services CEO Terrence Scali, that’s about 20,000 too many. Now I do not know if I agree with Scali completely on this but He does make some good points.

He feels that many agencies lack the level of professionalism needed to effectively service the needs of the consumer. Many agents are sale driven and not focused on the outcome; more focus is on the output.

I recently celebrated my 30th year as an independent insurance agent and was an agency owner for most of those 30 years. I sold my agency and have been affiliated with one of the top independent agencies in world. It has been an eye opener for me even with all of my experience prior to joining them. I had tried to do things that would set my agency apart from the competitors. Things that would be outside of the typical renewal review and I’ll send you a bill type of agent client relationship.

Digital Tools for Salespeople to Sell Effectively and Efficiently

As technology advances it changes how we sell. Over the past decade, we have experienced a lot of changes in the insurance industry and in the business world at large. People are buying different ways, companies are introducing digital only business transactions, marketing has become a large part of the consumer experience and so much more is happening. 

While agency owners and experts argue about the "correct" way to do business, I look at it this way. Technology is here, so let's take advantage of what we can in a way that's beneficial for us.  

I am not here to tell you your agency must sell this way or must adapt this strategy. The purpose of this blog is simple. To share tools that salespeople can adapt to their daily lives which will allow them to sell more effectively and efficiently.

How Insurance Agents can Brand themselves for the Competitive Advantage

What is your competitive advantage? Experience? Customer Service? Superior Knowledge? Great Markets? Great! Except all 500 of your closest competitors have those very same things. 

Believe it or not but your competitive advantage is you. 

Sure experience, knowledge, markets, etc. play a part in what makes you the agent you are, but all these equal, people are going to buy based on who they like and who they are comfortable with. People are going to buy based on the value of the experience. 

In order to win this battle and to outshine your competition, you will need to brand yourself. 

Don't worry, you do not need to be over the top or spend a lot of time and money branding yourself. The basics of branding which we will show you in this blog, are to help prospects get to know who you are and what to expect when buying from you. 

Determining What Is a Qualified Insurance Lead

...And the fight continues between marketing and sales!

When we were generating leads in our independent insurance agency one of the most common feedback items I got from my sales team was “Can’t we do a better job qualifying these leads?”

My first response was “That’s what you are for!”

My feeling was if we found a way to qualify leads the era of a sales person would be ending with their extinction. But they do have a point. Not everything that comes through your funnel is qualified. Some leads will never be and some will be, just not now.

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