In today’s world of direct writers, internet quotes and discount insurance companies, it is easy to get lost in hustle and bustle of being an insurance agent. We insurance agents, while not quite threatened by extinction, are becoming nothing more than glorified order takers.
Warren Buffet says that insurance is a commodity and price is main factor in market place. It seems that nowadays, lowest price wins, regardless of other factors. More and more people are turning to direct writers because they believe that 15 minutes and a catchy commercial with a dancing lizard can save them some money. Forget relationship, forget being able to actually see your insurance agent and forget you if you are $0.01 higher than "other" guy.
So how do we as insurance agents take a stand and be able take back some of our customers? How do we improve our close ratio? How do we change our customers’ attitudes about price to point that leaving you for a few dollars will never cross their mind? I can answer that question with one word: rapport. Rapport is a funny thing, it makes you memorable, it makes you likable and most importantly it makes you human. So how do we build rapport with potential or existing clients? In this article we will discuss how to hit ground running with rapport, how to build it from word go. I will show you how to make more sales, improve your close ratio, learn more about your clients and have fun while doing it.
Next time you get chance call around to some of competition in your area and ask for a quote. Listen and learn to how they interact with you. Do you like person you talk to? Would you buy from them? What made them good or bad at making a connection with you? Take notes about what you liked and what you didn't. Incorporate these ideas into your sales strategy and watch your sales increase.
Below I have three examples of how I have heard insurance agents talk to potential customers on their initial phone call. Keep in mind that I have not written any responses from client since, in this example, only what agents say is important. I will use following scenario for an example:
Jill, a single mother of two, believes she is paying too much for her insurance and goes online to HometownQuotes.com and requests a free quote. She gets a call from three agents that are near her home.
Agent 1: Hi Jill. This is Tom from Big Insurance Company calling about your request for insurance. I wanted to follow up with you to verify some of this information with you and ask you a few additional questions. I will get this worked up and give you a call back.
Tom has done a nice job of being polite if he has best price in town he might be agent that Jill ends up using.
Agent 2: Hi, Jill, This is Nancy with Gigantic Insurance Company. I saw where you wanted a home insurance quote. Do you have a second? What is going on with you current insurance company? What are some things you like about your current company? What are some things that you don't like? Alright, thanks for your time, I will call you back shortly.