Insurance Survival Kit: What You Need to Make the Sale
So you've contacted your lead and the prospect has agreed to sit down with you to discuss a possible business relationship. Have you thought about what to bring to the appointment?
Believe it or not, the tools you bring with you to an appointment can be a direct reflection on your abilities as an insurance professional.
To help you put your best foot forward and close each sale you pitch, we at InsureMe have identified the key tools every insurance agent should take with them. We've combined these tools to create: The Insurance Agent Survival Kit.
Survival Tool #1: Computer and Agency Software
Bringing a laptop and the proper rating software to your appointments is a vital component in selling a policy. By having the rating software on hand, you can "play" with coverage and deductible options and demonstrate what effect these variables will have on the prospect's premium.
Essentially, by bringing your laptop, you are bringing your office with you—allowing you to:
- Store the prospect's information
- Make notes for later reference
- Give the prospect accurate, real-time quotes.
The alternative—not bringing the appropriate software tools—can yield an "I'll have to get back to you on that" scenario, which will likely result in a lost sale.
Survival Tool #2: Literature
It's no surprise that most consumers don't enjoy being "talked at". By providing your prospect with brochures and fact sheets, the prospect will be able to follow the details of your products and visualize the benefits of your services.
Your willingness to present the prospect with the facts will also help to establish trust between you and the customer to build trust—a major component in closing sales.
Survival Tool #3: Policy Information and Applications
In addition to company literature, you'll also want to have the appropriate policy information and forms on hand. If all goes well during your sales pitch and the prospect agrees to buy a policy from you, you'll want to have the capability to begin the writing process on the spot.
And, while it may go without saying, bringing the appropriate writing utensils is also important to streamline the underwriting process. Most insurers require the use of black ink as it tends to show up better in photocopies.
Don't underestimate the power of forgetting these tools! While you may have gotten a "yes" out of the prospect, if you don't have the necessary materials to start the process, you'll give your competitors time to swoop in and nab the sale.
Survival Tool #4: Freebies
It's fair to say that almost everyone loves free stuff. Leave your new clients with interesting and useful promotional goods emblazoned with your company emblem to thank them for their business.
You may want to consider the following unique merchandise:
- Stress balls
- Sticky notepads
- Thermal mugs
- Golf tees
- Beverage koozies
- Key chains
Leaving your clients with promotional goods is a great way to show your appreciation and make your mark in their home—giving your clients easy access to your contact information.
For maximum effect, make sure to pair your freebies with a company folder in which to hold the client's policy details, company literature and your business card. Your organization will assure clients that they've made a good purchasing decision and that they will be well taken care of—which will be of great benefit come renewal time!
Start Closing Sales Today!
The Insurance Agent Survival Kit, paired with your sales skills and desire to succeed, can help you close more sales and open the door to referrals for years to come! And, for more information on bettering your business, read Insurance Agent Success Stories: Tips from the Pros and Tips for the Successful Insurance Agent!
This information was provided by InsureMe, the leader in online insurance leads for the insurance industry. Since 1993, InsureMe has helped thousands of insurance agents succeed in the insurance business by providing top quality leads that are both detailed and affordable. For more information on InsureMe leads, please visit our agent Web site at agent.insureme.com.
