Find out how to best sell insurance based on value instead of the dollar amount.
Almost anyone can sell insurance on price alone. However, when it comes to educating the public about the value of insurance, many agents struggle. A professional insurance salesperson must be able to connect with prospects and help them understand why insurance is so valuable. It helps to convince them to purchase higher than the state minimum limits. Even though many customers will look at the bottom dollar figure before agreeing to a policy, there are some easy ways to sell insurance based on value.
Talk about claims. When shoppers come to you for a quote, they’re only focused on one thing – the price. It’s your job to make them recognize the fact that they’re making a decision about more than just their outgoing monthly premium. Explain the claims process and how your agency helps guide customers through it as smoothly as possible. Find ways to talk about claims, as it’s the best way to get people thinking outside the price box.
Educate your prospects. No matter what your potential customers tell you, most of them don’t understand how insurance works. If you can explain it to them politely, you’re already providing an incredible amount of value. Clients like to work with professionals. Take the time to make them feel comfortable about their policy, defining terminology and industry-based terms.
Ask about communication preferences. During your sales conversation, ask your prospect how they like to communicate with companies. Once you understand whether they prefer emails, calls, face-to-face meetings, or text messages, you can frame the benefits of your agency around that. Make sure your prospect knows that you’ll be there to communicate with them in the way that fits their life.
Whether you’re a seasoned pro or just starting out in the industry, Advantage Partners Network is here to help. With top commissions, competitive carriers, profit sharing, and 100 percent agent ownership, we help your agency achieve greater success. Get started by joining Advantage Partners Network! For more information, give us a call today.