SMA (Senior Market Advisors) took a look behind the scenes to see how an insurance agent performs the daily tasks of door to door sales. There are many obstacles agent’s have to overcome when meeting with a potential client. With that in mind, there are a few things an agent will do to prepare for the sales process which will potentially lead to a sale. All agents prepare and use different tactics through the sales process. The purpose of this post is to help agents gain insight from others and to help critique their own methods.
Listed below are 7 secrets an insurance agent uses to generate a sale.
- Go slow. When pulling up to the potential client’s house one thing to keep in mind is to take your time and go slow. Even exit your car slowly, it will help set the pace for the conversation.
- Be friendly. Remember to smile, but not too much. An agent wants to come across as genuine, not fake.
- Keep in mind that you’re the expert. The agent’s job is to present the facts and educate the potential client.
- Control the meeting. If you see a kitchen table, say “Do you mind if we sit at the table?” or if you want to sit on the porch say that. The agent is not a burden to the potential client. They are lucky to have an expert meeting with them to help save them money. Start out by saying “This will only take about 20 minutes,” regardless of how long it takes. That way they know that you don’t plan on taking up too much of their time.
- Gain their trust. Don’t open the briefcase or offer anything printed. Only a blank notebook. Start off the conversation with a short introduction stating who you are, what you do for a living, and what the company does. Presenting this information will spark interest and lead to feedback. Then hand them your card and tell them “that’s my personal cell phone number.”
- Gauge your client. Are they disabled? Are they understanding at a 5th grade level? Are you in a hoarders house or a huge mansion? All of these people deserve the extra benefits; furthermore, if you can’t relate with them and meet them at their level, you will probably not be able to close the sale.
- Spark Interest. One Statement you can say to spark interest is “I don’t have anything in my briefcase that costs you money, but I am licensed to offer several programs that can save you money.” They may not believe you, and that’s okay just remind them that it will only take you a few minutes to explain. Then gauge their responsiveness, and if they do not seem interested don’t become pushy just bow out gracefully and move on to the next appointment.
To find more tips, keep a look out for SMA University which is coming soon!