Traditional insurance agents and advisors are always under pressure from their upline or manager, and it has created an attitude of I must sell today to hit my numbers. However, today’s highly successful reps never have to focus on the sales. Instead, they look at each prospect’s situation and, after a great fact find, determine how to help the person or family achieve their goals and/or solve a problem. Because they are helping—not selling—they have become some of the best producers in our industry.
2. Value, Not Price
Due to the ability to go online for auto, home, and term life insurance quotes, prospects are even more inclined to shop around, and you can’t stop them. However, these shoppers will likely run into a situation where they need to talk to someone, which is when they’ll realize, “Whoops, I don’t have a representative to go to bat for me!” Your solution should not be to search for shoppers, but focus on the value you bring to the table by being a professional with whom they can discuss their questions and concerns. Doing so also creates loyal customers unlike those shoppers who will just ship the next time they can get a $10 reduction on their premium elsewhere.
3.Follow-up and Service, Not Hit and Run
Don’t be one of the many insurance agents and advisors who sell a policy and disappear forever, never to service that client again. If you service and follow-up with your clients, you will not only create loyal lifelong customers, you will also reduce your prospecting costs. You will become referable and serve their families and friends for years to come.
4.Goals and Habits, Not Fly by the Seat of Your Pants
I have trained/coached hundreds of reps of which most wake up and just go with whatever happens with no intentions whatsoever. Do you want to be a six- or seven-figure insurance agent or advisor? Do yourself a favor, and plan your week in advance with specific blocks of times to accomplish everything you need to during the week.
5. Integrity and Positive Attitude, Not False Promises and Bad Attitude
Ethics and integrity will always win in the end. Period. The bottom line is to never let them waiver, and do what you say you will or don’t state that you will in the first place. It’s that simple. Call when you say you will call, show up when you say you will arrive. (By the way, this applies to all aspects of your life—not just your career.) Also, attitude is the first fundamental to success. Do you need a positive attitude to make money? Absolutely not, but I bet if you tried it, you would realize it makes everything about 20 times easier.
Between our team and the strategic partners we’ve joined forces with, PMG’s contracted agents and advisors get help and coaching in every aspect of their business, including goal setting, training, motivation, and more. If there’s an area you want to improve, let us know, and we’ll see how we can help. To make it easy, you can call 877-512-9287 or click here.
Submitted by: Dennis M. Postema, President & CEO of Postema Marketing Group, LLC
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Postema Marketing Group is a full-service Independent Marketing Organization (IMO) dedicated to providing world-class products and services to our clients. We have partnered with some of the strongest names in the insurance industry and proudly serve independent agents from coast to coast.
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