When you’re first starting out as a licensed health insurance agent, you’re always on the lookout for suggestions from “the pros” on ideas to make your life easier. Below are seven of the “best of the best” ideas you might consider as you begin your new career in health insurance sales.
It seems obvious, but these days it seems “common sense” is a little less common. Dressing for success is important. If you look sharp, you’re more likely to be taken seriously. (And it won’t hurt your self-esteem either.)
Relate to your prospect or client
If you’re a millennial, and you’re meeting with millennial prospects or clients, use terms and language they will know and understand. On the other hand, if you’re younger, and you’re meeting with someone older, from another age group – say a baby boomer or Generation Xer born in the 1946 to 1976 period – you may want to be a bit less casual and more respectful. Many in this age group don’t want to hear it’s “not a problem” in response to their questions. Always focus on what you can do to help your prospects and clients, so they feel good about meeting and talking with you and putting their future financial security in your hands.
Find common ground
This is sort of an extension to relating to your client. Maybe you and your prospect are lifelong residents (or recent transplants) to your area. Perhaps you went to the same school. Maybe you like the same sports teams (or have the same disdain for the team that keeps leaving town and coming back). Ask about their kids or grandchildren. Maybe there’s a connection there you can build on.
Learn to market yourself
There are lots of individuals engaged in the sale of health insurance. What sets you apart from the others? Why should your clients buy from you? If you’re focused on a specific market niche (like tech companies), make sure your tech prospects know it. If you focus on small business, tell them.
Build on your “combined experience” in positioning yourself
Even if you’re a single-person shop, if you’re affiliated with a general agency that has years (or even decades) of experience, use that to your benefit. “I became licensed in 2017, but I’m working with the Word & Brown General Agency, which has been serving Californians since 1985. The team I work with has more than 75 years of combined insurance experience.”
Be enthusiastic, consistent, and persistent
Everyone appreciates someone who is enthusiastic about what they do. Former president Calvin Coolidge once said “Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent. The slogan ‘Press On!’ has solved – and always will solve – the problems of the human race.” If you’re persistent, your clients will like it and are more likely to do business with you.
Never forget you’re in sales
Your job is to match your client with the product or service that best fits their needs and budget. Be sure you’re always learning, so you know what’s new and what might be the answer to your next client’s question. While social media can help you boost your connections and enhance your online reputation, it won’t sell health insurance to your clients – that’s your job. If you do it well, it could be the beginning of a life-long relationship (and ongoing referrals).
Watch for more prospecting and sales tips in future columns on this site. Word & Brown wants to help you succeed – and we’re here to back you up in your service to your new and long-term clients.