by Syndicated Insurance Resources | Oct 10, 2017
You’re at the finish line, it is the last few minutes of the “game,” and you’re ready to hit a touchdown. You’ve worked hard to get here. You’ve researched the cost of several quotes and presented options. Your client is reviewing your insurance proposal, and you’re eager for them to sign on the dotted line.
And suddenly, everything comes to a screeching halt.
Your client has objections is concerned about the costs of your proposal.
Here’s the good news… You haven’t lost the deal. Your client still has an interest in what you’re offering but simply needs additional information. Or maybe – like most people – your prospect is trying to see what kind of bargain or deal they can get from you.
Here are ways to navigate the conversation successfully:
Pause Before Responding. Silence does a couple of things. It allows you to collect your thoughts. And it provides an opportunity for your client to fill the dead space with words. This approach is tried and tested. Many people can’t stand the silence and will jump to fill the void by sharing things they may not have readily offered – just to fill the gap.
Ask About Other Concerns. If they don’t fill your brief pause of silence with additional thoughts, ask them “What else is of concern?” Their response not only gives you additional insight but it allows you to connect with your client on a deeper level by showing you care.
Summarize What You’ve Heard. Respond with phrases like “those are great points” or “I understand your concerns.” In doing so, you’re making them feel validated. Parrot back the objections they’ve stated. For example, if they say, “Can you give me a discount?” You’d respond with “I understand you’re concern about the rate. You’d like a discount?” Typically, the customer will tell you exactly what they need.
Showcase the Benefits. Remind the prospect about the value of what you’re offering and how it helps them meet their needs and goals. Focus on how much money your insurance quote will save them. Tell stories of how working with you for insurance coverage has helped other customers. Always be armed with testimonials and case studies that showcase the value received by others.
Tout Your Key Differentiators. Share with prospects what they get when they do business with you. Let them know about the tools you use to help them get the best quote options and the additional services you offer. (If you’re using Syndicated Insurance Resources free dashboard – you’re able to access more than 150 markets and 40+ unique offerings quickly. You can also offer HR Consulting services on demand, and much more.)
Want more ideas on how to respond to “It Costs Too Much?” Download our tip sheet.
by Syndicated Insurance Resources | Aug 29, 2017
Generating leads is key to your success in insurance. The more leads that come across your desk, the more you increase your chance of making a sale.
Let’s face it, getting a lead and converting it into a sale takes a lot of work. Being successful requires many steps from lead generation to fact-finding interviews to the quoting process to closing the deal. We’ll spend time covering each step in the process in future blog posts.
For now, let’s start at the beginning by exploring a few easy ways to generate leads that you may not have previously explored.
Here are five ways to generate leads you may want to check out:
- Ask Existing Clients: Reach out to your current list of customers. Tell them type of people you’d like them to introduce to you. Then ask to them make the introduction. It is that simple. Connect, define, ask. Send your client a handwritten thank you note. Be sure to include a gift card to Starbucks or something similar.
- Find Closing Agencies: Reach out to an agent who is retiring or changing careers. Ask them if you can buy their list from them. Make sure you give them a fair cash offer. Work the list by sending out handwritten introduction notes. If you’re pressed for time, you can send emails to the list but send the introduction emails one by one and make them personal and engaging.
- Revive Cold Leads: Use sales expert Jeff Shore’s 5+5+5 method. Send five handwritten notes to old leads. Reintroduce yourself, reconnect and let them know you’ll be calling to see how you can help each other. Wait five days and then call the people you sent the note to five days earlier. Repeat this process for five days. You’ll be surprised how many people say “I’m glad you called.”
- Upgrade Your Online Presence: Everything is online today. Make sure you have a professional website that makes it easy for people to understand what you offer and how to connect with you. Build a presence on LinkedIn and/or Facebook, too. Whatever you do, make sure you keep everything current and up-to-date.
- Register and Attend Our Webinar: We’re giving away ten free leads to every person who registers and attends our 30-minute “How To” webinar. Attending this webinar is a no-brainer because you learn how to use a FREE tool that automates your ACORDS and gets your quotes faster. The next webinar is Thursday, Aug. 31 at 2 p.m. ET. Learn more about the webinar. Sign up today!
by Syndicated Insurance Resources | Aug 15, 2017
You want to make sales, but you need to people to sell to first. You realize you need to connect with your prospects and let them know how you can help them.
You’ve tried cold calling, and that isn’t producing the results you desire. You want to try to do some marketing, but from what you’ve heard that takes a lot of money.
Marketing has never been a line item in your business ledger. Funds are tight, and you don’t know what to do. It sounds like doom and gloom.
Don’t despair. There’s always more than one way to skin a cat. There is much you can do if you’re patient, consistent and embrace creative ways to connect with others.
Increase Community Visibility. Your prospective customers spend time doing things in your community every day. The things they do are where you need to be visible. Change the old saying of “out of sight – out of mind” so you’re seen everywhere your customers hang out. Intentionally ensure your agency name is well known. The opportunities are endless for you to sponsor a 5K walk, a contest, or networking event. Offer to speak to local organizations like the Rotary or Kiwanis Clubs.
Be a Problem Solver. Regularly attend industry groups and meetings where you can talk to people, find out what their problems are, and offer ways to solve their challenges. Give away tips and resources—even if the insights have nothing to do with your business. By providing valuable information, you’re becoming memorable as a problem solver not a sales person to your prospective customers.
Write Industry-Specific Tips. Today’s newspapers and magazines are hungry for contributed content (articles you’ve already written.) Reach out to the editor of your local paper and offer to write a bi-weekly column that offers tips about all aspects of insurance. Draft a couple of sample columns you can share as ready-made content when you pitch the idea. If one editor doesn’t take it – keep reaching out until the right one bites. Use answerthepublic.com to find relevant content ideas.
by Syndicated Insurance Resources | Aug 8, 2017
“The squeaky wheel gets the grease.” “Shine your light so bright, and no one will need a telescope to see you.”
“Be the one to stand out in the crowd.” “You’ll never influence others by being like everyone else.”
You’ve heard these sayings. You know they are true. The bottom line is that those who work hard to set themselves apart stand out. But what if you could do that easily with just the click of a button?
Let me ask you… does your agency look like everyone else? Can your customers get the same insurance products from others? What makes you different? How do you stand out in a crowd?
In today’s competitive world there are many ways to differentiate your business. But how do you pick the ways that are right for you?
Syndicated Insurance Resources serves insurance brokers and agents across the nation. We make it easy for you to access more than 150 markets and 40 unique offerings for FREE. No strings attached – just free, automated quotes with higher than normal commissions.
And just recently, we kicked it up a notch by bringing you one more thing to help you stand out in a crowd. You can now offer your clients HR Consulting Services. Our HR Consulting dashboard can help you be more than a broker by offering more benefits to your clients than wannabe competitors.
You can learn more about these HR Consulting Services on our website.
Want to tap into this? Email us at [email protected] today to get the conversation started.
by Syndicated Insurance Resources | Jul 25, 2017
Generating quality leads for your insurance agency can be a daunting task. Some people find prospects easily, while others experience mediocre success or even failure. The bottom line is one must learn to prospect effectively or you won’t succeed.
The key to being successful is to establish a system with goals. There are many concepts about the best way to find prospects. If you’re not careful, you can jump from one thing to the next, not do any one correctly and be left without reaching your goals. Stop spinning your wheels.
One-size-fits-all does not apply to prospecting. Start by doing some research. Begin by collecting a bank of prospecting ideas. Keep adding to that list over time. Along the way, try out one or two of the ideas. Really apply yourself and get behind the concept so you can determine which prospecting tip works best for you.
Put the idea that didn’t generate much traffic in your parking lot to revisit and test at another time in the future. Move onto the next couple of ideas in your collection of tricks. Repeat the process of elimination until you’re left with a handful of solid prospecting methods that work well for you.
Turn your list of tested techniques into a routine. Remember it takes 21 days to build a habit. This concept applies to your new prospecting routine, too.
Schedule a set time to work on prospecting each week. You may block out an hour first thing in the morning every day. Or you may spend two hours every other day. Whatever works best for your schedule – make it an appointment on your calendar that you keep. Don’t move it for anyone.
Break the time up into set steps. For example, if you block out an hour – spend the first 20 minutes planning, the next 20-40 minutes can be spent actually making those calls, doing the social posts, sending out emails. The key is to establish a structure and routine so it becomes less cumbersome and flows.
Over time you may want to tweak what you do and how you do it. You may find that you can revisit that list of prospecting ideas to add a new one into your mix. The idea is intentionally set prospecting goals and follow-through.
Want a list of prospecting tips that might work for you? Click here to download our “Top Ten Prospecting Tips” printable PDF.
by Syndicated Insurance Resources | May 13, 2017
Prospecting for new clients is hard. According to industry studies by prospecting is the number one challenge faced by agents every year.
Creating and following a marketing plan that helps you target your prospective customers is sure to work. But what can you do when you don’t have the time or know-how to write or implement a marketing plan
Here are five quick tips that you may want to work into your offerings and/or daily routine.
Build a Referral Program: Be bold and ask your existing clients for referrals. Give them incentives for doing so. Consider giving a discount on your services or offering gift cards from Starbucks or Amazon for every referral that turns into a client. However you define the parameters, ensure your customers know how to participate and reap rewards.
Tap Into Your Network: Use tools like LinkedIn to connect with people you already know. See who they know that may be a prospective client for you. Be sure everyone in your network knows what you do and sees you as a trusted advisor. Once you’ve established rapport with your network relationships, ask them for introductions.
Create Appreciation Events: Everyone likes a free meal or drink. Hold Happy Hour events or dinners that you invite existing clients to as “thank you.” Ask them to bring a friend to the event with them. To ensure they bring prospects with them, make a contest to see which client can bring the most friends.
Send Handwritten Notes: Everything is digital these days. Stand out from the crowd by sending handwritten notes to leads that have gone cold. Reconnect with a brief note that you send to three-five people at least once a week. Wait 3-5 days and then call each person you sent a note to as a follow-up.
Participate in Local Organizations: Get involved and be seen. From your local Rotary Club chapter to the prominent non-profit organization in your community, if you’re actively involved you will become known and build relationships that lead to key introductions.
No matter how you approach it, prospecting for clients takes time and effort. Carve out time every day to methodically work on your prospecting plan. Over you time you will definitely reap the rewards.
