Newtown Sq, PA -- (SBWIRE) -- 04/09/2019 -- No one is going to suggest that selling insurance is a snap. However, successful selling does mean having a process to follow.
Selling insurance and doing well at it involves a process that begins by targeting a potential client, either through self-sourced leads or as a result of buying leads from a lead generation company, and following up in an appropriate manner right through to the sale. "Having a process to approach your sales goals means having a step-by-step approach that always works for you," said Clelland Green, RHU, CEO benepath.net.
One of the most important steps in the process is preparation. This involves getting to know as much as possible about the needs of the person or family that is interested in buying health insurance. Make detailed noted about what products may suit their needs and be prepared with some possible quotes before an appointment. The more an agent knows about a prospective client, the greater the rapport and the greater the rapport, the higher the chances of a sale.
Try to always meet a possible client on their turf because sitting down with someone to talk insurance needs is a very personal way to conduct business. It allows the other parties to get to know you, hear what you have to say, listen closely and ask immediate questions. Also, remember to ask if they have existing policies and whether or not they are open to having those reviewed. "The process of comparing and contrasting policies is often very effective," added Green.
Walking into a pre-determined meeting according to a schedule is good etiquette, but there needs to be more to the meeting than just sitting down and opening a folder with insurance information in it. All meetings, whether formal or informal, need an agenda to follow to keep discussions on track.
The most important item on that agenda is also discussing and discovering what the individuals needs and priorities are when it comes to insurance. "Listen closely and you'll discover a wealth of information that can help you choose a policy that may suit a potential client's needs and budget," Green said.
Selling insurance can be a very rewarding career and if there is a process followed to make sales consistently, the chances of success are even greater.
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