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MorePolicies.com>> Marketing Tips for Insurance Agents and Agencies

five tips to become a top producer

A little explanation...

1. Answer Your Phone.
   Prospects hang up on annoying phone systems and answering machines.  It they wanted this hassle they'd call 800#s for insurance.  Prospects call agents so they can deal with people.  You spent the time and money to get that phone to ring--answer it.
2. Use Everyday Language.
   Ever notice how the best doctors can explain a medical procedure in simple terms?  Yes, you want clients to view you as an "expert" on insurance; but novices seem to think this means using industry jargon.  A simple story or analogy can go a long way in explaining insurance concepts.  Plus, you, as a local agent, can go one step better--you can localize the stories you tell. 
   
3. You Sell, Staff Services.
   Time is money, so let you staff handle servicing your clients.  If you are sitting there changing autos - you're not marketing.  You need to be able to meet and greet new prospects daily and that's not gonna happen if you're sitting in the office servicing the existing client base.  Does this mean you ignore your clients?  Of course not; but remember you're the architect guiding them, let your staff perform the routine maintenance.
4. Market.  Measure.  Repeat.
   It is 100% impossible to capture every piece of marketing information, but it is 100% wasteful not to try.  The environment you market in is always shifting - marketing methods and media, your client base, your prospect base, yourself.  Start small, be consistent, and continually measure your success and failures.  Over time you will begin to recognize patterns in the data you collected--but only if you collect it.
   
5. Sell Anybody Within 5 Feet.
   If you are a new agent make sure people around you know that you are now selling insurance.  People who care about your well-being will help you succeed.  If you are out to a casual lunch with a friend who is also a client for the past ten years, are you selling her?  Maybe, but more likely you are preparing her and you for the next sale.  You're subtly planting little seeds, and sprinkling the conversation with a few probing questions about her family and work and future plans to help you understand how to best meet her needs in the future.