Gone are the days when the only way you could sell insurance was through face-to-face meetings with the potential client. Nowadays, anyone who wants to purchase insurance just has to look for agents or agencies in the area on Google and to make initial contact on the phone. This makes transactions faster. However, most clients don’t have much time to spend on the phone, so coming up with a quote is essential to close a deal quickly. Here are three things you could do to help you sell insurance on the phone.
1. Get a computer with dual monitors. It might seem like a trivial thing, but you need to have both your CRM and your quoting software on your screen at the same time if you don’t want any delays in giving a quote to a client. You may also have your underwriting guides open in one screen for quick, easy reference. That being said, you might want to invest in a VOIP phone system that allows you to make and receive calls using your computer to save time.
2. Establish your credibility. Now that you have all of the tools you need in front of you, you must use them to establish you role as a financial advisor. Trust is the most valuable currency in insurance transactions, especially since other agencies might offer a deal that costs far less than the figure you’re proposing. Whenever a prospect asks a question, try not to sound hurried or frazzled. Instead, maintain a calm, steady manner. You’re the expert here – you can control the flow of information and how it is perceived by the prospect.
3. Keep asking questions. You can’t just assume that prospects go for the lowest available quote. Many agents make the mistake of offering a very low monthly premium when the client actually wants the highest available level of protection. Ask your client what they really need and expect out of their insurance coverage. Only then would you be able to come up with a proposal that meets their requirements.
