Get to Know Your Client
Instead of trying to sell the client the most expensive policy possible, take the time to learn about the client’s clear needs and concerns before beginning the sales presentation. It’s important to review the client’s specific desires about insurance to strengthen their trust in you. If a customer believes in you, you’ve already accomplished a lot.
Perform a Needs Analysis
Spend time getting to know your customers’ goals so you can present the best insurance solutions for their situations. The next step is to do a requirements analysis to figure out how much health or life insurance your customer needs. For a life needs formula, the steps are:
- Calculate obligations: Obligations = annual salary + mortgage amount + other debts + future demands (such as funeral and college expenses).
- Next, subtract liquid assets like current savings, any current life insurance, and college funds.
Every consumer has a different scenario for health insurance, and it is crucial to comprehend that situation. You may rapidly determine what your customer’s main demands are by doing a needs analysis with them to determine what your customer values most. You can ask questions to determine which benefits you can include in this person’s or their family’s health plan.
- Would high deductible health plans be preferable?
- Which medical professionals and facilities should be part of the network?
- Are there any medications that, to maintain affordability, should be covered at a lower tier?
- Is your client a frequent traveler?
- Does your client worry about receiving recommendations to see a specialist?
Once your customers see that you’re invested in their future, they will likely acquire health insurance from you.
Offer a Solution to a Problem
People frequently confide in you regarding worries for their family’s health and financial security. You are in a position to help with their issues. Selling health and life insurance enables you to hone your problem-solving skills.
Know What You Sell
You can’t make a convincing case for life and health insurance policies if you don’t know much about them. Consider all policy choices carefully, and be ready to answer your customer’s concerns. For instance, be well-versed in the nuances of term and permanent life insurance, as well as the benefits and drawbacks of each, when making a life insurance sales presentation.
You can also discuss the prices and benefits of term and permanent life insurance. Term life insurance is the cheapest option, while the more costly permanent life insurance offers monetary value. In addition, you can encourage young couples to get life insurance while they are both healthy and can take advantage of lower premiums.
At Claro, we try to create a culture of openness and professional success for our agents. We believe in giving our agents the tools they need to succeed. We are passionate about sharing our industry knowledge with our agent partners to provide unique skills and growth opportunities.
