By leading insurance agents sales teams for almost two decades, I am always puzzled by insurance agents that struggle to set appointments. They all seem to know what to do. They are just too afraid to do it. Maybe too afraid of what people might think (oh if you only knew what they think, so what). You must ask yourself, are you a secret agent? Does everyone you come into contact with know what you do or do you keep it a secret? It never fails to amaze me, when one of my insurance team members comes to me to tell me about how this person they know just bought life insurance from another insurance agent. When the agent asks the prospect why didn’t you tell me you were in the market for life insurance? The response is always I didn’t know you sold life insurance. Hence your a secret agent and not the 007 kind.
DON’T BE A SECRET AGENT! Be proud and passionate about what you do. You are there to help people, protect lives, educate children, protect financial well being and protect property. EVERYONE you know and that knows you and trusts you should know that. They also need to be reminded from time to time. I don’t mean cram your profession down their throat daily or weekly. I mean subtly touch base through different mediums.
Let’s explore how to touch your prospects in a subtle way. Social media is a great reminder if you don’t overdo it. Meaning every Facebook post can’t be about your insurance product or service. You will start to lose FB friends if you are not careful. But you can stagger some stories in between your personal posts about how you were able to help a client with “X” insurance product. Remember to stay in general terms, no one wants the HIPAA police after them. The same is true with LinkedIn and Twitter. Just a quick story about how you helped someone with your insurance product or service. People relate to stories. Stories translate into great marketing. Sending out an occasional email or an E Newsletter is also very effective in staying in touch with people you know. Lastly, sending out an occasional postcard or thank you card can go a long way. Just to say thank you for being my client or for being my friend. You want to stay on their mind when the time is right to make their next insurance purchase from you. You cannot afford for someone you know to tell you, I didn’t know you sold insurance. Don’t be a secret agent unless you can be James Bond!
“It will work. I am a marketing genius.” Paris Hilton
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Tim Wilhoit is owner/principal of Your Friend 4 Life Insurance Agency in Nashville, TN. He is a family man, father of 3, entrepreneur, insurance agent, life insurance broker, salesman, sales trainer, recruiter, public speaker, blogger and team leader with over 25 years of experience in sales and marketing in the insurance and beverage industries.