7 Tips New Agents Should Know About Writing Applications
Congratulations! You’ve made it. You are now a licensed insurance agent. Not only that, but you landed your first appointment. So, what’s next? How do you seal the deal? Here at Empower Brokerage, we are dedicated to helping our agents in any way that we can. We hope to make writing applications easier.
1. Take Your Time and Relax
It can be difficult to relax, especially in the insurance business. However, remember this initial meeting is about learning your client. Find out their situation, write it all down, and don’t stress out. Tell them that you are going to take the information back to the office to ensure that you will set them up with the right plan. Then, schedule a follow-up appointment. The money is in gathering the information. The idea is to plant a seed to harvest later.
2. Do Your Research
When it’s time for the follow-up, make sure that you’ve done your research beforehand. It’s up to you to provide them with the best plan. Every person is different. Whether they need an HMO, a PPO, a hospital indemnity plan or anything else, be prepared. You are here to provide a solution to their problem.
3. Keep it Conversational
Keep the conversation flowing. Make sure you have good notes about the client from the original meeting. Ask them about how things are going. Small talk is important here. Show them that you want to build a relationship. Even if you are just going through the application questions, keep it conversational.
4. Go Through the Summary of Benefits
Remembering every single detail of an insurance plan is not easy to do. Regardless, you are required to go through the summary of benefits. Let this guide you. Read through it with them and make sure they fully understand all the details of the plan.
5. Use Double Affirmatives
A double affirmative is simply affirming a statement after you present it. For example, telling a client, “You are aware that Medicare pays for outpatient care, right?” This helps enforce the desired response by reaffirming your statements. Double affirmatives are an important skill for salespeople to develop and use every day.
6. Writing Applications: Start with Paper
For Medicare clients especially, start with paper applications and marketing materials. People enjoy tangible things. They like to feel and touch. Insurance can be difficult to sell because it is not a physical product. Paper gives tangibility to an intangible product.
7. Stay Focused
Selling insurance can be difficult and disappointing. Remember your purpose and why you started. A smart goal to set for yourself is to meet three new people every day. This will help get you into the habit of meeting people and presenting to them. Once you find a process and presentation that works for you, mass marketing it and seal the deal.
Need marketing materials? Have questions? Empower Brokerage is dedicated to helping you produce a fruitful 2019-2020 season. Whether it’s through webinar training, one-on-one calls, seminars, or marketing plans we want you to be successful. Give us a call if you have any questions 888-539-1633
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