How To: Outsell Other Insurance Agents

Price shouldn’t be your top selling point! Use these other tips to sell the value of your policies.

New salespeople always want to know what discounts they can offer. After all, it’s a lot easier to outsell the guy next to you if you can offer the same product at a better price. The problem with that logic, though, is that someone will always come along with a better deal. How do you sell your insurance policies even when you can’t offer bargain basement pricing? Here are a few tips to help you articulate the true value of your products.

• Show Your Difference. People tend to think of insurance as confusing and boring. If you can show that buying a policy with you takes the guesswork and hassle out of getting insured, you’ll land clients left and right! A great way to show that you’re easy to work with is to ask about your prospect’s communication preferences. Some people only want a short email, while others will want a regular, lengthy, in-person policy review. Similarly, discuss your claims handling processes. If you can show prospects you’ll make their lives easy if they need to file a claim, they’ll have a reason to choose you over your competitor – even if you cost a little more.
• Ask Away. Oftentimes, a prospect will tell you what they’re looking for as long as you’ll listen. Ask about their last claims experience. Ask what’s important to them in a policy. Ask why they bought the item they want to insure. Their answers can help you hone in on what matters to them, so that you can show you care about it, too.
• Lend a Hand. Show your client that although price isn’t your only selling point, you know it’s important to them. Inform prospects about discounts for which they might qualify, and how you can help them get those discounts this year.

These are just a few tips to help you thrive professionally in the new year. Would you like more advice to take your insurance agency to the next level? Contact Mike Stromsoe’s Unstoppable Profit Producer Program for tips and help on how you can generate new income for your business.