Know your client's claim needs
Don’t be afraid to ask tough questions to your prospect, making them think critically and differently about their situation. Here are some of the questions I ask to better understand a prospect’s buying personality:
- Do you think insurance covers the whole cost of an accident?
- What does it cost the company in lost time when management needs to respond to an accident?
- How about the cost of lost production as employees and supervisors respond to an accident?
Experts estimate insurance covers approximately 50-70 percent of the hard and soft costs associated with an accident. The best way to save money on the cost of recovering from claims is to not have them in the first place. Instead of looking for the cheapest insurance, teach your prospects to look for an agent and carrier that trains them on avoiding claims from the beginning.
Art Seifert, Glatfelter Program Managers
Arthur is a fitness enthusiast, a grandfather, philosopher and possessor of a wretched wit.
The real you is who your clients and prospects will connect with. Forget about perfect professionalism and get real to get better results.
One of the best ways to find a new source of premium is to find a new industry to specialize in. But finding the right fit for each agent can be tricky.
Use these 4 simple steps to turn your current clients into your agency's best advertisers. If clients are happy, they will happily win you new business.