Starting your own agency is exciting. You can’t wait to get out there and let the world know that you are here. You can’t wait to start finding clients and inviting them to be a part of your vision for your new agency. Unfortunately, our excitement sometimes causes us to make mistakes, particularly when it comes to sales.
Regardless of why you became an independent agent, we all know that sales are the core of your business. If you can’t sell insurance, it doesn’t matter how big your heart is or how much passion you have for the industry. Selling is, and always should be, your number one priority. But, there’s a right way and a wrong way, so take care to avoid these rookie sales mistakes when you first start out, or when you are trying to get a new agency up and running.
Don’t oversell yourself
The first major mistake for first timer agents and new agency owners is to oversell or talk too much during a sales pitch. It can be hard not to, but you need to resist the temptation to share your story, vision, or passion with each potential client. If they are interested in hearing about your philosophy on the insurance industry and why they should buy from you, then by all means, tell them all about it. But, if you’re trying to sell insurance, stick to the important details about why they need the insurance, and not why you decided to become an independent agent.
Listen to your client
Talking too much also means that you are not listening to your client. If you jump right to the types of insurance available without asking the client what they are looking for or getting some insights into their life and situation, then you are only going to scare them away. A sales pitch should begin with you getting as much information from your client as possible before you offer them solutions.
Follow up on each meeting
Perhaps the biggest mistake we make, even seasoned insurance veterans, is to forget to follow up on a call or a meeting. You’re going to have to juggle a lot of responsibility when you become an independent agent, but it is imperative to your success that you follow up with clients. Remember: you’re not the only one who is busy – your clients are, too, but they’re not going to go out of their way to chase you down after the initial meeting. Sometimes, the choice between one agent or another comes down to which one is more accessible. Be the more accessible agent; make it easy for clients to choose your agency by reaching out and following up on each conversation.
Affordable American Insurance provides a turn-key business model for a captive insurance agency to transition to the independent world; or for an existing independent agency, a platform to increased carrier representation and revenue while removing carrier production requirements.
Our specialization on personalized customer service makes us one of the fastest growing independent insurance brokers in Colorado, Utah, and Arizona.