Site loading image

eINDEPENDENT 10/26/2012

3 Insurance Sales Mistakes to Avoid

No matter who you are or how long you have been in the insurance business, you will make mistakes when it comes to insurance sales. The best learn from their mistakes though and improve upon them. To help avoid some mistakes altogether, here are three common insurance sales mistakes to watch out for.

  1. Acting on leads too slowly: So you’ve acquired some top notch insurance leads, whether from a reputable company or from satisfied clients. That’s a great start to making a sale. But you don’t want to sit too long on the leads while you tie up other loose ends. In that time, the leads, which are in need of insurance, can contact other providers and do their own research. By the time you get around to calling them they could have already given their business to someone else, someone they contacted. Rather than wait on the leads, contact them right away to get started on the potential client’s business. You may not finish up the deal right away, but at least the lead knows you are there to help them and won’t be looking around for their own business.
  2. Being too aggressive with an undecided lead: It’s good to be persuasive in your approach to insurance sales, but it’s possible to try too hard. If a client of yours is on the fence, being too pushy can easily scare them away and lose you their business. Instead, take the time to get to know your client and understand their needs. If they are taking longer than is normal on a decision, gently remind them that you are there to answer any questions you may have, and let them take their time. They’ll know that you’re still concerned about their needs and are more likely to realize that you care about what they want.
  3. Assuming everything is okay: You should never assume that your client is content with their insurance plan, even if everything seemed perfect when they first purchased it. Your client’s needs change, and it is not up to them to call you with problems. They may be too busy or don’t know what to ask. Instead, follow up with them on a regular basis to ensure everything is okay, even if it’s merely a quick phone call or email periodically.

There’s no crime in making mistakes as an insurance agent, but there is in making the same mistake twice. Learn from your mistakes and take our advice on common insurance sales mistakes and you can increase your chances of increasing your sales.