7 WAYS TO BECOME A TOP INSURANCE BROKER
  
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7 WAYS TO BECOME A TOP INSURANCE BROKER



Published On: June 15, 2014, by Neat Buzz, Susan Adams, New Jersey
Tag: Insurance, Broker , Rating: 4.5

GENERAL CATEGORY
 
         
 

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7 WAYS TO BECOME A TOP INSURANCE BROKER  | NEATBUZZ.COM



1

 

BE PASSIONATE ABOUT YOUR CLIENTS` INTERESTS

 

Gather information on your key clients interests or spheres of influence, i.e. hobbies like golf, art, fishing or skiing. Utilize Google Alerts to pass on timely and relevant information. It`s a great way to keep in touch, create a value added service and, best of all, it`s free.

You can send clients a note along the lines of, "Hi, I thought you might enjoy the attached article. I hope you have a great weekend Regards, Broker X."

7 WAYS TO BECOME A TOP INSURANCE BROKER
  

2

 

PASSIVE REFERRALS

 

The best way to get passive referrals (asking) and active referrals (not asking) is by delivering on service. Most brokers/agents and salespeople, in my estimation, give lousy service. When was the last time you heard from the person who sold you a car?

Send a thank you letter or email after every meeting.
Give updates every 10-14 days on pending cases.
Give a small gift with every policy, like a lottery ticket, promotional pen, Starbucks gift certificate, or movie passes for larger sales.
Follow-up one month after the sale to see how things are going.
Touch base, call or email every 3-6 months to let them know about new plans.
Give a birthday call, "Hi, it`s...calling, I just wanted to wish you a happy birthday. I`ll keep in touch."

It`s worth it; 99% of brokers aren`t doing this!

7 WAYS TO BECOME A TOP INSURANCE BROKER
  

3

 

DETERMINE YOUR HOURLY RATE

 

Finding out your hourly rate is the first step in taking your business to the next level. The formula is simple, average weekly income, divided by the number of hours spent on work-related activties. This will help determine which activities are more profitable to delegate.

7 WAYS TO BECOME A TOP INSURANCE BROKER
  

4

 

ASSUMPTION CLOSE

 

Many perspective clients are indecisive. Closing techniques should not be thought of as tricks, but as an aid to help people take action. The Assumption Close is a great way to get your client to act on his/her need.

How it works: If you and your perspective client have narrowed down the process to one particular plan, you can get him/her to agree to the sale without directly asking for their business. You "Assume" the Sale i.e. "Would you like to pay on an annual or monthly basis?" and "I just need to confirm some details, can you give me your doctor`s name and address again?"

7 WAYS TO BECOME A TOP INSURANCE BROKER
  

5

 

BUILD ALLIANCES

 

Alliances will translate into more new business and build a fence around your existing clients. The best way to build a good alliance is to find out how you can help your partnering professional grow his/her business. If you`re sucessful, they will return the favour.

7 WAYS TO BECOME A TOP INSURANCE BROKER
  

6

 

ALWAYS GET MULTIPLE CONTACT NUMBERS AND E-MAIL ADDRESSES

 

This will increase the probability you will be able to contact your prospect/client in the future. With only a home phone number, contacting someone during the day can be virtually impossible.

"Is there a number that`s best to reach you at during the day?"

Having multiple e-mail addresses and phone numbers increases your productivity during the daytime hours.

7 WAYS TO BECOME A TOP INSURANCE BROKER
  
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7

 

MINIMIZE THE AMOUNT OF NEWS YOU READ, WATCH AND LISTEN TO

 

Bad news sells, but it also has a tangible effect on our attitudes. People can sense your attitude when you sell. If you`re a pessimistic, unhappy or cynical, people can feel that and are less likely to buy from you. Bad news can cause these negative feelings.

7 WAYS TO BECOME A TOP INSURANCE BROKER
  


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