How do you feel when somebody tries to close you? Doesn’t it kind of feel like the entire experience has been nothing more than transaction like once it’s over, the salesperson’s going to ride off into the sunset and that’s going to be it? In a retail transaction that might be OK, but if you’re trying to build a long-term relationship based insurance agency, you don’t want to sell in a way that makes your customer feel like they’re just a sale.
If you do approach your clients that way, you’re leaving incredible amounts of money on the table, and you’re losing out on great opportunities to make a difference in someone’s life. Why is that? You’ll never find out your client’s high-value needs if you’re too busy trying to close them on a low-value opportunity. So if you don’t want to leave your best opportunities on the table, you’ve got to stop selling and start serving.
Serving Your Clients Is A Way Of Life
I’ve had a chance to talk with hundreds of top insurance agents across the country and the agents who focus on understanding their client’s needs and serving them are without question the most successful. They cold call less. They do a lot more high-value business, and they have a much greater impact on the lives of their clientele. When I speak with these agents, the conversation always revolves around the individual client, and what they were able to do for the client or how devastated they were when they weren’t able to help somebody and something terrible happened.
These agents start every day thinking about their clients and their lives rather than thinking about their targets. The real proof of this approach, it can be seen when we reach out to talk to their clients to set review appointments. The appointment setting rates are always higher, and the clients are much friendlier to talk to. So if you want your agency to grow and thrive and you want to make more money and have more impact and more long-term satisfaction, serving your clients is the way to go.
So try that on and let us know how it works. And of course, we’re here to help.