The common dilemma faced by many insurance brokers and agents is how to develop or devise ways and means to outdo competition and secure the maximum commission on the sales of life insurance, short-term health insurance, car insurance or any other cover. The earnings of an agent depend more on the commissions earned per sale, than the fixed basic salary. This package generates competition. The need to become an expert in the field and an ability to convert every query into a sale has enabled many predecessors achieve success. The trick lies in selling from the client’s perspective and identifying his specific need.
The Importance of Training
Dedicated training to sell insurance, enables the trainee to follow in the footsteps of the pros. The workshops and online and offline training sessions highlight agent success stories and tried and tested practices. The training involved is directed towards developing four major areas. These are experience, goal setting, extensive marketing, and consistent upgrades on information and trends. These four areas have been researched and experts have reached the conclusion that they are the most beneficial to professional success.
Training empowers a salesman to benefit from the experience of others, even if it means relating to other areas of the business. The experience of seniors and peers in marketing, increasing productivity, and public relations, if understood and emulated in the right spirit, teaches integrated lessons in sales practices. It is designed to provide guidance to the sales personnel of various companies on how to enhance industry experience by applying available knowledge. This process enables the fresher to create a list of the skills and abilities, and fit them into the niche of insurance sales.
This form of training also benefits the salesman by helping him to understand the ever evolving industry, from insurance law to consumer preferences. It also helps the sales personnel to identify ways and means of staying abreast of latest developments and trends. The resources that enable the salesperson to remain updated on industry news and additional certification are provided within the training. It is designed to help the salesman become proactive and make investments in industry newsletters and magazines and related industry events.
The proven fact remains that top insurance agents never rely on luck to get noticed. Training empowers the fresher to employ multiple tactics like organizing the distribution of pamphlets and even cold calling. They are taught how to access freebies like coffee mugs and calendars, without incurring whooping promotional costs. They are also taught how to use international information to zone in on related sectors of the local market.
The candidates are given hands on training on how to set up kiosks and design promotional gifts and kits. They also practice for dedicated radio spots, a cheaper alternative to advertising on television. The trainees are equipped to test all areas of promotional advertising, to adjust adopted methods to fit current trends.
This process also involves goal setting. The training provided by experts in the field provides the agents the mental make up to identify long and short-term goals. The goals are as simple as talking to at least 10 non-clients every day, social, goodwill calls to at least two existing clients every week or fortnight, and update the compiled list of prospects daily. The aim is to increase the ability to improve closing ratios and subsequently increase sale commissions.
- Always think like a professional. Generate a visual stimulation to cross out goals accomplished and set new ones to get an added sense of achievement.
- Never give up on drive and the commitment to succeed. It is only through hard work and perseverance that the rewards will outweigh the challenges.
- Make every effort to build lasting client relationships. Never hesitate to ask for reference letters from current clients.
- Learn and re-learn cold calling. Research to learn what works with clients and what it is about cold calling that puts them off.
- Never give up on a lead. Follow every query and allow your knowledge of the product to be highlighted in every interaction.
There are many resources that provide dedicated training. It enables old hands and the new ones to remain in sync with the market forces and get better with client support.