Much has changed in 50 years when it comes to sales techniques and ways to prospect and close sales. The Internet has certainly made the way that people shop for insurance much different. 50 years ago, you would have to search for a local agent or broker to get the insurance that you need. Today, there are many online companies that are using some cleaver marketing tactics to get your business. While this may work in the short term, it's no match for the personalized service an agent or broker can provide.
Insurance professionals owe it to their customers to provide excellent customer service and be there for their policyholders in the event of a claim. This is what separates the agent from the direct insurance companies who often have price points below what an agent/broker may charge. Going back to the basic saying, "you get what you pay for" does hold true for the most part, that is, if you are an agent who cares. If you don't care, you will be out of business soon, don't worry. If you do care, you can be an agent who is making some really good money, taking care of people, and enjoying a career that allows you the independence that is hard to find in the job market.
I started an agency with a well known company about six years ago. I started with no accounts, and to make a long story short, it about 3 years, I crossed the six figure mark (net). I am now pushing toward the 200k (net) mark. I want to share my secrets with you for several reasons.
First, let me explain something. I am a very competitive person but not someone who you would expect to be an insurance agent. I am mostly a quiet person, not your typical extroverted sales person. I have a struggle with myself when it comes to sharing what has made me successful. A part of me wants to share my secrets with agents in my local area. The other part of me (the competitive side) doesn't want to share. For the most part, I usually do not like to share my secrets with my peers and here's why:
1. In the local market, even though an agent works with your same company, they are still your competition.
2. Nobody shared anything with me when I was a new agent. Yes, they would give you some information, nothing of real value. I always felt that there was some agents that had some real nuggets but did not want to share, probably for selfish reasons like myself.
3. Most agents I know were lazy. They may have had an itch to go and produce, but that itch was quickly gone and they were back to their business of "taking orders" from customers and not actively pursuing new business.
Now, why do I want to share now? Well, here are my thoughts:
Chances are, nobody from my community will even care to go online to really learn how to make it happen, so it's really to personal direct competition to me. I just want to help you be the best in your area.
I have been documenting my time as an agent from the time when I first looked into the business to present. There are many phases of the business that are important to understand. These principals that I discuss are easily implemented by any agent/broker, no matter what career stage you are in. My mission is to provide you with a road map to success, share the ideas and tools necessary to increase sales, manage your business and a growing agency.
I am confident that if you implement the systems that I discuss, you will be a successful agent. I will be making posts to this blog regularly and hope to hear from you. I will also be launching a website shortly that will be a place where successful agents meet. Invest in your business and it will pay you dividends.
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