New to the Insurance Sales Industry? Here are 10 Tips to Help Get You Started
May 9, 2022
Brand new to the insurance sales industry? Welcome! You're coming in at an exciting time, as many opportunities are readily available. That being said, just starting in any new field can be challenging, but Role Play at the Olson Agency is here to make your transition a smooth, enjoyable one.
With over 25 years of experience in the sales industry, we've picked up a thing or two along the way and are excited to pass that knowledge on to you. By knowing what to expect, having a game plan, and being armed with a few tips for getting started, you set yourself up for success. So without further adieu, here are ten tips that will help you as you begin your new insurance sales career!
- Understand that you're not just selling a commodity
You're helping the customer find and purchase insurance coverage that could drastically help them during their time in need – remember that! What your company has to offer is incredibly valuable, no matter what type of insurance you're in. The last thing someone should have to think about is how they'll pay for repairs or necessities should an accident or misfortune happen. The insurance you help them find keeps them protected and provides peace of mind.
Is this an incredibly rewarding industry, with endless opportunities and ways for you to maximize your potential? Yes! Easy? No. Let's face it, the insurance sector is a challenging one to work in, but with time, dedication, and perseverance, you can come out on top. Commit fully to this new path you're on, and you'll find success.
- Mirror successful people
Ever heard the phrase, "Imitation is the sincerest form of flattery"? Start flattering! Pay close attention to the successful people around you, including co-workers and managers. How do they approach their day-to-day? What different tactics do they employ? What's their overall demeanor when speaking with customers?
Practice what you see them doing and, when comfortable and confident, start to mirror that behavior during your own interactions with customers. The road to success has been paved for you; while you can certainly put your own spin and personality on it, follow the path that others have taken to success. Tried and true methods are your best friend!
- Put in the work
Consistent work, day after day, is the only thing that guarantees you'll get somewhere in this industry. If you show up ready to put in the work, you're already positioning yourself to be at the head of the pack.
- Learn, learn, learn!
Those who are at the top of their game are the ones who have mastered their craft. Therefore, learn it all! Know the ins and outs of the company, be able to answer specific questions on the insurance policies you offer and don't be afraid to ask questions. Constantly learning, evolving, and rising to meet new challenges are the keys to long-term success.
- Don't fall into the trap of selling on price
Selling on price is a trap that many newcomers fall into. So, what's the problem with it, especially if you have competitive offers? A few things.
Firstly, when a customer buys on price point alone, they're failing to see the real value of the insurance plan you're providing. This goes back to tip number one – remember, you are not just selling a commodity; you're offering something of real value, something that can significantly help them through a difficult time.
Secondly, when you sell on price, you set yourself up for a future loss. Your price point may currently be lower than the competition, but will that always be the case? If someone comes in and beats your price, it's reasonable to assume your customer will want a price reduction or threaten to take their business elsewhere. If the initial selling point was how economical you are, you've now put yourself in a bind; one that will be difficult to get out of without having to drop your rate. That's obviously not a sustainable solution.
Lastly, selling on price alone diminishes the necessity of your role. If selling on price point were to be the strategy, you're now acting as a middleman – one that isn't actually needed. If the customer isn't learning about the value of the plan you're offering or the benefits of being with the company in general, little more is needed than a website with a purchase link.
We know that selling on price can be tempting, especially on tough days, but it never works out in the long run!
- Develop multiple lead sources
Relying on just one lead source, like incoming phone calls, sets you up to have many ups and downs. It's very difficult to consistently close when you're working with just one funnel. Instead, put in the time needed to cultivate multiple lead sources. The more sources you add to your arsenal, the less likely you are to have fluctuating closing numbers.
- Don't stray from a process that works
All too often this happens:
An agent starts strong and sees success. They hit one bump in the road and begin to question everything, falling into a slump that they then struggle to get out of.
How can you avoid that whole scenario? Cultivate your process – the one you developed after mirroring the successful people around you – and stick with it, even when the going gets tough! Trust in it and yourself. Things will work out!
- Make sure you can look back on your day and be proud
Those who find the most success in the insurance industry are the ones who can leave work each and every day knowing they did their absolute best. If at the close of the day you can look back and feel proud of the effort you put forth, you're well on your way to being an agent that others want to mirror!
- Be ready for the start of the day
How you start your day sets the tone for the rest of it. Show up to the office a few minutes early so that you can chat with co-workers, grab a coffee, finish your breakfast, or do anything else you need to get done so that when it's time to start working, you're focused and ready.
Always rushing through the door last minute and feeling flustered impacts your performance and, ultimately, your confidence. Set yourself up to have a positive interaction with the first customer of the day so that you can kick things off on a high note!
Let Role Play at the Olson Agency help you thrive
It's true that your success is in your hands, but that doesn't mean you can't get a little help along the way! Here at Role Play at the Olson Agency, we offer live insurance sales training that helps agents at every level practice practical skills and gain closing confidence.
Insurance role play helps prepare you for the real-life scenarios you'll encounter. By seeing these scenarios through, you have a better understanding of not just what to expect, but how to effectively handle the situation. Plus, our company's role-play topics are driven by you – request a demo to learn more!
Companies and their agents tell us what they'd like to work on, and we tailor situations to ensure everyone gets the most out of the session, whether that be a P&C sales training topic, auto insurance, difficulties with homeowners, or any other area. Role Play at the Olson Agency is here to help you get to the top of your game – contact us to get started today!