When insurance agents make a presentation to the client, they have to remember that every step in their insurance has a purpose.
A lead converts to a sale when all the steps in a presentation are executed correctly.
The first step in a presentation is to follow up on leads. You can either personally approach a customer at their door or you can approach a prospect by phone. With personal visits, the prospect, their spouse or some other individual would open the door. Give them your business card and let them know that you’re here to speak to the prospect. You should let them know that the prospect had asked for certain information and you’re here to provide them the information. Either the prospect would answer and let you present your information in 20 minutes. Otherwise, the prospect might come to the door and let you know they’re busy. If so, set up another appointment with them. If the prospect is not home, then find out from the spouse if they can set an appointment else you might have to come back to set up another appointment. You should remember that when you’re meeting a client personally your objective is not to make a sale. It is only the first step. You might not be asked to come in to every door but with the right skills you can improve in gaining further interviews.
When you approach a prospect through a phone call, set up an appointment with the prospect. Do not try to close the sale over the phone. Let them know at the outset that you would only need 20 minutes of their time. Do not tell them the price of the insurance plan over the phone. Let them know that you need to meet them personally to discuss prices and details of the plan. If you find it difficult to get the prospect on the phone, then you would need to personally meet the prospect.
Once you meet the prospect, you should take control of the situation and conduct a good interview by asking right question.
Asking the right questions will help you steer the conversation in a way so you can discuss the details of the plan. Your prospect would acknowledge that they responded to a direct mail because they felt the need to. Be sure to indulge in some small talk after the initial introductions. Customers like to do business with people they feel friendly with. If you can be a customer’s friend and can satisfy their needs, you can be a successful insurance agent. Let the client know that you help them with their problem. Qualify their health for the policy and talk to them about the right program which fits their situation. Once this is done, you will be able to close the deal easily.
Work with the prospect to understand costs.
Work with the prospect to receive the best coverage for the most affordable plan. Wait for the customer’s response. If you communicate your intent to help with planning final expenses well, then your customer will agree to the rest of the presentation easily. Once you have the customer’s agreement with the rest of the presentation, then gather information about the customer. For example; date of birth, spouse’s date of birth, any funerals attended in the past 2 years, who would be in charge of funeral arrangements, type of burial they would prefer, how the funeral arrangements would be taken care of etc. If the client has a written record of their funeral wishes, then you could walk through the information and update it if required. If your client does not have any written record, then you can work with the client to build a written record of funeral wishes.
Talk to the prospect about how to fill the forms, talk to them about membership cards, how they can change their wishes, etc. The prospects should be aware that there is a written document which their survivors can then use to carry out their final wishes. Once you both complete the list of wishes, you can put together an estimate of final expenses based on their life expectancy.