For the most part, insurance products are a commodity, or at least, perceived as such. As insurance agents, you know there are differences between carriers, and not every policy is the same. Whether it’s claims handling, ease of use, customer service, or other benefits, you know that some carriers will take care of your clients better than others.
Unfortunately, most policyholders and prospects only look at once thing, the price. Some will ask you to shop every renewal; others will leave you for another agent for a lower quote, while new prospects may only talk to you if you have the lowest quote. Even when you try to present the differences between quotes, they often still choose the lower price.
The challenge is that most of your clients and prospects don't know or don’t care enough about insurance to make the right decision. So, what’s the solution?
Recruiting and hiring great talent is crucial to growing an insurance agency. Whether you are new or growing, you may have already felt the pain of the recruiting process. How do you squeeze in recruiting when you are busy selling, servicing, and running the operations of the agency? How do you fill a critical need for another producer, CSR, or account manager, when you don’t have the resources to assist you to identify and screen good talent? That’s often where recruiters come in.
The About Us page is a seemingly simple and unimportant page, but this is where most insurance agencies get it wrong. In fact, the “about us” page is often one of the most visited pages on a website.
It seems that every new sales training program is touting them as the best thing since… well, the last best sales training program. They all claim their system is proven, modern, and different from other systems that have come before them.
So has selling really changed that much between the 1990s and 2000s, and 2010s?
John Wooden was most famous for his 10 record NCAA championships during his tenure as the UCLA men's basketball coach. Many consider him to be one of the greatest coaches in sports history. Although, he’d prefer people remember him as a teacher vs. a coach. After all, he was a high school English teacher in Indiana for many years before he became a legend in Westwood. In reality, John Wooden’s teachings went far beyond the basket court. His success philosophies have served as the foundation for many leaders and businesses around the world.