Too many insurance sales people think that you have to be in someone's home in order to close a deal on health insurance leads.
That there are too many facets of insurance to try to explain.
Is that true or not? The Times, They Are A-Changin' Regardless of what kind of insurance you sell, technology has changed enough so that an in home visit is not mandatory.
Technology has brought people much closer together because we have the options of communicating by email, fax, the internet and of course, phone in order to follow up on our health insurance leads.
In most cases, that would be your home office.
You no longer have to spend long hours in the car in order to sell insurance.
Potential clients are already familiar with communicating through these different technological devices.
First of all keep in mind that while life insurance (in the mind of most consumers) might be optional, health insurance is not.
Whether we're talking about a young growing family or senior citizen, all need health coverage.
Get To Them Fast Approaching them before anyone else does is a huge advantage when trying to make a sale.
Don't waste time or you'll lose out to other agents.
If you want to make a good impression, then you have a better chance of that if they can't compare you to other agents.
You must make that first impression as quickly as possible even if you are the only one who has purchased those leads.
It's impressive for the prospect to fill out an online form and a few minutes later the agent phones them!) Making that initial call successfully is amazing.
It doesn't happen very often.
Usually you get voice mail and have to leave a message.
Contact them via email soon after you leave a message on their voice mail.
Give several different options for them to get back with you.
That's not the end of it though.
You can call again in the morning or better yet, later on that day.
Show Interest by Asking Questions When you make contact, ask leading questions that allow them to tell you their health coverage needs.
Are they presently without coverage? Is their present coverage too expensive? Or perhaps they have coverage that they are not happy with.
Have them take the lead in the conversation.
All you have to do is hear them out.
Only interrupt when you need clarification.
Once you have ascertained the needs, you can then let them know that you don't believe that "one size fits all" and that you have a number of plans.
They must understand that you can individualize their coverage.
This implies to them that you are not just interested in selling a certain product, but that you want to be their agent and be able to look after their needs on a long-term basis.
Think of ways to set yourself apart from the run-of-the-mill agent who is solely commission-focused.
Having in depth knowledge of what you are selling is key.
Nothing is as impressive as a health agent who can speak intelligently about a number of different products.
Question the client regarding their physician - how is their satisfaction level with their network of providers? Does anyone in your family require special care? Ask about current prescriptions and recent hospital visits.
Effective Follow-Up Once they have a brief, but comprehensive summary of what you have to offer, then make an appointment with them to get more information to them.
You have just assured yourself of another chance to speak with them further about their needs and what you can do to meet those needs.
You can provide them with a full range of options once you have solidified the relationship with your new clients.
"I feel both of these products would work well for your family.
Which one do you prefer?" Let them tell you! Selling your health insurance leads is not as difficult as it first appears, if you know how to work the phones, how to establish rapport, how to present the products clearly and how to follow up effectively.
Perfect the skills and your business will flourish.