By most accounts, selling insurance in 2013 will remain a challenge – but a noble one, we all agree. For many people, insurance now looks like a “luxury” rather than a necessity. Whether selling during a tough economy or in good times, here’s an approach to branding and goal-setting – and life – that will always steer you in the right direction.
Step 1: Honesty and Fair Dealing
Whatever policies you can offer, offer them at the best price. Eventually, this cycle of trust will circle back to you. Call it “karma” or call it good business. It works in landing new sales and, more important, in retaining clients.
Step 2: Make Sure Everyone Knows
If you’ve identified “honesty” and “fair dealing” as key values for your agency, make sure everyone on your team understands them. Post them on your walls and come up with a slogan for marketing materials.
Step 3: Incorporate Your Values into Your Everyday Transactions
Of course, “honesty” won’t be your only core value. Maybe your team also values giving back to the community. Come up with creative way to let everyone — from prospects to long-term clients — know who you are.
Step 4: Set Realistic Goals
Realistic sales goals are simple. How many policies do you sell per week now? If it’s 10, set a goal of 12. If it’s 100, shoot for 120. It’s important to stretch, but within the realm of reality. Don’t set your team up for failure; set them up for success.
Step 5: See Step 1
When in doubt, refer back to your core values. When you’re true to who you are, you’ll stand out, attract the right clients and grow a business that you can be proud of.
Here’s to a happy — and prosperous — 2013!