Close More Life Insurance Deals by Building Relationships

Now more than ever growing your life insurance business depends on your ability to build relationships with prospects and customers. As a life insurance agent, your job is to help prospects and life insurance customers find solutions designed to limit their financial risk and help protect them in the future.

No one likes to talk about death, which makes life insurance one of the hardest types of insurance products to sell. On the other hand, death can lead to major financial setbacks or even financial ruin if not planned for. Therefore, insurance agents can play a vital role in the lives of their life insurance customers.

Trust is an important part of the life insurance agent-customer relationship. Potential life insurance customers need their agents to be capable, knowledgeable, dependable and have integrity. Sounds like a large ask, but a little effort can go a long way and building a client/agent relationship.

Here are just some ways you can build trust with your life insurance customers.

Don’t Sell Customers What They Don’t Need

As a life insurance agent, your job is sales. Of course, you would want to pitch products whenever possible. Don’t let your drive for commission steer you in the wrong direction. The fastest way to lose a customer’s trust is by selling them a product they don’t need.

Don’t Trash your Competitors

The life insurance industry is competitive. You might be tempted to bash the competition to earn some quick points with your prospects, but that approach could work against you. Some people may see that type of conduct as petty. Don’t focus on what the competition doesn’t have, focus on what your company does provide. That includes you, an amazing life insurance agent!

Own Mistakes and Fix Them

During your career you’re bound to make mistakes. No one is perfect, but it’s about how you handle your mistakes that will make the difference to the client. Don’t make excuses. Own mistakes or errors and make it right for the client.

Never Make a Promise You Can’t Keep

That saying is true for all aspects of your life, but it’s especially important when it comes to your career is a life insurance agent. Never over-promise or promise something you can’t deliver just to make a quick sale. That includes misrepresenting a product’s features. These types of actions will leave customers questioning your integrity and can often lead to loss of business long-term.

Respect Your Client’s Time

Time is money, don’t waste your client’s. Stay on top of calls, emails and deadlines. Don’t leave a client hanging, waiting for you to get back to them on your time. If you give a client a deadline, you better stick to it.

Stay in Touch

Communicating with clients is important to the depth of your relationship. If you only speak to your client when you’re attempting to sell them something, they may start ignoring your calls. Check in with clients periodically to grow your relationship. Check to see how they’re doing beyond the business you do together.

You never know what you could learn. They may share pieces of their life that help you suggest other products they could be interested in or learn about potential referrals. Show your clients you care by communicating with them.

Be Professional

While building a good repour with a client is important, it’s important to stay professional. Always remember that you’re speaking to a client and not an old friend. Be courteous, polite and respectful at all times.

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