The simple answer is to always keep your clients needs first.
This does not mean just being an order taker.
You are the expert so clients need to be aware of the options that are available to them.
Example: if a client is looking for a term policy, show them a straight underwritten term, a term that offers Living Benefits, a term that provides a Return of Premium & perhaps a Non-Medical term where minimal underwriting is necessary.
Ask the clients questions to find out why they are looking for a specific face amount. How did they come up with that number? Ask how much they would like to leave on a monthly basis with a lump sum for final expenses. Generally these will lead to higher face amounts. Sometimes you need to determine what the money commitment is so you can design a strategy that can meet the minimal need and allow for future adjustments.
An Effective Life Insurance Agent is always staying educated, keeping up with industry trends, product changes and how to design the best strategies for their clients.
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Effective. Hmmm. After 32 years in the business, I believe (I hope!) I'm effective in how I service and explain plans and create and manage the websites I own.
But...if there was one feature that I believe makes myself effective...is simply listening. I need to know what my client needs and how he hopes to achieve that. By listening instead of talking, I'm always able to provide the best possible product for their unique situation.
Yes...after 32 years in the business...I still listen!
The operative word here is effective. A life insurance agent is obligated to serve his/her client, never the insurance company. A life insurance agent must familiarize themselves with the broad range of product inventory to serve the needs of his/her client. A life insurance agent must have a handle on the tax items and associated tax strategies of life insurance to best serve his/her client. A life insurance agent’s original title was field underwriter and it that spirit he/she must have a working knowledge of the various health conditions that effect he/her client. These are just the beginning of becoming an effective life insurance agent.
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This does not mean just being an order taker.
You are the expert so clients need to be aware of the options that are available to them.
Example: if a client is looking for a term policy, show them a straight underwritten term, a term that offers Living Benefits, a term that provides a Return of Premium & perhaps a Non-Medical term where minimal underwriting is necessary.
Ask the clients questions to find out why they are looking for a specific face amount. How did they come up with that number? Ask how much they would like to leave on a monthly basis with a lump sum for final expenses. Generally these will lead to higher face amounts. Sometimes you need to determine what the money commitment is so you can design a strategy that can meet the minimal need and allow for future adjustments.
An Effective Life Insurance Agent is always staying educated, keeping up with industry trends, product changes and how to design the best strategies for their clients.
But...if there was one feature that I believe makes myself effective...is simply listening. I need to know what my client needs and how he hopes to achieve that. By listening instead of talking, I'm always able to provide the best possible product for their unique situation.
Yes...after 32 years in the business...I still listen!