Has Insurance Sales Really Changed?
Anyone reading that question is likely thinking, “of course it has!” But has it, really? Technology has evolved. The mediums we use to communicate have changed. Prospects’ attention spans have arguably changed. But, has the basic art of selling changed?
This infographic from BusinessIllustrator.com is a fun interpretation of how the author believes sales has changed from “old school” techniques to “modern” techniques:
What I do like about this infographic is that it shows how sales techniques have changed based on, like we said, technology evolution and the way we communicate. However, I’m here to argue that the best practice (as I’d like to call it) as a salesperson has not and will not ever change. And that’s being transparent with your prospect and creating and maintaining a truthful relationship.
Especially as an insurance agent who’s in the business of selling a product that protects people’s most important assets in their lives, it’s always been about the relationship and about trust.
Building a trustworthy and open relationship with your prospects and clients is simply about listening to them and taking action on their wants and needs in a transparent way. And there isn’t necessarily a go-to way to make yourself a good listener and to be transparent; it’s just what the best insurance agents consciously make sure they’re doing day-in and day-out with their prospects and clients. How do you know if you’re succeeding? Your retention rates are likely high and, overall, you’re getting positive feedback from your clients.
However, changing technology and communication mediums are areas where best practices and techniques are always evolving and every agent must be continuously learning and adapting.
One large part of utilizing technology to better the organization and productivity of your business is through the use of an insurance-specific agency management system (AMS). AgencyBloc is an AMS built specifically for the life and health insurance industries—if that’s you, it may just be the right fit for you!
Take a look at our brief overview video (~5 minutes long) to get the gist of what our system is all about, but, ultimately, a 1-on-1 demo is the best way to get all of your unique questions answered by speaking with a product expert on our team.
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