| It is very under emphasized the importance of learning | | | | always just include your card, nothing more. This lets |
| customer service skills to maintain top insurance clients. | | | | them know you are still in the insurance business, and |
| Without customer service support there is no reason | | | | automatically to call you instead of someone else if an |
| for the insurance customer to give an agent additional | | | | insurance need arises. |
| business or referrals. See how insurance customer | | | | Emailing your Clients A newsletter is easy to produce. |
| service skills apply to your sales. Selling insurance to a | | | | It should be used to provide clients information they |
| new client is never a one shot deal. Do not miss the | | | | may not know about. If you find it hard to write, simply |
| boat. | | | | use a helpful insurance, motivational, or inspirational |
| Building insurance customer service skills begin before | | | | article. Suggest they visit your revised website, and |
| you leave your new client's home. You can start this | | | | provide a link. The website is where you do your |
| by giving your client the feeling of being able to rely on | | | | reasons why clients need and benefit from this or that |
| you. That means you leave all the means of receiving | | | | insurance. Keep the communication links flowing by |
| customer service with your client. This includes your | | | | emails and cards. In turn, requests for additional |
| email address, website address, business phone | | | | coverage opportunities will come to you, along with a |
| number, business address, and your cell phone number | | | | few referrals. |
| if you have one devoted to insurance business. You | | | | Customer Service Support It is amazing, that after a |
| should have this all pre-printed on a note sheet you | | | | commission is earned how few sales people want to |
| give them. | | | | provide customer service. It must be, an agent thinks |
| Better yet is worthwhile to have a small brochure | | | | of a complaint as a personal attack. While the client is |
| made up with your insurance specialization on it, and | | | | not always right, think of what the loss of this |
| describe the MAIN benefits you provide. A new client | | | | customer can cause. It is very true that making a client |
| is very likely to lose a business card, but will take care | | | | mad can cost you 20 sales. Especially if the client has |
| to file your brochure with the new insurance policy. | | | | internet knowledge on how to get a complaint article |
| Here is an insurance customer service skill your | | | | posted right underneath the agents internet site. I was |
| competitors do not use and you should. On your | | | | sold an expensive excavator for my property and |
| brochure front-page headline print boldly, "Do not let | | | | inquired about service support. Their feedback was |
| another insurance agent replace this policy, call me | | | | negative. When I spoke to the sales agent and his |
| first." You would be surprised how much fear this will | | | | supervisor about the damage I could cause with just |
| impose in a competitor sneaking in and knocking out | | | | an article, they asked me if it was a threat. I told them |
| your coverage. They know that attempting to do so | | | | no, but to view it as a reality. Immediately they had an |
| means the policy owner may contact you, giving you | | | | attitude adjustment. My customer service support is |
| the opportunity to save the work you have done. | | | | now being handled to my satisfaction, as the company |
| Moreover, I doubt your competitors have a similar | | | | realizes the potential reputation damage they could |
| astonishing awareness signal on their card, flyer, or | | | | suffer. |
| brochure. | | | | Your customer does not want to hang you. You just |
| The next phase of mastering customer service skills | | | | calmly use negotiation skills. Saying, "What could I do to |
| requires the use of transparent recognition and selling. | | | | resolve this problem?" "Please help me by naming |
| This means communicating with your insurance clients | | | | three things." The problem could be a misunderstanding |
| in a timely, consistent manner. There are two key | | | | of coverage or premium costs, or often merely bad |
| ways to do this. First, is thru mailing and second is with | | | | advice comments from a relative. Do not procrastinate |
| emailing. You can pester and irate clients by too much | | | | to settle the problem. (I rename problems as |
| time consuming pressure phone calling. However, it is | | | | misunderstandings) Service satisfaction actually means |
| very difficult to kill a customer with kindness. Kindness | | | | you now have a stronger client than you ever had. If |
| is portrayed by a genuine caring about your client, and | | | | you provide the proper support, take the challenge of |
| providing helpful information. | | | | turning a complaint into a selling situation. It could be as |
| Mailing to Clients As your insurance sales career | | | | simple as an increase in term insurance premiums, |
| progresses, the more valuable you will see your | | | | where you now give a cash value and term insurance |
| present clients are to you. It is not usual for additional | | | | solution. |
| business from the client and their family to account for | | | | It is great to gain selling skills where you can write new |
| 20% of your new sales. Using these two additional | | | | policies on new clients consistently. You have to |
| customer service skills of communication it will raise | | | | remember however that you have just laid out |
| much higher. You determine exactly how many times | | | | potential food for a preying competitive insurance |
| a year you mail your client a card. NOT on suggesting, | | | | agent. Treating your customers with top notch mail |
| they buy more insurance because they are getting | | | | and email service support will keep the wolves away. |
| older. You have their birthday, New Years, Fourth of | | | | Your current customers are your next top insurance |
| July, Labor Day to just name four. This is not overkill; | | | | clients. |