How insurance companies win customers

The money marie The independent finance portalTips and tricks for Marie

Page content:

Successful insurance advisor

Insurance advisor - one possible path to success

There are many ways to become a successful insurance advisor: Completing countless seminars and sales training courses, reading thousands of specialist books by successful representatives from all over the world, countless appointments with customers, tips and well-meaning advice from successful colleagues, etc., etc. But: There are no guarantee of success.

As little as the job as an insurance consultant is socially: there is hardly a more difficult job. Especially if you do it with consistency.

Because the modern insurance advisor has to cover a very wide spectrum: From the car to the house, through pension products to legal protection matters, the advisor should at least have an idea of ​​what he is insuring. There are hundreds of insurance lines - and as if that weren't enough, the insurance employees in the field are also strapped into a wide backpack with financial products that are for sale (building society contracts, loans, funds, leasing, credit cards, bank accounts, etc.).

Of course, all of these products have something to do with classic insurance on the side - but there is a real risk of stuffing yourself with a lot of knowledge and forgetting about the essentials: selling insurance.

Even if there is almost 100% penetration of the insurance market in Austria - a good insurance advisor with personal advice will always be in demand. The old generation of "insurance boogers" is already retired for the most part (and some of them are still working hard) - a new, well-educated generation is growing up. But the insurers are often lacking suitable new employees.

The money marie has tried to summarize some essential tips for success as an insurance advisor. Qualities such as hard work, accuracy, consistency, etc. can be assumed - but that is by no means a guarantee that you are suitable for the job on the one hand and that you will also be successful on the other.

Every insurance advisor should go his own way - which one often only finds when walking ... Here are some "sandwiches" for your journey:

Tips for success as an insurance advisor

Planning: Think about who you want to sell insurance to. If you do not get any addresses at the beginning, all you have to do is go through the arduous path of "rummaging through" friends and relatives. Take a look at their policies and create a complete financial analysis for the potential customer. In most cases there is insurance that can be discounted for the same benefits - or insurance that is certainly not sufficient. Here you can earn your first spurs and you won't be nervous about the appointments.

Recommendations: Satisfied customers will recommend you. In training, you usually learn that you should ask for recommendations from new customers. This (American) stylistic device of recommendation is too brash for Geldmarie. A mention that you would be happy about a recommendation, however, is certainly no harm.

Mention activity: You often have to do with people: whether in kindergarten, school, in clubs, in church etc. In any case, mention that you are now with the insurance company. If you are perceived as competent by the people around you, people will almost certainly get in touch with you. But they have to know.

Presence in the office: The profession of insurance advisor has a big problem: presence in the office is rarely required by the insurance company. This tempts many sales representatives to display leisure-oriented behavior. However, being in the office has great advantages: new customers can call or come by, contacts (office staff, telephone switchboard, vehicle registration office, etc.) are made, existing customers want a new supervisor, current information is discussed in the office, etc. Spending 10-15 hours a week in the office - new employees should be there more often, as they will hardly have any outside appointments.

Use office time wisely: However, there is no point if you just wear out the armchair in the office and develop the latest computer games to perfection. Plan broadcasts, control and analyze past activities and actions or check to what extent you have achieved your personal goals or the goals of the company. If you get bored, perfect the processes in the office (material storage, printing material storage, application copies, control of applications, control of commissions, statistics).

Success control: Stay on the ball. The company gives you guidelines (goals) that you should achieve anyway. In most cases, however, these are minimum goals that you should not be guided by. Set yourself higher goals and constantly monitor their achievement. The goals are mostly annual goals - and you certainly don't want to run after the goals at the end of the year. It is reassuring when you already know in summer that you have nothing to fear from companies. And in January the game will start again from scratch anyway - maybe one or the other application (without disadvantages for the customers) can be "saved" into the new year.

Post-phone calls, inquiries: Many customers have a weakness in making decisions. Don't call, your competitor will do it. A few days after making the offer (up to 2 weeks afterwards) you should ask what is going on. This is completely embarrassing and often gives you feedback on how your products are doing on the market.

Broad portfolio: Get a good education. Primarily you get a solid basic training, then there are the BÖV courses (with examination). But you should also promote professional training outside of these offers. That later sets you apart from your less successful colleagues. Those who know more can offer more.

Do everything...: A colleague likes to put it this way: We are all "sluts". And he's not so wrong about that. Especially in the early days you should chase after every possible business - even if it is only the registration of a trailer (approx. 10 euros annual premium = 1 euro for you). This can also result in more lucrative follow-up business. Only when you are more or less established should you take a closer look at your insurance portfolio: Select the bad (time-consuming) customers - devote even more time to the good customers.

Specialty: It is hardly possible to be a specialist in all areas of insurance. But look for one or the other more difficult insurance line (e.g. business insurance, fund insurance, legal protection insurance for companies, medical insurance, etc.) that you have mastered from the FF. That brings you recognition in the staff and often also powerful customers. In any case, avoid becoming dependent on one line of business: if you only insure cars, for example, you are very dependent on the competitiveness of your own company. Apart from that, the automotive division is very time-consuming.

Build up regular customers: A regular customer won't leave you anytime soon. On the one hand, the insurance does not normally terminate this as quickly as customers with a single (and potentially damaging) contract - on the other hand, these customers usually also value support. Not every euro is put on the scales. Nevertheless, you shouldn't be angry if such customers change insurance because of the difference in premiums for a car of 200 euros - due to the broad customer relationship, the regular customer may end up with you again the next time they change vehicle. The loyalty of regular customers works much better in rural areas than in (cost-oriented) urban areas.

Mass mailings: Keep sending out (but not annoying) mailings to customers. Interesting promotions and news are also presented to customers. Telephone evenings are also recommended for particularly tough representatives (customers are more likely to be at home and stress-free in the evening). Solid planning takes precedence over spontaneous actions. The campaign should clearly show the customer the benefits.

Collect email addresses: The easiest and fastest sending is via email. Create and maintain an email address book. However, you shouldn't do email campaigns too often (maximum twice a year) - and only with customers. Also give your customers the option to simply stop sending promotional emails.

Save phone numbers: A well-organized insurance advisor has the contact details of his customers (and those of his colleagues in the office) at hand quickly.

Reachability: Perhaps one of the main points. A successful insurance advisor can always be reached during normal office hours. Customers are gone faster than you think. If you go on vacation, you should definitely give the contact details of your representative in the voicemail box. Of course, you don't have to be available 24 hours a day. You should also avoid customer calls at the weekend - because you also have a right to private life and free time.

Put away failures: Don't take everything too personally. If the claims department brings you an angry customer, it has to act according to insurance conditions, which mostly make sense. Try to understand this and also think in an entrepreneurial way. Very often customers (and friends too) ask several insurance companies or insurance brokers - you can't always win. Customer decisions are often very subjective - and you don't have to be able to work with all of them. As the American motivators say: Every "No" brings you closer to the next "Yes" ;-)

Last, but not least - customer-oriented behavior: Treat all customers as if you were the insurance customer yourself. As much as possible, identify their real needs (rather than the needs of the insurance company or your goals) and do not put pressure on customers. That is sure to pay off. Expand your wide portfolio and let customers choose. A fair price goes without saying.

I wish you success!