Tom Brown Marketing.com

In order for agents to have insurance sales on a recurring basis, there are four components that they need to adhere to. If they want to step out of the box and be different, it’s important that they take these steps in order to secure the best clients and have recurring income.

Lead system - Some companies rely on lead generation programs that have names from months or possibly years ago. This doesn’t help because these names have been recycled so many times. If they do get in touch with them, the person will probably chew them out because they’ve been contacted by others in the past. With the recycling process, the same lead is purchased several times without regard to whether or not the person has been contacted already.

An insurance company or group is on the right track with their own lead system. That way, they can control the quality of each lead, and determine who it goes to. This helps the client acquire coverage quickly and reliably, without flooding them with calls. It also helps the agent to have a steady flow of leads with consistent quality.

Underwriting - With clients being turned down for this and that pre-existing condition, it can be difficult to get an insurance policy. The underwriting process should be as simple and painless as possible. There are some that don’t require a blood test or a urine test.

Even if you have diabetes or other pre-existing health ailments, a client can still get a favorable rate without having to wait for additional underwriting. This also means the insurance cost would not be inflated.

Marketing - The insurance agent should not be one that is a showboat who wears stuffy shirts and suits. The client could care less about that. They want to know what you can do for them. They want to know how can you solve or at least work to solve their problems.

Those fancy presentations and trickery will not get past them anymore. The pushy sales closing from some agents doesn’t faze them either. People are tired of gimmicks and tricks to get their business.

They’re looking for a sure thing that will provide them with financial peace for the rest of their life. Nowadays, clients can tell whether or not agents are the real deal. Insurance sales are easy to get once agents cultivate a genuine relationship with the client. The one with the stuffed shirt and suit becomes old news.

Relationship - Cultivating a relationship with the client means that the agent is looking out for the client’s best interests. They won’t sell them a product that they don’t need. They will sit down and discuss their needs and the best way to fulfill those needs.

Granted, the client will not need everything, but once the client is comfortable with the agent, the relationship will go to another level. It will be easier for the agent to suggest products that will suit them. Doing it in this manner would be a far cry from stuffing products in their faces with no regard to their needs.

Once you keep these four things in check, insurance sales can go through the roof. The important thing is not to pull the wool over the client’s eyes. They can sense the difference between a salesperson and an agent that really cares.

Nowadays, jobs are not certain anymore. You could be employed today and laid off tomorrow. That’s why it’s important that you have a financial cushion in the event there is a sudden loss of income, whether triggered by job loss or health issues. Mortgage insurance is becoming more popular now. People are realizing that there could be a chance for loss of income at any given time. It’s better to be ready than not.

Insurance agents offer mortgage insurance because they know that there are people that need it. In the event of the inevitable, there should be some type of financial backup plan. The agents know that financial hardships can take a long time to recover from. It’s important that they sit down and talk to clients about this type of insurance.

The agent can cultivate a relationship and explain to the client how important it is to have this type of insurance. Not just for them, but also for immediate family members. If family members don’t have this, then without a backup plan, they could be looking at bills mounting and possible foreclosure of the home.

An insurance agent’s job in this scenario entails that they talk with the client to see if they are interested in this insurance. It’s not something where it’s pushed off on someone. It can be explained as something of financial value. The last thing any family member wants is to be stuck with debt.

They also believe in this insurance because they know that it can be affordable for the client. As long as it’s conducted in a way that doesn’t seem pushy or threatening, the client will probably listen and take advantage of it. It must be emphasized that this insurance can be responsible for alleviation other financial headaches that were not settled.

The agent could offer others the peace of mind needed to deal with unexpected events. The family would not have to concern themselves with debtors getting paid. This insurance will do it for them. The agent could also explain to them other benefits about having this insurance, such as:
• Can receive funds earlier
• No examinations
• Receive a lump sum or disbursements
• Additional benefits available, such as disability

These are just some of the things the agent would explain to the client. The agent should not make an effort to pressure them to purchase. It’s better to work on the relationship first, and then get your feet wet with this information. This is not necessarily something that you’d want to hear from the agent, but at the same time, you want to be prepared and ready financially. Doing that can remove the burden of not having money to pay off debt. It can make things a whole lot easier in the long run.

Being an insurance agent is about more than just that extra income. Having extra income plays a major role, but you want to be able to help people. You want to make sure that they are covered with the right type of insurance for them and their family.

Building your business as an agent takes time. Insurance agents have to cultivate relationships with their clients. They shouldn’t just stop by and force a product down their throat. Nine times out of ten, it’s something they don’t want. Then, the client won’t have you back because you pushed them to spend money.

It’s important that they have the right type of insurance that will suit their needs. Otherwise, it’s fruitless to offer them a product that they don’t have a desire for or they may not need at the time. Find out what kind of problems they’re having. See what you can do as an agent to offer suggestions, solutions or even help them fill out paperwork. In this way you can build a rapport with the client, as someone they can trust to help them.

Sitting down and talking with the client can give them a sense of security. They will start to feel comfortable and want to talk more. As long as their needs are at the forefront of the relationship, the agent will be in a better position to secure more clients.

Independent insurance agents can make their own schedules. They don’t look to be dictated to by someone else. Flexible hours can be a plus. This way, agents can create their own schedules. They should also keep in mind that clients also have schedules. There may be times when they can’t meet at your time, so it’s important to remain flexible.

Insurance agents can be their own bosses and schedule their time accordingly. If they’re looking to making this a lucrative business, it’s important to conduct follow-ups. At first there may be some that decline, but agent have to keep moving forward without being pushy. If the agent wants to work a few hours a week to supplement income, then that’s also a viable option.

However, if they’re looking to have residual wealth, they’ll need to recruit others under them. Agents should teach them what they do so they can be just as successful and make money. Not just that, they should also be taught how to cultivate relationships with clients.

Then they can turn around and do the same thing to get residual income for themselves. Now agents are helping in two ways: the clients with their needs and the recruits with an income opportunity.

Another benefit for agents is that they can help others outside of their circle. For instance, they can donate money to different charities. This would be a good way to give back. With that, the agent would get back in return. The key for agents to having these benefits is to be focused, disciplined and putting others before themselves.

National Agents Alliance pride themselves on being different than other insurance agent groups. They stand out because they stand on things that they believe in order to get clients and gain their trust.

One of the things that they do is that the agents “qualify” prospective clients to get insurance. They do that by getting fresh leads that are generated in-house. They don’t pursue leads from outside sources.

Most of the time, the leads from outside sources are old. In addition to that, they have been contacted by other agents several times to get their business. That same lead goes through the recycle mill and gets sold several times over. With NAA, the leads belong exclusively to them, without any outside interference.

No more of the obnoxious salesperson bugging people to get their business. The agents at NAA make themselves approachable by looking out for the client’s needs. They realize that the client’s needs come first.

If it were a regular salesperson, they would do anything they could to try and get that sale. A regular salesperson’s initial interest is getting that commission. They may concern themselves with the concerns of the client later.

NAA agents work to get the client to look at them as being able to solve problems in regard to insurance needs. The days of stuffed shirts, ties and crisp suits are not necessarily what these agents represent.

Not to say that it’s a bad thing, but nowadays, the casual look seems to be more appropriate. Clients are not looking for the best dressed suit. They’re just looking for someone that can help them with their insurance needs.

Clients want to know that insurance agents are genuine. NAA agents don’t believe in pulling the wool over their eyes by coaxing them to buy an insurance product that they don’t need. On the other hand, agents should be able to provide products that the customer will be pleased with. This will help both parties involved.

When underwriting policies, National Agents Alliance agents work to make sure each client is able to get insurance. They offer plans that are simple and tailor made for each person. Another good thing about getting insurance through them is that it doesn’t involve needles for blood tests and no going to the bathroom for urine samples.

The agents at National Agents Alliance make it easy for their clients not to endure testing. With most life insurances, if a person has a pre-existing condition (diabetes, high blood pressure), they would either get turned down or get underwritten for an additional amount. This is turn would mean that the client would have to pay more out-of-pocket expenses for the policy. Also, it doesn’t take long for the underwriter to make a decision.

National Agents Alliance has changed the way insurance agents do business. It’s out with the old stuffed shirt salespersons and in with the casual and caring agent that puts the client first.

National Agents Alliance (NAA) is a group that works to help others improve their lives. Their belief is that if you help others first, the money will naturally come afterward. They don’t believe in going for the money first and then helping. To them, that’s backwards and defeats the purpose of what they’re trying to accomplish.

This philosophy is what has helped them to get where they are today. They’ve only been in the insurance business less than ten years, yet they are already the largest organization of their kind in the industry. They are proving to be a force to be reckoned with.

The group started out with a dream to go on a mission and help others. NAA knows that there are many people that don’t have a clue as how to set themselves up financially for the rest of their lives. This is where the agents come in. They work with clients to help them with their financial needs, whether it is mortgage related or life insurance related.

Making money is important to them, but it is not their first priority. When they realized that problem solving was the core of the business, they ran with it head on. Since then, they have done wonders in the insurance industry. Where other agents would shuck and jive in the stuffy shirts and suits, these agents use a more casual approach. The agents at NAA don’t like to come off as being intimidating.

The agents work on cultivating relationships with their clients. They care about them as a person and not a dollar sign. The agents look for products that will suit their needs. They don’t bombard them with products that they have no use for. It’s important that agents are in the forefront serving the needs of the client.

Clients look for people that are genuinely concerned about their well being and not just there to make a quick buck and move on to the next person. The agents at NAA focus on taking time to understand exactly what the client wants and needs for their financial security. When that happens, the agents can recommend the best course of action for the client.

NAA knows that each client is not going to want the same thing. The clients are in control of the products they want. The agents are there to provide moral support and advice for their financial security. In essence, they help the client with shopping for things that will be essential for them for a long time.

As long as the client knows that agents at NAA have their best interest at heart, they will want to have a long-standing relationship with them. It’s always good for clients to have someone they can trust and depend on. When that happens, everyone benefits. NAA helps their agents do just that and much more.

Insurance agents that just offer products like car and life insurance are becoming a thing of the past. There are more opportunities for agents to make a lucrative income by offering solutions that clients are looking for. However, it’s important to know that they shouldn’t ram products down their client’s throats if they don’t want them.

It’s a good idea for agents to be well rounded and knowledgeable about the products they’re offering. This will help them to be able to talk about the product to clients in the event they get the opportunity to do so.

People are constantly looking for answers to their problems. That includes things regarding insurance. They want to know that they will be fully covered in the event something was to happen to them or an immediate family member. It’s not necessarily something that is wished for. However, people have a sense of comfort knowing that things are in place and the means are there to pay.

For instance, if a client becomes stricken unexpectedly, they want to be able to continue paying their bills. In particular if they have a house and it’s not paid for, the mortgage still has to be paid. If they don’t have enough money standing by to do that, that’s when mortgage disability insurance would help.

People that don’t have a monetary backup will be the first ones to lose their homes. Mortgage disability insurance is a solution to this problem which an agent can show to a client. This would be a great insurance opportunity because the agent would be helping the client.

The client wouldn’t have to deal with a cloud wondering how they’re going to continue paying the mortgage. This vehicle would especially be helpful in the event of a long term disability.

The client would be grateful and still have a roof over their head. The worries of foreclosure would be erased. The agent would be helping the client by letting them know that mortgage disability insurance is a vehicle to have in place. They would have an advantage over others that don’t have this type of insurance, nor any money saved and tucked away.

What clients want most is for someone who is honest and knows their product. They like to know that the agent is looking out for their best interests. Of course, the agent in turn that does that will reap plenty of monetary rewards.

In addition to that, the client will trust them enough to refer them to others. The key for insurance agents to have a lucrative income is to be diversified. They also need to be truthful about how the product works. The client is not going to want every product. There will be other clients that may want other products besides car and life insurance.

It’s important that as an insurance agent to be forthright with everything they tell the client and be genuine in helping them. Then the money will roll in like water.

Back some years ago, the only way that you could get an insurance license was to go to facility and take a class. The insurance company would provide large notebooks with lots of information to study from.

The information was probably more than what people were used to. However, since there was so much that agents had to know, they had to go through all of the chapters and study very diligently.

Then, a test date would be administered. The agent-to-be would go to the designated place, crammed with the information in their brain that was needed to pass the test. If you passed, you got your license. If you didn’t, you had to take it over again.

That means that prospective agents would have to go back and look through those large notebooks. The amount of information was overwhelming because it was so much to learn and study.

With the advent of the Internet, things have changed. Potential candidates for insurance licenses can now study online in comfort of their own home. License2Go has made it convenient for people to take advantage of e-learning without the weight of bulky notebooks that weigh several pounds.

The courses contain audio and visual information that makes it interesting for those who need to take the test. It is set up so that candidates can get involved in the process from start to finish. It also includes animation, pictures and graphics to make learning about insurance interesting and fun.

With the bulky notebooks full of information, it was very easy for the person to fall asleep. With the Internet and all of its multimedia capabilities, candidates are more likely to pay attention longer and get more out of the courses.

It ends up being a learning experience that is proven to get candidates to the next level in their insurance career. It removes all of the stigmas people faced with a normal classroom setting.

Even if the candidate is not familiar with the terms, with this method they will be able to catch on very fast. The system is made for people to grasp insurance terms and other information very quickly.

Everything that is done on this system is stored in their database. It also keeps up with how much the candidate has accomplished. License2Go works to get insurance licenses for candidates in the shortest time possible, with 7 days being the shortest and 14 days being the longest.

This is done so that agents can get out there and start getting clients. The sooner they get clients, the sooner they can generate an income.
This mentoring program includes phone calls on a daily basis and quickens the pre-licensing process. Candidates also have a choice of how they want to learn. This can be done by Internet, classroom or traditional studying.

License2Go works with candidates to get their insurance licenses in the quickest time possible. The quicker they get their license, the quicker clients can get their needs met.