Avoid overt persuasion tactics when meeting with potential clientele

Posted on: Friday, April 27, 2012

During the insurance prospecting process, one of the biggest mistakes for insurance agents to make is going overboard trying to convince customers that they need to plan for the future, ProducersWeb notes.

According to the insurance news and advice website, agents can save themselves a lot of time and energy by not overdoing it when it comes to persuading people to save.

"You are wasting your time whenever you have to beg, coerce or convince someone to meet with you," said ProducersWeb. "If your services aren't currently a priority for a prospect, then either dead file them or follow up with them later."

The website says that the quicker agents learn that their potential clients will purchase coverage on their own time and not according to someone else's schedule, the better off they'll be. In addition, this deferential type of attitude will enable agents to gain credibility in the eyes of the customer.

Instead, ProducersWeb recommends offering to send them a free report that explains what a particular plan entails. Should they refuse it, follow up with them several months later to see if they've changed their minds. If they're still not interested, move on to the next potential customer.

Posted In: Insurance News, Sales Techniques

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