7 Sales Tips for New Auto Insurance Agents

January 5, 2018
Sales Tips for New Auto Insurance Agents

Sales Tips for New Auto Insurance AgentsIt can be tough to be the new guy or gal. For young or inexperienced auto insurance agents, there’s a lot to learn, and it can feel like your age isn’t always working in your favor. But take heart — we were all young and inexperienced once. And, as this post will show you, a youthful spirit can, in fact, be a big asset in the aged lead insurance business. Here are seven sales tips to prove it.

1. Look and Act the Part

If you are new or especially young, it can throw some older prospects for a loop. It’s usually not personal, but what with the average age of an insurance agent today being 59, it’s safe to say you’re not who they were expecting.

You’ll be surprised how quickly your prospects can be won over—if you look and act the part of a professional agent. Firstly, dress well. If you are the sharpest dresser on your team, people will notice. Clients will immediately understand you take the work and their insurance needs seriously. Also, consider that we are all playing the role of the professional and attentive sales agent. Inside you may feel less than sure of yourself as a newer agent, but work to make sure that’s not apparent to your clients. As a bonus, you discover yourself feeling surer of yourself in no time.

2. Focus on an “in.”

In every good sales conversation, things get going once you find an “in” that lets you connect with your prospect on a more human level. Get in the habit early of looking for this common ground with all your prospects.

It could be the local football team’s season, shared stomping grounds in the same neighborhood, commutes to work, or particularly for an auto agent like you, car talk — how’d that car handle in the weather last season, does it get good mileage, etc. Whatever it is, finding common ground quickly gets a prospect to see you as a real person, just like himself. And prospects trust real people a lot easier than they trust a stranger.

3. Draw from Experienced Coworkers

Just because you’re new to auto insurance doesn’t mean the rest of your office is. Together, your team likely has decades of experience in the business. And though there’s usually healthy competition between agents in the same office, ultimately you’re all on the same team. Particularly when you’re new, learn everything you can from your more experienced coworkers.

At the same time, you can often put prospects concerned about your age or experience level at ease by referencing the experience of the group. Reminding them that every agency has verification and quality control procedures to make sure work is done correctly goes a long way.

4. Take an Interest In Your Demographic’s Hobbies

Beyond the run-of-the-mill common ground topics you can use to break the ice, many younger agents find it helpful to take an interest in your target client demographic’s hobbies. Again it can help break the ice and start building that all-important agent-client relationship, but hobbies are often a better bet than sports or all-weather tires.

Topics like the stock market, golf, running, local arts, fine dining, might be a good start, depending on your typical client profile. You’ll need to tailor things a bit, but these sorts of hobbies are a good bet among car insurance customers.

5. Remember to Listen

Of course, sales aren’t all about chit-chat. In fact, the less you talk, as a general rule, the better. Your primary purpose, of course, is to get your prospect comfortable enough to start talking. At that point, you want to shut up and listen. No matter how your client is answering your questions, there will be important clues — what she wants out of her insurance, where she has an objection, and where she is in the decision process so far.

So once you’ve established that common ground, ask those sales questions and then sit back and analyze the answers. It can be a tough skill to master right away for some, but when you do, it will make your sales work so much easier.

6. Take Advantage of Tech Tools

If you are a young millennial, you will not remember a time before computers, the internet, and perhaps even the smartphone. For the older agents out there, this will not be the case. So take advantage of your natural tech-savvy abilities to get ahead of some of your sales competition.

There are a host of digital sales tools out there that can help you work a massive volume of leads, and if you’ve got the best aged leads, that will turn into more sales. However, it’s often tough for older agents to get a handle on these tech tools, much less take to them as a young person would. If you are quick with technology, realize that this could be a big asset for you.

7. Embrace Your Youthful Assets

If only experienced agents could sell insurance, then firms would only hire experienced agents. Young and fresh agents bring something fresh to the team, and that’s why many agencies seek out fresh talent.

If you have boundless energy, a strong drive to prove yourself or make a difference, or approach the world with bold optimism — great, put that into your sales work. It will certainly set you apart from some of your more world-weary competitors in the minds of prospects.

Age is just a number. What matters is how well you sell auto insurance. You can’t change your age, but you can improve your sales skills every day. Young, passionate, and open-minded sales agents are a real asset to an agency. It’s worth it for us seasoned agents to offer some encouragement and tips that will bring them success. I hope you’ll share these tips with the young agents in your orbit.

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