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Insurance Agent Resource Articles
Whether you're a newbie or a veritable sales veteran, the Resource Articles have something for you. Read about niche marketing, online and offline prospecting, insurance marketing, and closing strategies. Choose from dozens of fresh articles on issues facing insurance professionals.

The other day I was telling a friend how easy it was for me to train my dog, Buffy. My friend was really frustrated because she could not get her dog to do what she wanted. It made me think about what I did to train Buffy so easily. At first I was frustrated because she would not listen to me until I found out what motivated her—food. As soon as I started rewarding her with food, she started responding to my instructions. Then training her was rather easy.

When calling on leads, you need to understand what will motivate them call you back or even go with your company for insurance. Now, I am not recommending that you bribe them with food or anything else. That will get you a quick call from the state department of insurance. What I am talking about is this: what sets you apart from the rest of the bunch? Do you say things like “We have the lowest rates in town!”? That may not work the best because they are probably hearing that from everyone. We’ve all seen the insurance commercials that claim switching can save you hundreds of dollars a year.

What works for you may be different from the next agent. Use a different talking point each time you make contact so it doesn’t go in one ear and out the other because they keep hearing the same thing. When everyone has the lowest prices, you need to focus on what’s unique to your agency: personal service, fast quotes, convenient location, or anything that makes you different. Once you understand what motivates your prospects, they will respond and may even come back for more.

Now Buffy expects a treat every time she goes outside. I think I’ve created a monster. But she is very loyal, and your customers will be too once they know that you understand their needs.