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Phone sales present a number of problems when it comes to creating a dynamic relationship with your client. The initial contact is where the biggest barriers are built. If you don’t do it correctly, and if not handled carefully, the customer’s uncertainty builds fast. To prevent this, here are five ways to make a better first impression to create healthy business relationships.

1. Research the client
First, know your clients’ needs and wants. Knowing this isn’t as easy as it sounds; you need to know as much as possible about their business before contact is made. Before you can sell a product you must know how it will benefit your client because that’s exactly what they want to know.
- How will they profit from their investment in your company?
- What’s the risk for them?
- How will it save them time?
- How is your product innovative?
Don’t waste your time or their time trying to sell a product that won’t produce profit for them.

2. Build a relationship
You need to sell yourself while you sell the product. A client won’t buy a product if they feel the salesperson is a sleazy untrustworthy scoundrel, but you shouldn’t be their new best friend either. Just because they steer the conversation to Nascar doesn’t mean that you have to pretend to like it for another five minutes. Don’t get off track! You called them for a reason, now get back to it! If you can break the barriers of uncertainty, then reducing their hesitancy about your product becomes easier.

3. Build trust
The client needs to feel comfortable with you and your business. Establishing trust is crucial to selling a product. If a client feels they can’t trust you, they probably can’t trust the product either.  To build trust you must know the product, know the business, know the competitors, and know the client. If you’re confident and understand the ins-and-outs of the business, you can answer any question a client throws at you.

4. Approach, attitude, and tone
You need to be likeable, not just pleasant. Ask yourself these questions before making a call:
- How is my day going?
- Does my voice reflect my mood?
Your voice and attitude absolutely reflect your current mood, so it’s best to boost your disposition before making a call because tonality is everything over the phone.  It’s how you instill confidence and eagerness in the client on an emotional level to make a sale. Your syntax and your diction are incredibly important as well; how you phrase things and the words you choose can steer the conversation toward closing. 

5. Ask the right questions
Get their reservations about your company and the product out of the way. Think of the initial phone call like an interview—it’s always good to ask your future employer what their hesitations are about your resume and experience, and it’s good to ask this of your future client as well.

Using the right approach for a client is essential in making a sale. If you’re not utilizing appropriate communication tools over the phone, you will lose the client’s trust and enthusiasm about the product. And finally, don’t forget to follow-up after making the sale to ensure customer retention. Customer service is a major factor in referral rates to generate more business.

It should not come as a surprise that to get ahead in the insurance industry, you will need to keep up with technology.
Despite what may seem quite obvious, there are a large amount of insurance agencies that are losing potential profit due to a lack of attention to technology implementation within their agency. This is seen especially in larger agencies, where delegation of tasks may be distributed to the incorrect department, thus losing efficiency and profit.

Procrastination has affected all of us in one way or another. Unfortunately putting off a task to the last minute and expecting to do a thorough job may be a utopian thought. Procrastination not only affects job performance, but it encourages repeat behavior. Is it possible to end the cycle of endless procrastination?

With half of auto insurance shoppers going online to retrieve quotes, it’s not a surprise that insurance agents want buy these prospective leads to follow up with and potentially write more policies. What is startling is the amount of these requests that go by without a single follow-up call or email. Velocify’s recent study revealed that a 17% of the requests are not receiving any response from an insurance agent. The best way to make a lead work for an insurance agent is to simply work the lead.

With almost 3 billion internet users daily, it isn’t a surprise that most consumers gather more information online than finding out from their peers. A study shows that 81% of buyers do research online before purchasing a product or service. As an insurance agent it’s important to adapt with your consumers’ buying habits and move from a person-to-person referral approach to online referrals. This transition is made much easier thanks to Yelp and Google+ pages.

One large advantage of being an insurance agent is the ability to cross-sell. Your clients will always have valuables they need to protect and insure, and you as the insurance agent have the ability to provide them with proper coverage. Here are some cross-selling tips to help you increase your profits while providing your clients with the ultimate care.

As an insurance agent, your mind is always on the bottom line. How can you increase your bottom line without changing your whole marketing approach for your insurance agency? Here are five easy ways that you can implement today to increase your earnings.

No matter how well you run your insurance agency, negative feedback is always a possibility. Though you can do your best to prevent these issues from occurring, there are the rare few that can slip through. Sometimes a well-managed consumer complaint can create a stronger relationship between an insurance agent and a client. Take them as a challenge and a way to better build customer service with your clients.

After years of honing your craft of selling and writing new business for your insurance agency, it would be a shame to not put thought into how to retain those clients you worked so hard to attain. Keeping a high retention rate is sometimes more important than prospecting. By practicing three simple methods, the retention of your agency should see significant improvements with maintaining your current clientele.

Keeping up with Millennials has never been more important for insurance agents. In this fast-paced, new age of technology, there are certain tools that agents can use to forge ahead into the future of their insurance agency.

There is nothing more frustrating for an insurance agent than hearing a phone dial over and over again, only to end in an unknown voice mail. How can agents combat this problem head on? Here are a few quick tips that will increase your chances to close that lead.

To put it simply, a lead is a prospect who has an interest in a particular business exchange, whether it be a product, service, or partnership. Therefore an insurance lead is a consumer who is interested and looking for insurance.

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