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Medicare Blog | Medicare News | Medicare Information

Establishing Trust with your Clients

Posted by Lauren Hidalgo on Fri, Jun 24, 2011 @ 09:08 AM

Medicare SupplementsTrust is the foundation for all successful health insurance sales; if a prospect doesn’t trust you the odds of closing the sale are low. They might have had a prior negative experience with an agent, finding them pushy, overbearing, self-serving, or aggressive. Instead, position yourself as an advocate rather than a salesperson, and establish trust that you will guide and advise them effectively. This is especially important during this era where health reform has left many seniors confused and uncertain about the policy that will best fit their health and financial needs.

Here are three important trust building techniques to learn:

  1. Asking the right questions. To begin the dialogue with your prospect, start by asking intelligent, respectful, and meaningful questions in a sensitive and nonthreatening manner. Decipher what they are looking for, not only for their current situation, but future needs as well. Establishing yourself as their trusted adviser will allow you to recommend the right product for them. Some questions suggested by the Agents Sales Journal are:

    “Why did you want to meet with me today?”
    “What does your ideal relationship with your health insurance agent look like?”
    “What type of coverage would your ideal health insurance plan provide?”
    “What’s the one thing that you want to make sure we accomplish today?”
    “Have you ever had a bad experience with an insurance agent? Can you tell me about it?”

    The prospect’s answer to these questions will reveal not only their needs, but expectations of your product offerings and expertise. Plus, if their answers do not align with your offerings, you will be able to acknowledge this and move on to another prospect.
  2. Listening to your clients. Listen as much as you speak, and gather the information provided to you in order to use your knowledge effectively for each prospect. It is well known that people enjoy talking about themselves and their needs; this is your chance to learn as much as you can about each client. Be sure to also monitor the prospect’s speech and level of interest in the process. If they come off as distracted, it might be a good idea to reschedule the meeting.
  3. Showing empathy toward their situation. Showing empathy is the process of relating to the person to whom you are speaking, not the sales process. Having an empathetic approach and acknowledging their feelings and difficult choices will allow you to have a successful interaction. Show you understand their needs and budget by suggesting the best products in your portfolio.

Asking the right questions, listening to your clients, and showing empathy toward their situation all work together in establishing trust with each prospect and therefore achieve consistent sales.

Please give us your feedback!
How do you show you are trustworthy while prospecting? Do you have any other tips that you've learned in the trust-building process?

Source: Agents Sales Journal

Additional Updates:
  • United Healthcare Medicare Supplement: Make your sales goals a reality - Learn More
  • Gerber Life Medicare Supplement Rate Increase for IN - Learn More

Tags: Sales Tips, Success Tips, Customer Retention, Leads, Medicare Sales, Customer Service

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