An agent’s interactions with their prospects and clients are rapidly changing with the online age and influx of Baby Boomers becoming Medicare eligible. Gone are the days where the agent has all the information and a face-to-face meeting needs to take place. Now, seniors are able to research available companies in their area online and have an idea of what will be the best fit before they speak to the agent. Also, the method is changing too. Seniors today are just as comfortable talking over the phone or via email about their options, and in most cases, a meeting is not needed for them to make a decision on which plan to go with.
Once you decide selling by phone is something you want to pursue there are a few things you will need to consider. Seniors looking to do business online have a “shopping” mentality and are looking for information that will guide them into making the right decision. They are not looking to be “sold” on a particular product. Take the time to have a discussion; educate them and build trust that you have the right products, experience, and expertise for their supplemental insurance needs. Once you close the sale, make sure to keep in touch with your client. This will allow you to make sure your clients are not only happy with your service, but put you on the forefront of their memory when a friend or relative asks about their agent.
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Source: Agents Sales Journal