Our friends at InsuranceNewsNet recently conducted a poll to find just what, exactly, the profiles of success in the insurance industry look like. While most of their readers reported to sell products traditionally associated with insurance, many of the top tier-earning producers tended to have practices that are slightly more hybrid. Lucky for you, Precision Senior Marketing has leveraged the data from INN to give our agents four quick tips to help you get closer to becoming a senior market insurance top earner in 2016.
1. Establish an efficient work environment
While many of the lower earners reported having worked out of their home and as a lone employee in their practice, the poll results show that working in an office with at least two to five people rather than from home and alone is a common trend among the top dogs.
This one goes without saying, but I'll say it anyway to emphasize: Spending enough time in your work and career is crucial to becoming a top earner in the senior market insurance industry. So, burn that midnight oil and put in 40+ hours per week!
2. Fine tune your work ethic toward prospecting efforts
While many, if not all, readers reported a vast majority of their business to have derived from referrals, we could not stress enough how important it is to keep in touch with your current clients. With 55% of online users age 65 and over using Facebook in 2014, it is essential for you to create a Facebook Page to service and retain those existing clients. The smallest of interactions, like dropping by a client’s Facebook to post a comment celebrating another rotation around the sun, helps emphasize your appreciation for their business. Not only will your Facebook Page improve the overall client experience, but also serve as a solid foundation for prospects to gain insight toward your role as a senior market insurance specialist. If social media isn't your thing, be sure to send out a birthday card to your clients and give them a ring every once in a while.
Other ways that the top earners generate new business include forming strategic alliances with attorneys, CPAs or other financial professionals. Think outside of the box!
3. Invest more time and money into your career
While the poll results show that you can expect to hold your insurance license for about 10 years before hitting the $100k mark, there are measures you can take to help get you there at a significantly faster rate.
For example, you could diversify your portfolio by adding an array of life insurance products such as term, universal, whole from the senior market insurance industry's leading carriers.
Annuities wouldn't be a bad idea, either.
If you haven't already considered this option for the near future, you might want to look into attaining your Series 6 license, which allows you to sell variable products, like variable annuities, variable universal life insurance and variable life insurance.
According to the poll results from top earners, it's also safe to say that it certainly helps to obtain at least a few designations (i.e. Life Underwriter Training Council Fellow or Chartered Life Underwriter).
4. Partake in extra curricular activities
Many of the top earners in the poll reported high involvement with industry groups. So, join NAIFA and get out there! Network with colleagues who face similar challenges as you. See what they have to say.
It's also advantageous of you, as a senior market insurance specialist, to hold informational seminars. This will not only help with prospecting, but will also assist in displaying your genuine care and concern for educating the senior market.
If you're interested in learning more about what it takes to be a top earner in the senior market insurance industry, feel free to give one of our expert marketers at PSM a call today at + 1 (800) 998-7715. It would be an absolute pleasure to assist you in reaching an all-time high in your production. :)
To read up on the original InsuranceNewsNet story, please visit: http://www.insurancenewsnetmagazine.com/article/profiles-of-success--what-it-takes-to-be-a-top-earner-3027#.Vo7kJbHnaB8
