Not having any shape, size or color, insurance products are relatively tougher for sales agents to sell as compared to other tangible products. Besides, insurance deals with unpleasant topics such as misfortune or death that people generally avoid to discuss.
Knowing that it is an uphill battle, insurance agents must have more mental muscles to combat adversities in order to do well in this business. The following are the 12 qualities an insurance agent needs to have
(1) Energetic
Sales is a numbers game. You need to see enough people. You can only do so if you have the energy and stamina to keep you look fresh and excited even when seeing the last prospect for the day.
(2) Trustworthy
Trust is an integral part of any business transaction. Insurance agents should strive to be trusted advisors. Your image, professionalism, honesty and integrity are keys to get your customers to trust you. Once trust is built, your customers will listen to you. They will respect and value advice from you.
(3) Good time management
Many insurance agents fail because of poor time management. If an agent focuses on non-revenue generating activities, he is doing injustice to his time. Successful agents know how to allocate their time effectively to achieve their desired business outcome.
(4) People person
Insurance is people business. Customers want to feel comfortable with the agent. They want to know and understand the agent as a person. They don’t want to be pressured to make important decisions. They want to be at ease when making a decision.
(5) Ability to listen effectively
Be a compassionate listener. Don’t focus on making sales. Instead focus on customers’ needs by asking relevant questions and followed by active listening. Rotate discussion around those needs. Your customers will soon realize you understand their situations and trust your recommendation.
(6) Perseverance
A good number of prospects make the purchase after the fifth visit by agents. Unfortunately many agents give up after second attempt. Insurance is the kind of profession where you have to be resilient enough to overcome objections and experience heartaches before you make a sale.
(7) Empathetic
People like to be understood. The best way to understand the concerns of customers is to put ourselves in their shoes. Once we see things from their perceptive; we are able to formulate the best solutions that address their problems.
(8) Effective communicator
You need to master the art of communication and be in control of the conversation. Communicate to your prospects in such a way that they feel you are not imposing anything on them and all talks are for their benefit only. Make then feel that you put their interest before yours.
(9) Tactfulness
Those who can learn and adapt themselves quickly to different situations not only survive but also thrive in this business. You must be able to manage unexpected queries and requests from your customers tactfully. Your ability to turn things around in your favor makes you a clear winner.
(10) Dedication
Insurance is about service. Only those who dedicate to this profession and commit to provide quality service will stay long in this business. Your ability to provide value added service that delights your customers separates you from your competitors.
(11) Conversant with the products
Customers prefer to deal with a knowledgeable agent because they know they can get the best advice from the agent. By letting the customers know both the pros and cons of a product, the agent helps the customers make informed decision.
(12) Success driven
You are responsible for your success. It is your want-to-win attitude that constantly reminds you of the need to focus on the results you want to achieve. Once you are emotionally connected to your goal, you will put your heart and soul into it and go all out to achieve a phenomenal success.
If you have made an honest effort to do sales yet the results are not what you wish, it could be that you fall short of some qualities described above. You may like to work on these qualities as they are the foundation needed for you to excel in this business.
