Feb 28, 2018
My dear fellow insurance professionals:
You may be now busy in closing the deal of your life time but seems always out of your reach or licking your wounds of losing a major account to your competitor. You may wonder what is missing that you just could not hang on to your clients? Or what holds you back? Actually, when I say you, I am referring to myself. I am the one who experience all these anxieties.
When we first entered into the insurance sales arena, we are taught to sell by premium. Whoever gets the lowest premium would get the sale; but times move on and in today market environment: price and service are being taken for granted. If we could not differentiate ourselves from the other agents, and continue to keep on selling price and service, we would be bound to be eaten up by our competitors.
Wow Factors! Are the catch words of today! What if we could give our prospective clients a “Wow” instead of the usual trust me, our price is the lowest and service is first rated cache. Your prospects would become your clients, and they would attach to you like being spread with a super glue; stick with you as long as you are selling because they trust you, believe in you, feel good dealing with you.
What are the “Wow Factors”? It could be
Your persistence to help your clients to solve their problems
Your immediate response to their questions
Your thorough understanding of their needs
Knowledge of the coverage
Your empathy when they are in dire situation: facing a catastrophically claim
Your understanding or care when they just need somebody to hear them out
Or any acts that are genuine showing that you are their trust advisors instead of any of those fly by night agent.
If you feel that you are lacking of the “wow factors”, then build them up by searching your own strength and potential and zero in to develop them
Sell not the “Price and Service” but your own “Wow Factors”!
Where I get all these big ideas? Not from my own reserve but from our dear SAFECO INSURANCE, whose success is relying on our success, the independent agents that feed them the business. It is Safeco who wakes me up to open my eyes to what is really going on out there.