Insurance Agency Tip: Are you an insurance interrogator?
I was recently training a team of bright, energetic new producers. As we were eagerly, yet awkwardly role playing, we found one major problem. They were diving right into the insurance interrogation. Now, you may be asking what is an insurance interrogation? This is when you go right into the app without doing any rapport building. We dive into the VIN numbers, # of employees, or year of the roof. This is a great lesson, you need to slow down to speed up.
When someone calls in talk to them like a person not an application. This means doing a few things really well:
- Introduce yourself, tell the person why you got into insurance, your approach and years in the business
- Tell them why to choose your agency. Talk about your years in business, access to carriers, the community. If you don’t tell them why you they never know and it becomes all about price
- Then ask them one powerful question-Tell me a little about your life, are you married, kids, pets? You want to get to know what’s important to them.
- Ask them why they are shopping today?
- Then ask them other than price what is important to you in selecting your agent?
- Find out how they heard about you.
- Finally, ask them how many other agents they have called.
This allows you to understand the lead and build rapport. You know now how to approach them rather than diving into the application. We want to understand them first then ask application questions. By doing this you earn the right to ask personal and sometimes difficult questions.
Take off the interrogation hat and put on your detective hat!
