If you are an agent, your first job is to help your customers find the risk management solutions which are designed to limit their financial risk. Well, that’s true regardless of whether you are focusing on commercial or personal lines, or whether your primary focus is property and casualty or life and health products. Trust is an integral part of the agent and customer relationship and to make it successful, your clients need to see you as capable, dependable, and as someone with integrity.
Follow these simple and effective tips to create deeper, more rewarding relationships with your customer base that includes:
Become an Expert
Your customers have insurance needs and requirements — you have the desired solutions, but you need to understand the products first that you offer well enough to be able to confidently/completely answer questions when they arise. And to do that, you must educate yourself on how various coverage options work and who can benefit from them. When you can demonstrate a solid working knowledge of carriers’ products and operations, as a result your customer will be more comfortable working with you.
Never Trash-Talk Your Competitors
It might be tempting to bash your competitors in an attempt to make yourself look better, as that approach will backfire on you. So, instead of painting yourself in a better light, you can look petty and untrustworthy. Hence, always respect your competitors by showing customers why the product, services or insurance solution you’re proposing is a better fit than anyone else out in the market.
Don’t Make Promises You Can’t Keep
like other salespeople or agents, never make promise that you cannot fulfil because you can sometimes fall into the trap of wanting to over-promise in order to get the sale, so don’t do it. Moreover, never misrepresent a product’s features and don’t tell any customer you’ll do something that isn't in your hand or you’re not actually able to deliver on that promise.
Always Be Professional in Your Interactions with Customers
However, the way you comport yourself can go a long way in helping deepen relationships with customers, so by being polite, courteous, and respectful in all of your interactions, shows customers you're someone they can depend on.
Last but not the least, don’t try to be someone you’re not in an attempt to impress your customers, because they’ll see through inauthentic behaviours and communications, and you’ll come off as untrustworthy in the end, so be yourself!