Focus on the biggest priorities the client sets out. Focus on the two or three major points in the policy you’re offering that you think will be most important to the insurance client.
In insurance marketing, the old rule is that 90% of your sale will be based on 10% of the features you offer. Discuss the other parts of the policy as well, but don’t spend too much time on them.
Every time you hit a major point in your presentation, ask the client, “Would you be interested in that?” or “Is that what you were looking for?” You’ll get an idea of what’s important to the customer, so you can continue to focus on that feature. You might even get the client to agree to buy the policy right then and there.
It might also be useful to ask the client to take your place for just a second. If he or she was trying to convince you to try to buy a product he or she really believed in, what would they say? What would he o
Read more…
Car insurance is something that all American drivers need, but no one likes to pay for. Car insurance will go unused for months or even years, and all the while a driver will be paying a monthly premium. If an accident does occur, a policyholder will then be responsible for paying the cost of their insurance deductible before their provider will offer any form of monetary assistance. Many drivers are now seeing their deductibles creep ever higher, and wonder what they can do to help lower their costs but still retains the basic coverage that they need. While a car insurance deductible is not as flexible as say, a car insurance premium, there are ways to help lower it.
Read more…
It can be a challenge to understand when unoccupied property insurance should be taken out in preference to standard home insurance, especially if your circumstances change suddenly. As the name suggests though, there can be any reason that you property is empty, and whether you are a landlord or an owner occupier, if your property is empty for more than 30 days, unoccupied property insurance may be required.
For example, you may be a landlord waiting to for tenants to move in, or you may be having problems finding new tenants. You may also decide to extend a holiday or business excursion, or you may be waiting for divorce proceeds, the outcome of probate – or a sale. Any of these reasons, among others, might require you to reconsider your insurance cover.
If in doubt, take some time to read the small print of your existing policy. F
Read more…
Las Vegas, April 13, 2011 — Yesterday, three senior life insurance executives shared their views on distribution, regulation, risk management and product innovation, and their impact on the future of the life insurance industry to the 550 attendees of the 2011 Life Insurance Conference. “Middle market will be the growth engine for the future,” said Thomas M. Marra, president and CEO, Symetra Financial Corp. “Companies will need to return to the basics of life insurance to reach this market. With estate taxes at $5 million and $10 million for one person or a couple, opportunity in the affluent market will be diminished. The days of hunting elephants are probably over.” J. Eric Smith, president, USAA Life Insurance Company, added “Leveraging technology will be the differentiator to capture more market share — especially will younger consumers. Building a strong dot.com space and using social networking site will fuel future growth.” The panel, moderated by Robert A. Kerzner, president an Read more…