Insurance sales support describes a range of functions that assist agents in growing and maintaining their client base. These functions are essential to the success of agents. Functions include lead generation, customer service, research, making insurance proposals, upselling, and cross selling.
Lead generation is simply the art of finding new potential customers. This was once accomplished through cold calling. Today, most agents use the Internet to inform potential clients about the products and services they have to offer. This is done in such a manner as to get interested parties to call the agent or his office to request information or to purchase a policy.
One of the most far-reaching services available is customer service. It is also one of the most critical. Customer service includes accepting payments and processing them for existing customers as well as providing information about the various coverages available to potential clients. Good customer service can gain new clients, while poor service can cost existing clients.
It is important to have someone available to research the different types of policies available and the coverage levels offered. The person doing this research should be able to put together proposals based on the inquiries of clients and potential clients as well as being able to communicate such proposals effectively orally or in writing. The support person should be able to create persuasive proposals that do not feel like a hard sales pitch.
Another important support skill is the ability to convince clients that additional coverage can be beneficial to them while justifying the additional cost. For example, most consumers seek to purchase just the minimum required liability coverage for their car. A good upsell would be to show them how taking out full coverage provides them with protection even if an accident is their fault.
Another valuable skill is showing consumers how they can save by taking out multiple lines of coverage from a single agent. One example of this would be convincing a car insurance customer that insuring his/her home with the same agent can save money on both policies.
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