10 Talking Points To Stop A Lead In Its Tracks

You’re sitting at your desk, checking your email to see if any new leads have popped up — something you do just about every 60 seconds. Sure enough, there’s a new one fresh off your website.

You know this lead is good because the person went to your site and filled out their information for a quote. But online shoppers have a LOT of other websites to
request quotes from, and they’re not content with just checking out your competitors. Many are going straight to carrier websites (which are getting more attractive, information-packed and consumer-friendly every day).

You need to stop this lead in its comparison-shopping tracks!

Your mission: Educate your prospects not only on WHY they need to work with you, but WHY they need to work with an agent to buy insurance.

Acknowledge they’re shopping around and congratulate them for being so savvy. Then offer to contribute to the information they’re gathering. Hit them with these 10 talking points, and watch how impressed they’ll be by all the time you’ve taken to show them the risks and how to avoid them.

To get the conversation rolling, try something like this:

“I think it’s important for you to check out your options
and find the agent you’re most comfortable working with. No matter who you go with, I want to make sure you know how important it is to get help from an agent. Here’s why…”

Getting your application rejected is bad news.
Many people applying for loans fail to make the connection between bounced checks and bad credit, and the same goes for insurance. People don’t know sloppy applications lead to rejection…and that can lead straight to higher premiums or a lifetime of carrier rejections. Don’t scare them with this knowledge, but shed some light on a subject they’re in the dark about.
Agents can place you with the insurers likely to accept you.
Insurers are picky about who they accept. Experienced agents know which companies penalize harshly for one condition, and the ones that don’t get ruffled by it. They’ll recommend a policy from the company that’s the best fit for the customer. If the customer applies through a company website they could be setting themselves up for rejection, and they wouldn’t even know it.
Agents can walk you through the application process.
Even an honest error can be enough to make a company take a pass on them. For example, you’ll catch anything that might confuse underwriters, and can make sure it’s explained.
Some agents are brokers.
Agents represent multiple carriers, so they can find the best plan based on the customer’s needs out of all the options. Would they rather choose the best product out of ONE company’s line up, or the best product out of several competing companies’ selections? Not a tough one, but not an obvious one either. Don’t forget to mention that you happen to be a broker if you sell for more than one carrier.
Agents can intercept bad apps.
If there is a possible issue with an application, agents can make informal inquiries to the underwriters to find our how good their chances are of being accepted.
Agents monitor each application’s status as it gets looked over by the underwriters.
An agent can troubleshoot any problems that come up during the application review. You can explain their case for them, in the language that underwriters understand.
Good agents will always be there for you through the life of a policy.
An agent will know the details of their insurance. If there is a problem, they don’t have to go through an anonymous call center. They can call you directly and you can handle it personally.
It’s an agent’s job to help you.
An agent’s job isn’t just to guide consumers through the application process. They also have experience helping people make sense of their healthcare situation. Agents can provide the one-on-one insight that a prospect can NEVER get from a large carrier.
The service is FREE.
They get all the advice they could want, without paying the agent a dime.
Applying with most agents is just as easy as going through a big carrier website.
Just because you’re local doesn’t mean you can’t offer the convenience of the big guys. If you have a quote engine on your site, you can send them quotes and online applications that they can fill out and send in right away.

With all this talk about “other agents”…where do you fit into this sales pitch? Well, it’s not exactly a sales pitch yet. It’s the “education pitch” that leads your prospect by the hand to your sales offer. True, it’s a less flashy way of promoting your service. But the refreshing change from the typical “me, me, me” pitch could be the final push a prospect needs to hand their business over to you.

Scott Sullivan is Vice President of Broker
Sales at Norvax, where he uses his 4 years of industry experience and impressive knowledge of how insurance agents sell to forge strong relationships with successful agencies and insurance carriers nationwide. His team works with agents across the country and educates them on how to implement technology and
lead generation into their daily routines. He welcomes feedback at ssullivan@norvax.com

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