How to invest in your life insurance clients
- Get to know them.
- Engage with them.
- Be thoughtful.
- Connect with your community.
Editor’s note: This post was originally published on 2/8/17 and has been updated for accuracy and comprehension.
The relationships you have with your clients are everything.
While the sales high you get from landing a new client is exciting, you need to be nurturing existing client relationships, too.
Your clients look to you for expertise and knowledge about the life insurance industry in general. They need you to walk them through their options, help them weigh financial investments and give them peace of mind.
So, don’t think that once you’ve sold a policy that your job is done.
A great life insurance agent will nurture these relationships and maximize the ROI from each one.
Here’s how you can invest in your life insurance clients and get more out of these relationships.
How to invest in your life insurance clients
1. Get to know them.
How well do you know your clients?
Getting together with them will help you stay updated on their life status, such as when they’re having children, when they change jobs and when they plan on retiring.
Casual settings also encourage trust. By getting people to talk about personal aspects of their lives, such as their family, hobbies, sports affiliations, and more, you’ll establish common ground.
Combining personal interests into your connections with clients will ultimately drive your professional relationship, too.
2. Engage with them.
You should always be top-of-mind to your clients.
The worst thing you can do is sell them a life insurance policy and then disappear for a year. Don’t send them a renewal email in one year in the hopes of winning the sale.
You need to be actively communicating with clients throughout the year, perhaps once a month, maybe once a week. Along the way, use the messaging opportunities to educate them about your products, address their needs, and solve their problems.
Engage clients in this way, and you’ll win loyal clients for a lifetime who will sing your praises to family and friends. Keep in mind the old adage, “Sell someone once, and they’re a customer. Sell them more than once, and they’ve become a client.”
3. Be thoughtful.
Take the initiative to “wow” your clients with thoughtful touches.
Bring a snack to your next meeting or gift them with game tickets for their favorite sports team.
It doesn't have to be a grand gesture and you don't have to spend a lot of money. A little thoughtfulness goes a long way and lets your client know they're valued.
4. Connect with your community.
Being out and about in the community can help you score even more bonus points with clients, so make it a point for your business to be active in the community.
Try sponsoring a local sports team, chairing a community event, or donating to a local charity.
As your business gets involved in local events, your exposure will increase and residents will notice your investment in the community. Every time you’re at an event, it’s another opportunity to interact with prospects and clients, too.
Investing in your clients provides the best ROI
Building relationships is a great way to stabilize your business and propel it to new heights.
Help your clients remember why they chose you as their insurance agent and why you should continue to handle their affairs for the years to come.
Enhance these relationships at every turn, and you’ll have vested clients who sing your praises.
In what areas do you struggle with nurturing client relationships?
