Tag Archives: sales

5 Reasons to Be a Niche Insurance Expert

This is my 25th year in the insurance business. Most of those years have been spent in the sales and marketing department for an insurance carrier. I have seen many producers come and go whose focus is on chasing a sale. Chasing a sale is good, but the issue is that they sometimes become lost and discouraged. I have seen countless new agents spend more time trying to place a high-risk brokered account than working on honing their craft. Eventually their confidence is shattered and the sale is given to a person with more experience.

I truly believe the most successful insurance agents are experts within a sector of our economy. Successful agencies are experts at something — hospitality, construction, manufacturing, and the list continues.

Would you go to a family doctor for heart surgery? No, you would go to a heart doctor. Every industry specializes in today’s world. Heart doctors make more money than a family doctor. Why? They are experts within their craft. When it comes to insurance, it’s no different. If you put in the time to be a niche insurance expert, you can expect five things to happen: (more…)

Sales Tips: Value vs. Price

Here at Society Insurance, it’s all about the Small details that make a Big difference. When selling an intangible product like commercial insurance, it’s important to promote the value that the customer receives. Sales professionals who don’t know how to sell value will be challenged if they sell on price alone. This approach does not create loyal customers or long-term, profitable growth strategies.

As Society’s products and services are marketed, key to success is a clear look at what moves customers to make purchase decisions. People buy for their own reasons – not ours. They purchase commercial insurance (more…)

Case Study: Ensuring an Accurate Final Premium

This entry is part 2 of 6 in the series Premium Audit

The idea of an audit doesn’t appeal to most people.

Even the simple word “audit” has a negative connotation. After all, what good could possibly come out of an audit? Does the IRS ever give money back on an audit?

Fortunately, an insurance premium audit might be the one type of audit in this world that doesn’t necessarily mean doom and gloom. Instead, premium audits are designed to guarantee that business owners only pay the premium they truly owe rather than (more…)

5 Tips to Boost Your Business

They say insurance is a relationship business. So how do you forge and maintain relationships with your customers and prospects?  Consider the answer…a question.

Long-term success is achieved by your ability to relate to others, manage conflict and solve problems.[1] Selling is not telling. So use questions to drive your relational success. (more…)