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Insurance Agent Sales — Is bonding dead?
By admin | April 10, 2008
In this era of internet leads, quotes by email, and very often never seeing a client’s face, is bonding still something a good insurance agent should do? I mean, do you still sent our holiday and birthday cards or fridge magnets with a local sports team’s schedule and your contact info? Or do you just burn ‘em an d churn ‘em?
I would say that your approach should be directed by what you think your client wants. Part of this may be based on age. Older people expect their insurance agents to provide service, and they would rather pick up the phone to call you then login to an insurance website. Younger people, groomed online, may be irritated if you call them, and want to be able to click their mouse a few times to make simple changes and get information.
I don’t think it’s all about generations though, or Gen X vs Baby Boomers vs. Seniors in insurance sales. I think it also boils down to personality and style too! I have had senior citizens who wanted to be mailed applications and young adults who insisted I drive over to their office to talk to them.
So if you aren’t sure how you should handle a client, why not ask them? I think they will appreciate it, and that will be the only way you can really know how they want to be contacted.
I consider myself very internet savvy, and I do 90% of my professional work on the web. But the last time I needed to purchase a policy from an agent, I went with a lady I liked vs. the phone/internet company. Go figure.
Topics: Insurance Agent Topics |
One Response to “Insurance Agent Sales — Is bonding dead?”
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April 10th, 2008 at 2:28 am
[...] found an interesting article on handling insurance prospects and clients here. They believe that the age of the client matters somewhat. In a very general way, younger [...]