The Insurance Agent Survival Kit: What You Need to Make a Sale
By Megan Mahan

Believe it or not, when it comes to heading out to meet a new prospect, what you bring to an appointment can be a direct reflection on your professionalism, personality and responsibility-all of which will be critiqued by your prospect.

Not sure what tools are absolutely essential to get in the door with a new prospect? To help you put together your agent survival kit, we'll identify the four tools that expert agents use to get in the door with a new prospect-and walk away with a sale.

Essential Tool #1: Computer and Agency Software

Essentially, by bringing a laptop computer equipped with your agency's software, you can bring your office with you, no matter where your appointment is. And, while you may be meeting the prospect at a restaurant or coffee shop, having the rating software at your fingertips will allow you to "play" with coverage and deductible options and show the prospect how their premium will be adjusted in these situations.

Bringing a computer to appointments also saves you the hassle of taking notes while you're talking to the prospect, allowing you to:

• Store the prospect's contact and application information
• Save comments and observations about the prospect for later use
• Provide the prospect with an accurate quote upfront

Arriving to an appointment without these tools can result in an, "I'll have to get back to you on that" situation, which can negatively affect the chances that the prospect will buy a policy from you-and give them an opportunity to shop with someone else who's prepared to meet their needs.

Essential Tool #2: Literature

By providing your prospect with literature on the type of coverage they're looking for, you give them a visual reference of the benefits of your services.

You might want to provide your prospects with:

• Company brochures
• Fact sheets
• Comparison charts
• Testimonials from current clients

Before meeting with a future client, stick some literature into your bag or briefcase-the prospect will be encouraged by the materials and have something to reference during your discussion, helping them to see why they should do business with you.

Essential Tool #3: Policy application and information

If the prospect has yet to fill out an application for coverage, you'll definitely want to have a copy on hand for them (if applicable). Furthermore, if your sales pitch goes well and the prospect decides to buy a policy from you, you should have any necessary paperwork on hand, ready for them to sign.

Another necessity that often goes overlooked by agents is the importance of black ink on application and policy forms. The reason for this is simple: black ink shows up better in photocopies. So stick a couple black pens in your bag on the way out the door, just for good measure!

Now, if you are able to begin the policy process on the spot, you should most certainly have a "welcome package" of sorts for your new client, full of useful information like contact numbers and addresses, as well as little known insurance facts and saving tips.

Essential Tool #4: Freebies

Most people love free stuff, which is exactly why you should have something on hand for new clients.

But scrap the magnets and inexpensive plastic pens; these days agents are giving away:

• Sticky notepads
• Stress balls
• Thermal mugs
• Golf tees
• Dual keychain/flashlights

Leaving your new client with promotional goods is a great way to show your appreciation and make your mark in their home-giving your clients easy access to your contact information.

The Crucial Tool: Preparedness

When it comes to putting together your insurance agent survival kit, it's important to remember that it's not about having the newest or the shiniest gadgets that'll impress your prospect-it's about your preparedness and the ability to serve your prospect on the spot. If you can do that, your chances of selling new insurance prospects will increase dramatically-and so will your clientele!

About InsureMe
Megan L. Mahan is a copywriter and insurance information expert with InsureMe in Englewood, Colorado. InsureMe links agents nationwide with consumers shopping for insurance. Specializing in auto, home, life, long-term care and health insurance quotes, the InsureMe network provides thousands of agents with insurance leads every year. For more information, visit InsureMe.com.

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