Avoiding Common Perils in Insurance Sales: Tips for a Lasting Career
By Megan Mahan

According to recent reports, careers in insurance sales are on the rise-the U.S. Department Labor reported an increase of 900 insurance jobs in December of 2005 and an additional 2,500 in January of 2006.

While the growing trend is good news for those looking for a career in insurance sales, many agents pull out of the business, falling victim to the common perils of insurance sales. But by identifying common pitfalls and learning how to avoid them, you can enjoy success as an insurance agent for years to come!

Peril #1: Not Incorporating the Web into Business Practices

It goes without saying that the Internet has changed the face of business in recent years and the insurance world is no exception. With more and more people going online to get insurance information you need to be prepared to meet those needs.

You can connect with Web users and:

Beef up Your Web Site

Simply having a Web site is no longer good enough. Consumers expect you to have a Web site. Take your site to the next level and give visitors what they need. Informational articles about insurance, saving tips, rate comparison charts and online bill pay all show visitors that you're dedicated to helping consumers find the right insurance and that doing business with you is quick and easy.

Don't have a Web site yet or need help giving it a facelift? Sites like FreeWebs.com and SiteSolutions.com can help.

Start a Blog

What started out as an online journal has morphed into a phenomenal tool for businesspeople to communicate their services and build a community around them.

Quite simply, blogs can be used to share ideas and start a discussion about your company. When you post to your blog, consumers can read your entry and post comments and questions, connecting you to prospects and other insurance professionals-and taking your networking skills to the next level.

Not sure what to write about? You can write about happenings in the insurance world, new consumer laws, saving tips and other anecdotes of interest. The possibilities are infinite!

Work with an Online Leads Service

With more consumers turning to the Web to learn about insurance, it comes as no surprise that consumers are now turning to the Web to find insurance.

When you partner with a reputable provider, you can get hot insurance leads delivered straight to your inbox, complete with all the information you need to work up a quote and contact the prospect. Start receiving real-time insurance leads and you'll see that finding new clients just got easier-and cheaper.

Peril #2: Breaking the Commitment to Customer Service

With all that talk about consumers using the Web to find insurance, today's client probably doesn't care much about customer service, right? Wrong.

Just because consumers are learning about and shopping for insurance online doesn't mean you can afford to slack in the customer service department. Your clients still want to be taken care of, which translates to trust, which translates to a lasting business relationship and so on.

To meet these needs, many agents are hiring extra help-from hiring an assistant to implementing a small call center to answer questions and start the claims process, successful agents make sure their clients are taken care of.

Peril #3: Leaving the Cross-selling to the Competitors

While your grandfather's insurance agent may have specialized in just one insurance type, today's successful agents are taking advantage of cross-selling and consumers are taking care of their insurance needs in one place, often times with one bill.

It's for this reason that successful agents are expanding their horizons to sell multiple lines of insurance, providing not only a great convenience to clients but a hefty savings by offering discounts for buying two or more policies.

Remember that earning additional accreditation may require a separate license, especially where financial products and annuities are concerned. Contact your local division of insurance to find learn more about requirements.

Enjoy Sales Success for Years to Come!

As an insurance agent, you see challenges in the workplace almost day in and day out. But when you're aware of common pitfalls facing agents, you can avoid them. So consider cross-selling, keep up your commitment to customer service and use the Web to find insurance prospects-and you can enjoy a career in insurance sales for years to come!

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, InsureMe.com.

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