Tag Archives: Clients

Developing an Exceptional Character

Developing an exceptional character

Exceptional Character

Not everyone is simply born with an exceptional character- when people are, it is truly a gift. Most need to learn how to develop an exceptional attitude to possess it. A few outstanding traits that can be harnessed to develop an exceptional character are learning to be more personable, knowing and exemplifying the true meaning of being hardworking, and becoming the most dependable agent you can be.

When going on sales calls, it’s important to be personable with your prospective clients. If you know more about your clients and understand their needs, you won’t be selling them insurance they don’t need. You can start by sharing a story about your own family, or even how you started working with National Agents Alliance and how long you have been there. When you are building common ground with your clients, their needs will come more easily. Because life insurance is such a personal purchase, taking time to get to know your client will make you both feel more comfortable.

Now, even if you have the most personable demeanor, you’ll have to pair your ability to relate with clients with being hardworking. Think of all the times back in school when you were forced to do an entire project by yourself. Thinking of that, who ended up benefiting from it? You were the one who really got something out of it. If you are not motivated and working hard, how can you expect anything to happen? Here at National Agents Alliance, we challenge our agents to keep working, reading, and putting themselves around people who encourage them so that they are able to grow as a person and as an agent. To help with working towards success, you can set daily, monthly, or even yearly goals to help finish your tasks. Start simple, like booking three or more calls per week. Then, work your way up to selling more and more insurance policies each week. Your goals can be as easy or as challenging as you prefer, just continue working hard, keeping your goals for success in mind.

Dependability is another important trait of our most valuable and successful agents at National Agents Alliance.  People love to be able to depend on others, and they often don’t trust people who are inconsistent. Put yourself in your clients’ position– they are not buying Girl Scouts Cookies. No, life insurance isn’t a spur-of-the-moment purchase. You need to be dependable and honest to be successful and to make a difference. Would you want to buy something as important as life insurance from someone who was dishonest with you? That’s an example of how dependability, or lack of, can affect a company, an agent or a client. A good thing to do is ask yourself: “If I can’t depend on myself, who will be able to depend on me?”

Those three traits are attainable for anyone who wants to grow and is willing to work hard. Once you have gotten the hang of one trait, the other two will come more easily. Always keep the Alliance’s motto, “Have fun, make money, and make a difference” at the heart of everything you do.


Becoming More Persuasive

PersuadeWhat many salespeople don’t realize is that becoming more persuasive on sales calls has less to do with how hard they push and more to do with how compelling they are to their clients.

When selling to clients, it’s vital to remember that your clients would be doing you a favor by buying your National Agents Alliance product – however, it’s also important to remember that by making your product available to your clients, you are doing them a favor. It’s your job not to push them with sales jargon, but to show them through your words and your actions that they need what you are selling.

Clients often assume that salespeople are pushy and untrustworthy. Unfortunately, in some cases, this is true. It’s your job to disprove that stereotype from the beginning of the sales call. Show that you are trustworthy, not through just words, but through the way you use words and the information you share.

We’ve got a few simple tips to help you become more persuasive without being too pushy.

  1. Be honest– Remember that your goal is to gain your clients’ trust.  The best way to truly gain people’s trust is to be trustworthy and honest. Think of your sales tactics as if you were the client – what would you think of the way you treat people? Would you want the salesperson to be honest with you about the service or product? Would you trust just any salesperson? What qualities make you trust others? Consider all of these things when going on sales calls. As an agent for National Agents Alliance, you are working for the greater good. You are not just working to get a paycheck – you are working to make a difference. It’s your job to make sure people get the coverage they need to protect their families – be truthful about the coverage your clients need and be genuine in your efforts to help. Your honesty will shine and people will trust you. Being trustworthy in itself makes you more persuasive in your efforts to sell.
  2. Be appropriate– When selling, it’s important to think like your audience. Instead of focusing on how to “trick” people into buying what you sell, simply try thinking like your clients. Do you have a family? Tell your clients how life insurance can protect their families from financial stresses if they pass away. Was there something about insurance that you didn’t understand before you went through agent training? Be honest and clear with your clients, anticipating questions and concerns so you will be prepared to answer them. Thinking like your audience will help you be more helpful to your clients. Keep in mind that you are representing National Agents Alliance when you go on sales calls – another reason to be truthful and appropriate. Keep your audience’s perspective in mind, being constantly aware of what you say and how you say it. Rehearse your general sales script to make sure that you know what you want to say and how you want to say it.

Applying these tips to your sales mindset and behavior will help you to be more persuasive – naturally – at your sales calls. If you focus on helping your clients instead of getting as much money out of them as possible, you will see that you are working toward the greater good and making a difference by meeting your clients’ needs. Your clients will see that you are genuine and will be more likely to purchase coverage from you. Your attitude says more about you and what you are selling than your “pushy persuasiveness” does. These tips will help you be naturally persuasive, improving your skills and furthering you on your road to success with National Agents Alliance.


Meeting Your Clients’ Needs at National Agents Alliance

Shaking HandsWhen you have a sales jobs, it’s important to remember to put your clients’ needs first, even before your need for a paycheck. While agents have needs of their own, the clients are depending on their agents to provide them with the best life insurance coverage possible at rates that meet their budgets. A great agent is an agent who truly works for the good of others – someone who seeks to make a difference in peoples’ lives through a service-oriented career.

In order to be a great agent, this idea must be captured and applied to a person’s life. It’s vital for agents to show clients that they are dependable, professional and available – these are the qualities that make agents trustworthy and capable in clients’ eyes.

There are three simple qualities of a great agent that all agents should maintain. Evaluate your traits and see if these are included. If not, work toward them and apply them to your personal and professional life.

  1. Be prepared: In order for agents to be a useful resource for their clients at National Agents Alliance, agents must be prepared – in all ways – to get their clients the coverage they need. From knowledge of products to proper sales call etiquette, agents are responsible for being prepared for it all. Agents are to act professional and should know as much as possible about what they are selling. Knowing your stuff will show the confidence you have in yourself, your company and what you are selling. Displaying this confidence will make your clients more likely to trust you, buy from you and tell their friends about you.
  2. Be consistent: In order to gain trust from your clients and a good reputation for you and your company, it’s essential to be consistent in your behavior and actions. If you tell a client you will be at their home at 7 p.m., be there then. If you arrive early on one visit and late on another, you will show inconsistency in your behavior. This also shows a lack of professionalism, making you a less trustworthy source in your client’s eyes. In addition to being consistent in your timing, be consistent in your behavior. If you are kind for the entirety of a sales call, until your client says he would like to meet with you again before deciding to buy his coverage from you, you will show inconsistency in your behavior. Acting differently or getting visibly frustrated will make clients think that your kind behavior was just a front, and they will likely not buy coverage from you. Be dependable and consistent – these are things clients look for in their insurance agents.
  3. Be reachable: In order to keep clients, keep them happy and keep a good reputation, it’s important to be available for your clients when they need you. If a client has a question or concern, it’s important for them to know they can contact you, and also important for you to answer or call them back fairly promptly. If a client tries to call you once a day for a week and you don’t respond or call back, for instance, you are showing your client that he is not a priority for you. Being reachable, however, shows clients that you are ready and willing to help them. This will build credibility for you and your company, and your clients raving about you will be your best form of advertising.

The combination of these traits makes a great agent, as they put the emphasis on the clients’ wants and needs rather than the agent’s. It’s important to develop a trustworthy and reliable reputation to grow your clientele and succeed with National Agents Alliance.


Myth vs Fact: September Celebrates Life Insurance Awareness Month

Life Insurance Awareness MonthSeptember marks Life Insurance Awareness Month, and National Agents Alliance wants to know what are you doing to create more awareness of the benefits of life insurance products?

Life Insurance Awareness Month is a great opportunity to inform consumers about the benefits of life insurance and dispel the myths.

In celebration of Life Insurance Awareness’ month, it’s time we separate the myths from the facts:

  • Myth: Life insurance is expensive.
  • Fact: Life insurance is much cheaper than widely believed. The 2012 Insurance Barometer Study revealed that 2,011 respondents between ages 18 and 75, estimated that annual coverage for a healthy 30-year-old was $400—a total of $250 more than the actual cost of life insurance.

 

  • Myth: Life insurance is a luxury, not a necessity.
  • Fact: Life insurance is as much as a necessity as health insurance. Should the main income provider or a parent die unexpectedly, that income would need to continue coming in so that the family can pay their bills and provide childcare.

 

  • Myth: You only need enough life insurance to cover burial expenses.
  • Fact: You not only need life insurance to cover any burial expenses, but you also need the continued income of the deceased person. If a stay-at-home parent dies unexpectedly, you’ll now need someone to care for the children, in which the average salary of a stay-at-home parent is about $75,000. You will also need to cover the bills for at least six months in order to help your family make it through the grieving process and make plans for their future income.

 

  • Myth: Life insurance is only something you need to think about as you reach retirement.
  • Fact: The earlier you begin thinking about purchasing life insurance the better. Death can occur at any moment, which is why now is the time to consider purchasing a policy. In addition, you can lock in lower premiums due to your age.

 

  • Myth: I’m single, with no children. I don’t need life insurance.
  • Fact: Just because you’re single with no dependents doesn’t mean you don’t need life insurance. Should you unexpectedly die who would cover your burial costs and pay off your debts? Don’t leave a burden on your family.

Don’t let the myths keep you from protecting your family and loved ones.  Life insurance can offer that peace of mind that no matter what happens, your family will be taken care of after you are gone.   And for the National Agents Alliance team members, be sure that your clients and potential clients are aware of these common myths, and their corresponding truths!


Motor Vehicle Records to be Used by Life Insurers?

Filing Cabinet of RecordsIf you tend to have a lead foot and have a passion for the “fast lane” it may be time that you slow down and play safe while behind the wheel, as a new study has found that your driving history can be used as a predictor of an individual’s lifespan, the Insurance Journal reports.

Just like car insurance companies, life insurance companies could begin using motor vehicle driving records to predict an individual’s life span, which could affect your life insurance policy premiums.

A LexisNexis study, “The Motor Vehicle Record (MVR) Mortality Study,” found that motor vehicle driving records are a predictive data source of an individual’s all-cause mortality, which is an individual’s overall likelihood of dying in general.

“Our research shows that motor vehicle records can be a reliable indicator of lifestyle risk for insurance applicants,” explained Elliott Wallace, vice president, life insurance, LexisNexis. “For consumers, this study offers insight into how lifestyle impacts risk and the considerations they need to make for life insurance. By examining the severity and number of violations on an applicant’s MVRs, a life insurer can make more accurate pricing decisions, improve risk posture and improve underwriting efficiency.”

Alcohol-relation infractions and excessive speeding caused all-cause mortality rates to soar to 70 percent higher than individuals who don’t participate in such infractions; while six or more driving violations raised an individual’s all-cause mortality rate by 80 percent.

The study identified the trend across all age groups and genders, with women typically having lower incidences of adverse driving records.

For insurers, LexisNexis researchers note:

  • In cases where underwriters are striving to improve the customer experience by ordering fewer reports, MVRs offer excellent protective value because they offer insights into an applicant’s lifestyle risk.
  • MVRs are one of the more affordable data sources available for insurers and are non-intrusive for customers – a benefit when applicant retention is an issue for most carriers.
  • MVRs can help insurers improve efficiency – real-time availability of MVR data means that insurers can streamline their processes and reduce cycle times.

So what does this mean to you? Some life insurance companies could begin using your motor vehicle driving records to get a better look at your lifestyle, which can affect the cost of owning a life insurance policy.

In closing, it’s best to drive safe and to understand that bad choices on the road can end up affecting more than your driving privileges.  National Agents Alliance team members, another important tidbit to be aware of!


Life Insurance Coverage on a Broke Man’s Budget

Shrinking Piggy BanksTimes are tough for many Americans, as the job market and the country’s economy hit a major slump. Many Americans are left living paycheck to paycheck and scraping together change to make it from one week to the next. Because of our current economic situation, the thought of purchasing life insurance has often been put on the back burner.

It is widely believed by most consumers that life insurance policies are expensive, when in fact that couldn’t be further from the truth. In fact, a LIMRA report found that consumers inaccurately believe that life insurance costs nearly three times the actual price. For instance, a healthy 30-year-old consumer, who wants a 20-year, $250,000 term life policy can expect to pay only an average annual cost of $150.

As National Agents Alliance team members, you have no doubt had enough exposure those struggling in with the current economic state to know that even with a low average annual premium, many policies may still be too high of a cost for a lot of families.  However, there are some options available that you can advise a client that could help them get coverage they can afford:

  • Purchase only as much term life insurance that you can afford right now:  Term life insurance covers a fixed period of time, like 10, 20, or 30 years, and pays a death benefit if you pass away while the policy is active. The premiums are lower the younger and healthier you are, which is beneficial to those who are on a shoe string budget and are young and healthy. But, the older you get, means the premiums also raise.
  • Annual renewable term life:  Annual renewable term life guarantees your insurability for a set period of time. However the premium increases each year during the term, based on your age. With level-premium term life, the premium stays the same for the entire term. In the early years of the policy, premiums for annual renewable term life are less expensive than those for a comparable level-term life policy, Nasdaq reports.
  • Compare: Don’t be afraid to comparison shop and compare policies and prices to one another.
  • Don’t just look for the best price: Sometimes the best price doesn’t means it’s the best policy. You should always shop for quality. What’s the point of having a life insurance policy that doesn’t cover anything, or makes you jump through hoops when trying to file a claim?


Need More Annuity Sales? Compare it to Social Security!

Annuities for Your Nest EggFor many older Americans, Social Security immediately comes to mind when they think of retirement benefits. That sense of security and monthly income puts them at ease when entering their “Golden Years.” But by explaining annuities and their benefits the same way retirees understand and view Social Security, you could see your National Agents Alliance annuity sales increase dramatically.

The problem is, most Americans don’t understand annuities and believe it’s just another expense. But, when you break it down like Social Security they can better understand how annuities can help them during retirement.

LifeHealthPro.com has broken down how retirees view and what they don’t consider when it comes to Social Security:

How retirees view Social Security:

  • They view Social Security as a monthly income plan.
  • They can tell you exactly what they will receive in benefits at a given age, because of the certainty it provides.
  • They understand that the longer they wait to take income the more income they will receive.
  • The income is actually increased by 4 percent to 8percent per year as they wait to start taking it. A boomer gets a whopping 8 percent increase each year they delay the income.
  • These benefits are viewed as stable, predictable and backed by the government.

What retirees don’t consider when it comes to Social Security:

  • “How much money did I have to put into Social Security to get this monthly income?”
  • “What rate of return did I make on my money that I’ve paid into Social Security?”
  • “What is my account balance on my Social Security account for lump-sum withdrawal?”

By challenging your clients to consider those questions when talking about annuities and Social Security, it will get them to think about and really consider other retirement planning options. It is very seldom that Social Security can cover your basic needs and live a comfortable lifestyle and as an agent with National Agents Alliance, it is important to make your clients aware of the options they have to supplement it.  By talking about how annuities can help to fill that gap, you can continue to assist your clients with leading a more comfortable retirement.


%d bloggers like this: