Today let’s talk about a topic that comes up all the time with insurance agents: How can you make more money?
The short answer to this common question is that you have to learn to ask effective questions and you have to go from being an order-taker to a trusted advisor. To become a trusted advisor, you have to use effective questions AKA ‘stump questions.’ When I started in the business, I worked for a company that had nowhere near the best auto rates; the only way I could sell any policies was to package home and auto insurance.
One of the ways I did that was by utilizing some questions in the interview process. For example, I’d ask customers how much they make in their household and use that to sell the umbrella coverage and to sell higher limits. Often, people would leave the office with five times the coverage they’d walked in with. I helped them get the right product, which ultimately increased the profitability of the agency.
If you need any help trying to come up with some questions for your specific agency, feel free to reach out to me. I’d love to set up an appointment to speak with you.