It can be difficult for an agent just starting out with his or her own office to know where to start finding customers – and it’ll take a lot of hard work to get to a point where you have a steady flow of customers coming in the door. Here are some tips for getting off to a great start and creating lasting practices to help you achieve success.
1. Look Professional
If your office looks shabby and so do you, you’ll lose trust of potential customers almost immediately. Dress the part of a professional by wearing a suit. Keep a clean and tidy office. Post pamphlets, education tools, posters and window labels from your carrier partners. Have a designated waiting area that’s bright, comfortable, and separate from where you speak with clients. If you want people to buy from you, you want them to feel at ease and comfortable in your presence.
2. Partner with as many carriers as possible
This can be difficult when you’re first starting out, because you are likely a smaller agency and may not yet have a relationship with your local carrier representatives. To gain recognition and trust with carriers, you can partner with an “agency cluster group” which will help you gain appointments. Don’t be afraid to reach out and network with your local reps either. Set a meeting and buy them lunch. Interact with them on LinkedIn and other social media networking sites.
3. Use your customers for referrals
Starting a book of business from scratch will require you to build on your successes, and that includes not being afraid to ask for referrals from the customers you win. When you write insurance for someone for the first time, send them a “care package” welcoming them to the agency. Provide a folder with information on their carrier, information on how to file a claim should they need to (a great idea is to have a wallet sized or glove-box sized card for them to keep with step-by-step instructions on who to call first when claims arise), a small giveaway like a key chain or pen with your agency’s information on it, and 4 or 5 business cards for them to “refer a friend.”
4. Sell multiple products
Don’t limit yourself here. You should offer personal, commercial and life insurance products if you can. This will broaden your potential customer base exponentially. Not sure how to sell commercial and life? Smart Choice has programs that will enable you to submit your customers’ information and have the business written FOR you, and you’ll still reap the commissions. Click here to find out more about these programs (Commercial and Life).
5. Partner with a local real estate agent or office
Real estate agents are fantastic networkers. They also spend a lot of face time with their clients, and usually keep lists of recommended resource providers for all kinds of things for new homeowners. If you can become the preferred agent of a real estate professional, you’ll get steady stream of new customers coming in the door each month.