When to Contact Your Insurance Company About Updating Your Policy

An insurance company offers policies to the public either by selling directly to individuals or through other sources such as employees’ benefits packages. This provision allows you some peace of mind in case of a misfortune. It is best that you review your coverage from time to time. There are a few reasons why you would need to upgrade or change your coverage. Let’s touch upon a few of those reasons.

Have you rented a new home or apartment?

Of course, the landlord will be responsible for insuring the building, but you are accountable for covering your possessions. Rental coverage is readily available and inexpensive, plus it provides liability coverage, which protects you in case anyone is injured while at your home or apartment.

Have you made any new renovations to your home?

If so, these changes are not included in your warranty. You should contact your insurance company and inform them of the changes so you are covered. Most people don’t think about this and it is very important to make sure you don’t have to come up with your own money to maintain your present living conditions.

Have you recently purchased any new fine art, expensive jewelry, or antiques?

A standard homeowner’s

How To Sell Final Expense: Should Agents Follow A Script?

There are a couple of different perspectives in how to sell final expense; should your presentation be canned, word-for-word, following a specially designed script? Or should you follow a final expense sales process that is more open-ended, and not so scripted?

The truth is this: if any method is validated by real-world results, it is probably going to work for the agent that gets to work and puts that method into practice. What matters most is to lock into a system that has historical proof of working, and works for your personality.

How you sell should fit your personality, first and foremost. For me, being more inquisitive and deliberative, I take what is known as the consultative approach to selling final expense.

The consultative approach is based on open-ended, non-assumptive language throughout most of the presentation, which is designed to figure out why the prospect is concerned with what it is they are concerned with.

Surprisingly to many salespeople trained in the traditional approach to selling, there is very little usage of “tie-downs,” closed-ended questions, and the typical “hard sell” language most sales people are accustomed to using when selling business-to-consumer products.

Understand that taking a consultative approach to selling final expense, there still

How to Sell Final Expense – Why Agents Fail In the Final Expense Business

The reason agents fail learning how to sell final expense is fairly simple. The unfortunate reality of sales, no matter the industry, is that 90% of all sales people fail or quit within the first 12 months of starting their sales profession. Why is that the case?

The number one the reason agents fail selling final expense is because they give up on themselves. They go into the business with aspirations that didn’t match reality. Looking from the outside in, many new final expense agents have the perspective that to succeed in final expense it is only a matter of going out and talking to people. If it were only that simple!

It takes time to learn the skills necessary to sell final expense successfully. Final expense sales training is something that takes months if not years to develop. A lot of new agents don’t understand that sales is totally different from a typical salaried employee position. You have emotional ups and downs almost daily. Being on straight commission, you literally wake up every morning unemployed; you must “eat what you kill!”

If you don’t have experience, there is nothing to really prepare you for it until you understand what that is

Agency or Producer Lead Generation – Who Should Prime the Pump?

Who is responsible to prime the pump and fill the top of the funnel? Many agencies and brokers expect their sales team to cold call, network, and send emails to build their own pipeline, and fill the top of the funnel. It reminds me of the old slogan, “Let your fingers do the walking”. The slogan referred to the Yellow Pages, the omnipresent database of the time. Regardless of the database used, be it the online Yellow Pages, Google Pages, or an internally generated prospect list, the question still remains. Who is responsible to fill the pipeline, and what’s the most likely path to success.

Today insurance lead generation encompasses many new tools to help producers prospect, including eMarketing, Social Media Marketing, Blogging and Web Seminar Marketing, in addition to traditional cold calling and networking. Agencies and brokers must also add their website to this mix of tools, as many broker websites are out of date, difficult to navigate, and are not mobile compliant. The mobile compliance issue is very significant, as mobile searches are now exceeding PC based searches.

Many producers find these new web marketing tools, and in general the lead generation aspect of their jobs, to be arduous

LLC’s and Trusts: To Insure Properly or Not

The phrases that can strike fear (or should) in the heart of a personal insurance professional is when a client or prospect says:

“My home is in a trust” or “I own properties in an LLC.”

The practice of clients obtaining a trust or forming an LLC is becoming quite commonplace these days. In the “old days,” corporations belonged in “Commercial” insurance and individuals in “Personal” insurance. There have always been those “gray” situations that neither wants to insure such as the insured who owns more than a “certain” number of single family dwellings. Personal insurers consider it a commercial exposure and commercial insurers won’t touch them so agents have to get creative. LLC’s and Trusts seem to be falling into another type of gray area. Honestly, contracts have not kept up so insurers have become creative.

LLC’s: An LLC is a Limited Liability Company. It is a separate and distinct legal entity. It’s owners are known as “members.” After the financial collapse in 2008, the bottom fell out of the real estate market. Sadly, many people lost their homes. People with money quickly recognized that they could pick up dwellings at a bargain and benefited from an increased need for rental

6 Key Steps For Effective Insurance Landing Pages

Most insurance brokers and agencies want to grow the top line by supplying their producers with insurance leads. A robust top of the sales funnel helps ensure more consistent results at the bottom of the funnel. Insurance email marketing and social media marketing offer two excellent methods to accomplish this. The goal is to drive in profile prospects to a website, webinar or, as we’ll discuss here, a dedicated landing page. Though some agencies and brokers are just beginning to upgrade their websites and launching their initial emarketing campaigns, other agencies have the basis in place and can now advance to more progressive strategies such as insurance landing pages and lead conversion optimization.

For those unfamiliar with these types of pages, a simple definition follows: Any web page which exists to elicit a specific action on behalf of a visitor, typically using a form to capture information. Of course landing pages can be used to deliver all types of digital content, from webinar registration, to insurance case studies, to benefits calculators and newsletter subscriptions. When building these targeted pages, insurance marketers should begin by determining the action they wish to elicit, then build the page to achieve that single goal.


5 Essential Marketing Activities Every Insurance Agency, Broker and Wholesaler Needs

Insurance marketing is becoming the norm today, as agencies, brokers and wholesalers seek to gain a competitive edge and improve their economy of scale. It’s rare that an agency owner says they don’t care about their website, or that they are unaware of digital marketing opportunities such as insurance email marketing or insurance social media marketing. When it comes to Producers, there are five essential marketing activities that should be used to expand reach and build pipelines.

Content Marketing – Content marketing can be an efficient and powerful way to grow an audience and agency. For content marketing to work, agents and brokers need to invest, prioritize and execute. In order to achieve impactful results, content marketing must be taken seriously, and executed consistently.

Social Media Marketing – Fifty-five percent of insurance consumers say they would use one or more insurance services offered through social media. Internet reviews and social media play an integral part in credibility. Potential clients, especially millennials, trust advice they find on social media about the best insurance products, agencies and brokers. At a minimum, brokers and agencies should have a professional company page, and executive profiles on all major social media platforms.

Insurance Email Marketing – For