As a broker, one of your most important assets is your time. When you add up all the lead scouting, sales calls, enrollment meetings, and compliance duties, brokers are often faced with an overwhelming schedule. The best insurance brokers are the most productive — those who are best able to manage their schedules. Here are three sales secrets of top-producing brokers.
Leverage digital tools
The most important question top-producing brokers ask daily is, “How can I sell more, faster?” Digital technologies are the easy answer. Whether you’re looking for a quoting engine, a payment system, simple CRM software, or any other system to boost your productivity, we live in an age of many options for digital technologies, each designed to enhance your ability to communicate and sell with ease.
The key is finding exactly which tools and technologies — or which combination of them — will make you more effective. For top brokers, experimenting with several technologies is critical. Any great technology provider today will give you the opportunity to try their programs at no cost so you can design a technology suite that suits your needs. While many brokers are still in the early stages of using digital technologies, top-producing brokers find that applying these tools is an easy way to drive efficiency, profitability, and competitive advantage.
Streamline repeat activities
Selling often requires the completion of time-consuming and repetitive tasks: quoting, emailing, proposal generation, client relationship management, and so on. However, the most successful brokers identify the tasks that they are repeating on a daily basis and find automated solutions to streamline those activities. Automated proposal templates allow you to respond to prospects faster, email templates save time and improve consistency, CRM software helps to organize your prospects and follow up with leads; the benefits are endless.
While many solutions exist to address these activities on a standalone basis, there are also broker-centric solutions that address them with a more holistic view. Identifying the repeat activities — especially those that are paper-based processes — and matching solutions to those can save you massive effort. What’s crucial is that having automated processes in place to streamline your repeat activities allows you to focus your time where it’s needed most — on your clients.
Stay ahead of regulatory concerns
Insurance brokers are faced with an ever-changing and increasingly complex regulatory landscape. The sheer volume of these updates can be overwhelming, and for clients, understanding how the legislation may affect their business is not only confusing, but unsustainable.
To support clients’ needs to stay ahead of legislative risk, top-performing brokers prioritize preempting the questions their business clients have. In order to do so, they stay up-to-date on industry regulations by reading broker-centric blogs, attending broker conferences and panels, and talking to broker partners focused on developing thought leadership around regulatory issues. For top-performing brokers, the ability to stay ahead of clients’ regulatory concerns, and the velocity with which they can respond to them, is the key to maintaining successful and long-term relationships.