As an insurance agent, one of the biggest challenges you face is generating leads and closing sales. But when it comes to finalizing a deal, you might be overlooking an important step: the interview process. While it may seem like a step of lesser importance, don’t underestimate the power of a good conversation fueled by the right questions. Not sure where to start? Here are five questions you should be asking prospective clients during an interview.
1. Why are you meeting with me today?
This question is broad enough to break the ice and get the conversation started, but also direct enough to get valuable information from a potential client. Ultimately, the goal of asking this question is to gauge what they are looking for in a potential insurance agency and agent alike.
2. How does your current insurance agent’s process work?
Understanding how a prospective client’s current claim-filing process works can offer valuable insight to their unique needs. Bringing up this question will also allow you to determine if the person you are talking with is the one making the big decisions regarding a potential policy.
3. What do you like and dislike about your current insurance agent?
Asking potential clients what they like and dislike about their current insurance agent is a great way to gain insight into his or her values. Not only will this help you to better understand the client as an individual, but this type of information can shed light on ways you can communicate more effectively with clients yourself.
4. Have you met with any other insurance agents?
It’s not unusual for prospective clients to shop around when looking to invest in the right insurance policy. However, openly speaking with them about any other insurance agents they have met with already can help you determine how cooperative they are, as well as whether or not they are a serious lead.
5. When will you be choosing an insurance agent?
Asking a prospective client when they will make their decision might feel awkward, but this question can ultimately stop you from having to battle a drawn-out decision. Better yet, you can also open a conversation about other agents they may be considering, which can help you detail why your offerings are superior.
Learn More About ASI
ASI is one of the largest homeowners insurance carriers in the United States. Through a network of independent agents, the company offers home, condo, renters, dwelling, fire and flood insurance in over half the country, with plans to cover the rest by 2017. Find out more at americanstrategic.com.