Five Strategies for Getting and Keeping Clients
Agents need to learn how to effectively approach their potential clients in order to provide them with appropriate supplemental health insurance that will cover what is needed. Here are five strategies for getting and keeping clients.
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Establish Rapport
This can truly be as simple as treating clients like the people and individuals that they are rather than as revenue. Empathy and confidence can go a long way here, as well as asking open-ended questions to get clients to open up to you in ways that may help you determine how to best help them.
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Understand Motivations
There are nearly unlimited options for Medicare Supplemental Plans. With this in mind, it is crucial that an agent find out what is important to the client. Once the agent understands what procedures, services, and goods are likely to be needed, it will be much easier to recommend a supplemental plan that fits with the client’s lifestyle.
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Educate Clients
It is vital that clients are informed about all of their options. Before they will buy a supplemental plan, they need to believe that they need what the agent is offering them, which requires the knowledge to evaluate their options. Part of educating clients is illustrating how the right levels of coverage will affect their lives moving forward. Many clients who come to purchase supplemental insurance will have little idea of how the system works, so it is very important that agents are knowledgeable enough to give them the information they need to make educated decisions.
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Tell Relatable Stories – (key to getting and keeping clients)
Often, agents can be tempted to quote facts and figures as a way to convince clients to purchase supplemental coverage. However, it is often much more effective to tell personal stories. Anecdotes about how the right level of coverage has positively affected former customers or acquaintances can do much more for convincing than abstract numbers can.
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Discuss Costs in a Positive Light
Although clients will have to pay to purchase the supplemental plans, agents can make this far more palatable. One of the ways to do this is to give examples of how the level of coverage they are paying for will positively affect their lives.
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