Confidence is a key part of a successful role in any industry, and it’s especially important in the insurance business. Insurance agents need to be confident when they are presenting their products and services to their current and potential clients. Whether you’re thinking of becoming an insurance agent or you’re a new agent looking to build your business, these tips will show you how to be a successful insurance agent.
1. Quit Negative Self-Talk and Visualize Your Success
Constructive criticism — even from yourself — can push you forward to bigger, better things. But that’s not the same as negative thinking, which can undermine your confidence and your performance.
If you don’t add coverage to one of your clients’ policies like you wanted, think about what you might do differently the next time. It’s counter-productive to think of yourself as a failure.
When you’re struggling to break free from negative self-talk, think about times when you have succeeded — and then visualize your future wins.
2. Stay Informed
Being confident in the insurance industry means staying on top of the latest news, trends and regulations. That way, you can project your knowledge confidently with your current and prospective clients.
Industry newsletters and professional organizations can help you stay on top of the latest industry developments. You can also take advantage of Farm Bureau’s vast network and education opportunities. For example, Farm Bureau agents from 14 states gather annually at the Sales Conference to hear from top industry speakers and learn key sales tactics to help grow their businesses.
3. Pick Up New Skills
You may feel that building certain skills could help you excel in your job. After all, there’s always room to grow as you advance in your professional journey. You can use free and inexpensive online learning opportunities that fit into your schedule.
Try out Skillshare, LinkedIn Learning, Coursera or Khan Academy for online learning. If you’d rather take a class at your local community college or university, many allow you to enroll as a non-degree seeking student. That way, you can take the classes you need without being obligated to take others that you don’t think will help your development.
4. Project Physical Confidence
Your body language and image don’t only affect how others see you. They also affect how you see yourself. Start with your clothing — choose pieces that make you look and feel good and show others that you’re someone who takes pride in their appearance.
Speak assertively, but not aggressively. Sit and stand tall without slouching. Present yourself in a way that boosts confidence.
5. Practice With Your Friends and Family
As an insurance agent, you’ll spend a lot of time pitching to potential clients. If that thought makes you squirm, remember that practice makes perfect. To get rid of the fear and apprehension you might feel when you’re speaking in public, practice in front of your friends and family members. Each time you present, you’ll become more self-assured.
For more help overcoming a fear of public speaking, look for a Toastmasters group in your area.
6. Go Above and Beyond
Whenever you are presented with a task, always ask yourself, “What more can I do to help my client?” By going the extra mile, you’ll feel an extra sense of pride in your work and yourself. Plus, going above and beyond is essential for keeping your clients happy and trusting you with their business.
7. Ask Questions and Be Curious
When you don’t know something, you can feel insecure and lack confidence. The insurance industry is always changing, and you’re never going to have all the answers. Get comfortable with asking questions — they’ll help you make better decisions. It’s okay to tell your clients you don’t know the answer to something, but that you’ll find out and get back to them. They’ll appreciate your honesty, and you’ll be able to offer them better solutions.
8. Listen Deeply
Listening may not seem connected to confidence, but you need to have a good understanding of your clients’ concerns so you can confidently communicate your solutions. That means you need to take a step back and truly hear their questions, hopes and dreams before you offer solutions. Effective communication starts with active listening.
9. Rely on Your Support Team
As a Farm Bureau agent, you can grow your own confidence by knowing you’re surrounded with quality people who lift you up and who you can turn to for answers. You have an entire support team to turn to for advice, and mentorship to become a successful insurance agent
10. Be Prepared
A major factor in developing sales confidence is planning and preparing. Suppose you have a big meeting coming up with a potential client. Take some time to anticipate the questions they might ask and practice presenting your responses. Plus, be sure to have all of the materials you need on hand.
11. Ask for Feedback
Don’t be afraid to ask your district manager — and your clients — for feedback. Find out what they perceive as your strengths and build on them. And ask where your weaknesses come through, or where you seem to lack confidence. Their answers provide opportunities for areas you can work on in the future.
And don’t forget, you’re surrounded by coaches and colleagues who want you to succeed.
12. Handle Rejection the Right Way
You’ll inevitably face rejection in your work as an insurance agent. Even the top agents hear “no” plenty of times. As a new or potential agent, it can be easy to take rejection personally. Instead, consider new ways to move forward. Review your current sales strategy and identify what went wrong — and what didn’t. Use this information as a tool to focus on your next sales opportunity.
Get Started!
As you’re building your confidence, take the next step and learn more about becoming a Farm Bureau agent. We’ll walk you through the support and guidance we offer that can help you build your business, boost your income and connect with your community.