5 Keys to Understanding Client/Member Needs
September 10, 2020
Becoming a Farm Bureau insurance agent is about more than just having a job. It’s about building strong relationships and understanding your client/members’ needs, so you’re able to deliver effective solutions that protect your fellow community members. These five tips will help you have meaningful discussions with your valued client/members.
1. Start a Conversation
You can’t understand your client/members’ needs if you don’t ever start the conversation. Our agents don’t just sell insurance products; they deliver peace of mind and financial security to entire communities, which are often their own. By striving to build long-term relationships with clients, our agents learn what’s most important to them, as well as the community at large, and how to better protect the things that matter most.
2. Trust in Your Communication Skills
The fact that you’ve successfully completed our in-depth Farm Bureau agent recruitment and selection process means that you have the qualities needed to grow your business within your community. You are a natural conversationalist who is energetic and able to balance a willingness to share information with a desire to listen — and learn. Because you genuinely want to leverage these skills to better understand your members and also safeguard their futures, you are already building the rapport and trust necessary to invite effective conversations about significant life topics.
3. Dig Deeper Into Their Needs and Aspirations
Our agents are local leaders who aim to get involved in their communities and gain a full picture of the world in which their neighbors live. Not only do Farm Bureau agents know their client/members’ current needs and can therefore recommend products to fulfill them, they also serve as a resource to help people achieve their dreams and aspirations. By asking goal-oriented questions, you can help your client/members understand that you are here to help them reach both short- and long-term goals.
4. Keep the Conversation Going
Because we offer training and turnkey marketing tools, including a personalized website and access to a marketing toolkit, it’s easy for our agents to stay in touch with client/members and deepen their understanding of what they need to feel safe and secure. It is just one more way we ensure that our agents are equipped with all the tools and resources needed to acquire and maintain client/member relationships over the course of a lifetime.
5. Seek a Mentor
Even the most skilled agents can benefit from the support and guidance of a mentor. That’s why Farm Bureau equips each insurance agent with a mentor and, by extension, a solid foundation for a successful career in the insurance and financial services industry. We invest in mentoring programs that serve as a blueprint for understanding client/member needs, including one-on-one coaching and support during client appointments; peer agents who are ready and willing to help with client meetings and needs assessments; and an agency manager dedicated to ensuring the success of you and your client/members.
Get the Tools You Need
Farm Bureau agents have access to a full suite of tools, resources and mentor support to start effective conversations that turn your neighbors into client/members. Contact us to learn more about becoming a Farm Bureau insurance agent.