March2Success: What Successful Agents Do Differently
March 23, 2016
Whether you decided to become a Farm Bureau agent because you’re passionate about helping others or because you’ve always wanted to own a business, we’re ready to help get your insurance career on the path to success. With every new job comes new skills to develop. Fortunately, being a great agent isn’t just about luck or talent. In fact, many of our agents don’t have a background in insurance sales. They possess other qualities that make them quick learners and successful leaders. There are many things you can do to have a successful Farm Bureau insurance career, and a majority of it’s not based on sales skills.
Farm Bureau Insurance Agents Should Be Relatable
This isn’t just another sales job; you’re helping people protect what matters most to them. It’s important to be relatable and empathetic. You’re providing insurance to your friends, neighbors, and those in your community, so be yourself. Try to find things in common with your potential client/members. Did you grow up in the same neighborhood? Do you like the same sports team? Is family the most important thing in both of your lives?
Client/members want to work with someone who they can have a conversation with and trust. You believe in the protection Farm Bureau products and services can provide, so don’t be afraid to show your enthusiasm.
Insurance Agents Should Be Curious
To create a connection with your potential clients, be curious and dig deeper than just the surface questions. Show those you’re talking with that you really care about helping them protect their livelihood and futures. Listening to everything they tell you will allow you to provide the right coverage for their situation. It’s important to understand their needs - otherwise, you can’t help them.
Agents Must Be Organized
Being organized will make you more productive, which can help you reach your business goals while helping protect the futures of your client/members. Try creating a to-do list each day so you always know where you’re going and who you’re meeting with.
When you’re meeting with a client/member, prepare yourself with all of the materials you need. Did you know that Farm Bureau offers more than 30 insurance products to meet an individual’s needs at any stage of life? The most successful Farm Bureau agents study and use the tools and resources they have at their fingertips to help best protect those around them.
Be a Well-Networked Insurance Agent
Farm Bureau agents make a point to have face-to-face meetings rather than over the phone or providing a quote online. This helps them show they are go-getters who are willing to do whatever it takes to be there for their client/members, especially when the unexpected strikes.
Make connections in your community. You don’t have to go to professional networking events every week, but get to know your neighbors instead. Building these personal relationships will help you understand their insurance needs.
Coach a sports team, get involved with city council, or volunteer with the school. Community engagement will give you the opportunity to show your community what’s important to you and how you’re willing to do what you can to help your community. Your neighbors will learn that you value your community and that you want to help protect its future.
Remember why you wanted to become a Farm Bureau agent in the first place – to help those in your community. Always put the needs of the client/members first. Your client/members will find themselves in unexpected situations where they need your help. Remember that your job is to help them find the right coverage to protect what’s important to them.
Be a Problem Solver
As a Farm Bureau agent, you’ll apply your skills and experience as a problem solver. This desire to solve problems will help you create new ways to help satisfy your client/members’ needs.
Just like any career, things won’t always go your way. There will be good days and not-so-good days. Optimism helps you maintain a sense of balance. When things don’t go your way, remember all of the times you’ve helped protect your friends and neighbors and keep moving forward. Be persistent, and remember the end goal: to help your community.
How to Improve Your Insurance Sales Skills
Now that you understand the skills that make a successful Farm Bureau agent, here are some things you can do to improve them!
Practice selling Farm Bureau products with a friend or coworker.
Everyone knows “practice makes perfect!” Take some time to practice discussing Farm Bureau products and services with friends and family members. Practice being relatable, helpful, and curious.
Reach out to fellow insurance agents and mentors for helpful tips.
Your fellow agents and agent managers have learned a lot from their past experiences. They can provide some great career advice to help you hit the ground running. Ask them how you can improve, and what they did when they were starting out to get their career on the right track.
Take advantage of Farm Bureau development programs.
At Farm Bureau, we value continued education for agents. You can also try Farm Bureau’s Reserve Agent Program, so you don’t have to quit your day job. You can ‘try it on for size’ to see if being an insurance agent is right for you.
Don’t let your fears about what it takes to be a Farm Bureau agent stop you from exploring this career path. Starting a new job means you get to learn new skills, which is a great thing! Use these tips to develop an action plan, and nothing will stand between you and your dream career. The best way to find out if this career is for you is to give it a try with our Reserve Agent Program.
Reserve Agent Program