Insurance Customer Satisfaction – What Type & What Amount of Insurance Should You Sell?

November 5, 2009 at 5:09 pm | Posted in Insurance | Leave a comment
Tags: amount of insurance, customer satisfaction, insurance customer, insurance customer satisfaction, sell

Insurance customer service satisfaction is more of a guess than a test. With a full life and health insurance portfolio, how do you gain customer satisfaction, if you do not know what insurance to sell? What type and how much insurance is a challenge even for a genius.

To keep things simple, instead of 50 policies to sell, you only have an essential six pack. These six include whole life insurance, term life insurance, major medical hospitalization, disability income coverage, long term care, and a retirement annuity plan. Example: The client is a single 45-year-old non-smoking male with respectable health and social habits. He has just became divorced, and now has no insurance at all. He could write out a $6,000 check to either you (a stranger) or his nephew (a 3-year life agent.) to handle all the costs. Your ego tells you that there is no way you are going to lose this opportunity.

WHAT WOULD YOU DO?

If you only sold the highest commission plans, the prospect would suffer from lacking parts of the package insurance plan. In addition, if you only selected companies with the highest financial ratings, you might end up using extra premiums, needed for other coverage. Unlike car and homeowners insurance, there is no big discount for purchasing all the plans with the same carriers. This is not “rocket science” financial advisor material, or is it? I bet you Never had this insurance customer satisfaction test before.

Most clients have a supposedly completed insurance puzzle. Upon viewing, you will see huge gaping holes and large jagged overlaps showing. It is easy for an agent to simply slap on another odd shaped piece. The genius test here is to make sure the puzzle fits together with only pinhole gaps and pimple-sized bumps. Chances are you might possibly be able to come up with a solution within 24 to 36 hours of hard work. Yet you could an anytime policy in two hours. The difficulty starts with taking the first step, putting yourself in your prospect’s shoes. Next look through your prospect eyes, yours are too blurred with $$ signs.

INSURANCE CUSTOMER SATISFACTION TRAINING

If you have been fortunate to have a smart manager, you would now be a smart agent. And one capable of solving the high price puzzle without losing all your hair. Immediately as an insurance newcomer, you are commanded to sell. Sell anyone you meet. Sell whatever insurance you want. Sell wherever there are people around. Sell if the premiums are low; sell if the premiums are high. Sell your long lost cousin’s best nephew’Sell anyone in the phonebook with the same last name as yours. Your manager does not care if your client will benefit or not. The name of this over 100 year game is to prospect for potential customers how ever you can, promise them the moon, and then hard pressure them into purchasing what ever insurance you can get away with selling. What are the chances an agent sold the right insurances based on the client’s true premium capability? Would the insurance be correct on first meeting a prospect, or when meeting a client for a complete policy review?

SELL THE SIX PACK

The high risk/ high need six pack of key essential benefits should be examined by every family. Sure, they are always the most profitable policies compared to others in the portfolio for the insurance company. Those plans that have the highest potential to pay out far more benefits than the client paid in, rare are the moneymakers. There are very few clients without a missing link. We need insurance planners first, financial planner second. If an insurance planner sees a key policy missing, and others substituted those of lesser meaning, then immediate action must be taken. I could have been nicknamed the Destroyer. I destroyer, wiped-out, eliminated, and replaced well over 300 policies a year. These were substituted with policies from the essential six pack. I had a very high level of insurance customer satisfaction based on the fact most of my policies renewed for 15 to 20+ years after no longer being a writing agent.

I did not care if other agents liked me, as not many lasted more than a few years. My clients liked me, and rewarded me with a steady stream of renewals. As with insurance companies, I did not care if they had as high of a rating as AIG Life Insurance Company. Insurance companies providing great benefits at a fair price, is an unseen rating earned by treating agents and clients right. I was never taught the “six pack” golden rule of becoming an insurance planner. I wish I had. I know of no company or coach that teaches it. However if you want career professional status, this six pack is foaming with financial rewards and satisfaction.