We often have agents focus on one particular insurance product and they make that their priority. They focus on selling that particular piece of the puzzle to their clients without expanding their portfolios. I recently emailed an agent who wanted to expand beyond selling Medicare Supplement products, and these were some of the tips I shared with her for getting started with Life marketing.
"I think it’s so beneficial when an advisor works with their clients on many levels to provide the most complete solution for them. They have instilled their trust in you for certain insurance needs, and it just makes sense that they come to you for all (or most) of their insurance/financial needs.
As for marketing ideas, LifeHappens.org is a fantastic site for information, marketing and selling concepts, infographics and brochures. The site has some great ideas on how to relay the benefits of purchasing life insurance. I’ve attached one of their Real Life Story brochures as an example. Story telling these days is paramount, especially with social media. It’s become the new way to market to clients and customers. Sharing stories that are relatable speak to potential clients and customers, and Life Happens understand this. In turn you will have clients who become influencers (influencer marketing) which benefits you. Your clients tell their friends and colleagues about your commitment to them as their trusted advisor, and you in turn gain new clients. It’s networking and marketing working cohesively."
Thinking outside the proverbial box, exploring new options and adding creativity to your strategy keeps things interesting and your clients benefit from it. If you're excited about the options you offer, your clients will in turn get excited about safeguarding their financial future.
If you're not currently offering Medicare products to your clients and are focusing on Life products or Annuities, then now is the time to branch out. Becoming a source of information and expertise for your clients only lends itself to expansion and a growing client base. If you need ideas and assistance about adding Medicare products to your arsenal, we have a dedicated team and a litany of tools that will help you get started, beginning with our Medicare Supplement Kit.
At the end of the day, it's about having that satisfied client, and happy clients make for good business.
Did you know the fastest way to get a response from a large company is by tweeting? Sending a tweet to large companies like AT&T (@ATT) or Time Warner (@TWC) will get you answers about your service and plans within minutes. These companies have dedicated Twitter accounts just to address customer concerns. You can tweet at their main handle and their customer service handle (@ATTCares)(@TWC_Help) will take over. They will typically request that you send them a direct message, and within minutes you will get your issues resolved by one of their dedicated community managers who can gain access to your account.
Most healthcare companies are on all social media platforms and they also hire community managers to interact and monitor their social media engagement. Some of these carriers have additional Twitter handles just to address customers’ questions and to provide support as well. It’s a growing trend and one that is quickly being adapted by more and more companies and carriers across the board. It’s similar to chatting with a live representative, only faster due to no hold times.
United Healthcare (@myUHC) has a dedicated Twitter handle just for customer questions and concerns ( @AskUHC). Jumping online and sending a tweet to get an issue resolved can potentially be faster than if your client were to sit on hold waiting for a customer service representative in many cases.
Aetna (@Aetna) has also set up a Twitter account just for their customers’ questions and concerns. If your clients have policies with Aetna, they can tweet their question to (@AetnaHelp), and receive immediate attention.
It’s important to emphasize, however, that one should NEVER tweet personal information, such as policy numbers, social security numbers, credit card numbers, etc. because tweets are public. Direct messages are private between the tweeter and the community manager.
Some carriers have not on-boarded this policy and customers will continue to have to go through regular channels to have their issues or concerns addressed, but for the carriers that have adopted this form of communication, mention it to your clients. It can save them time and possibly aggravation.
Carriers are continuously adding new practices to assist their clients and to expedite resolution for issues and claims. As a knowledgeable and dedicated agent, it’s important to keep your clients abreast of changes, rate increases/decreases and enhancements when it comes to their insurance policies. And as such, it’s also important to let them know there are numerous ways to have their questions and concerns addressed.
Inform your clients about using social media to gain access to information, news and additional ways to access customer service, if they’re not already doing so. They’ll appreciate the tip.
By Carolyn Portanova
Carolyn Portanova is the Director of Marketing at The Brokerage Resource and has been with the firm since 2012.