Selling health insurance in a weak economy

Posted on , May 20, 2011

With few employers hiring and consumer sentiment in the doldrums, it's hard for agents to find health insurance leads and even harder to make a significant sale as consumers tighten their belts.

However, ProducersWeb says more sales may be in the offing for agents after tinkering with their marketing strategy.

For instance, the source states agents may be focusing their attention on the wrong audience or age group. Instead, agents should broaden their sales strategy to see which group is most receptive to purchasing coverage.

If this doesn't work, ProducersWeb says agents may need to overhaul their marketing plan. For example, instead of going door to door, it may be advisable to take advantage of social media.

Finally, while the brunt of sales come from new leads, there's nothing wrong with going back to the well - or in other words, getting in touch with former clients. ProducersWeb says agents may want to call past buyers to see if they're satisfied with their coverage and tell them what new offerings are available.

With a little ingenuity and adaptations to an unsettled market, health insurance agents may be able to overcome the economic rough patch the country is experiencing.

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Ways in which clients can afford additional coverage

Posted on May 04, 2011

Oftentimes, agents' clients are so pleased with their life insurance policy that they want to purchase more. While some have the resources to do this, many can't because they simply don't have the money.

But as ProducersWeb states, that's where agents earn their money. In other words, agents' job is not just to sell insurance, but to help clients adjust their finances so that they can afford to pay for the things that will benefit their future.

As the source indicates, clients can help agents find a way to pay for additional life insurance by asking them a number of questions about their current insurance situation.

For example, policyholders' premium expenses are typically the biggest obstacle to purchasing extra coverage. But these monthly costs can be reduced by increasing their deductible.

Something else ProducersWeb says agents may want to question their clients about is the coverage for their car and home. Thinking they'll save money, clients may have them covered by separate insurers. Agents may want to suggest they choose one provider for both, as insurers often provide discounts.

In short, seasoned insurance agents should tap into their years of experience to help people find a way to pay for the coverage they need.