How Agents Become Indispensable to Clients

What You Need to Know

Do what they do.
Hear what they hear.
Know what that tone means.

Good insurance agents do a little bit of everything.

They are specialists in insurance, yet they also are involved in financial planning and the investment arena.

In a perfect world, when your client has a question concerning money, you want to be the first call they make.

When a friend of theirs has a question concerning insurance or investments, you want to be the first name that comes to mind. How do you make yourself indispensable?

1. Develop a shared interest.

Clients have hobbies. You have them, too.

Perhaps you cheer for the same sports team.

This gives you other reasons to be in touch besides discussing business.

Some people say: “The only time I hear from you is when you want to sell me something.” If you have a shared interest in wine, antiques or tennis, you have other reasons to talk.

This is a two-way street.

2. Be in touch on a regular basis.

It’s been said clients perceive they are getting good service if they have a meaningful conversation 6+ times a year. If you speak on a monthly basis, you develop a routine.

You can tell from their tone of voice or demeanor if something is on their mind.

If you cannot reach them after trying multiple channels, you realize something may be seriously wrong.

By being proactive, you show people you care about them.

3. Cross paths socially.

Shop in the same stores.

Maybe you travel on the same commuter train.

You might have friends in common.

Do you belong to the same country club?

You dine in the same restaurants?

You have become part of their world.

You are a peer.

It’s the opposite of “Out of sight, out of mind.”