Description: This is an article focusing on the state farm login, which is for the Property and Casualty Agent who wants to transition from the auto or home conversation into life insurance. This provides an effective process you can follow to increase the amount of life insurance conversations.
At TrisTom we work with many different insurance agents. A large grouping of that is the Property and Casualty agent. Many Property and Casualty agents that we talked have a difficulty transitioning from the auto insurance or the homeowner’s insurance into a conversation about life insurance.
The main reason is that your clients see you as the auto insurance person or the homeowner’s insurance person, the person can save them 15% or more on their car insurance, they don’t see you for what you believe you could be, which is that full range of items that you can provide for them.
What we need to do is to figure out a way that we can effectively change the way that they see you as their insurance agent, my name is Tristan Thomas and I’m with Tristom, today what we’re going to do is to give you an effective guide or what we call the P&C’s guide to life insurance or the transition to life insurance.
What we’re going to be doing today in this session is that we’re going to help you understand the approach of how you should be talking about life insurance with your clients, we’re going to help you realize the client’s perception of you as that Property and Casualty agent as well as help develop a step-by-step process that you can start following today to help effectively transition from auto insurance or homeowner’s insurance into talking about life insurance.
With that what we’re going to do is to give you different scripts that you can use, you want to be able to customize these scripts that fit your own personality, we’ll help increase the effectiveness of the way in which you’re pivoting to the life insurance conversation.
First we need to understand the foundation of where we are, the way we perceive ourselves as the Property and Casualty agent and the way that we have our clients and how they perceive us, now personally we see ourselves as the insurance advisor that we can help them with everything that they possibly could want, anything that helps them protect them in unforeseen events, that’s what we’re here for.
We also see ourselves as the mover of mountains, you will do anything that your client is wanting you to do, you’re willing to help them any way you possibly can, but unfortunately your client doesn’t see you that way.
Your client sees you as the person that’s selling them auto insurance or selling them homeowner’s insurance or selling them some type of product, that’s how they see you, we believe we’re more consultative or relationship based but unfortunately a majority of our clients see us more transactional, there’s no personal relationship between the two of us.
What we need to do is transition, we can change the dynamic of the relationship that we have with our clients, when it comes to life insurance in general, the reason why our clients see us in this negative light or this transactional relationship that we might have them is that many agents say if you have life insurance as a way in which to bring up life insurance or they’ll say who you have your life insurance through.
Assuming that their clients already have life insurance, one of the things that I hear too often from the agent is that they’ll say if you were to die today, your family would be protected, I’m sure that we’re all guilty at one time or another that we’ve said one of these three different statements, it’s unfortunate because what it’s doing is it’s putting the client in a very defensive position.
The question is making the client have to tell you why they haven’t or why they have it to defend their current position, there is no way to start off a life insurance conversation, what we need to do now is to stop saying that and to figure out a better more effective way in bringing up life insurance.
The way to do that is that we first need to understand exactly how our clients perceive us personally, how they see us first and why they are coming to you, if you’re a State Farm agent and they’re coming to save money on their auto insurance, they see the person that’s going to help them with their auto insurance.
What you can do is that you can save them 5%, that’s why they’re talking to you, you need to focus on their current perception, after you go over their current perception, you can transit the conversation into what you do or how you perceive yourself to be, talking more about what you can provide, the benefits and more solutions you can provide and how you can help them.
What we need to do now is to figure out exactly a step by step guide that we can follow, first we need to start with their perception, we need to start with the clients perception, you need to talk more about your brand image, what you do, why you do it as well as your area of expertise.
Focus more on their perception because that’s going to build the relationship, you don’t have to change their perception at all, if you are the expert in auto insurance or homeowner’s insurance or a different type of insurance, make sure that that’s the focal point of your initial conversation with your clients.
After you’ve gone over that, you need to focus on what we call the shift point, this is a discussion point that allows you to change the conversation from your main product into the other item which is life insurance.
Maybe on your current product, you have accidental death or maybe on that homeowner’s policy you talk more about that the home value or the amount of mortgage that they still have on their house.
You need to figure out exactly what your shift point is from your main product into life insurance, maybe that’s the accidental death in the main auto insurance that you might have, whatever that discussion point is, you need to think first how this can benefit the client and also transit into life insurance.
When you start to articulate your transition, you need to figure out exactly how you’re able to do that going into life insurance and how it’s helping that client, after you figure out exactly what that shift point is, you need to figure out what the shifting question you’re going to ask.
That shifting question that you’re going to ask is a question of what you do in that transition from their perception, when you do that shifting question, you need to focus on the three points, it must be casual, you must be able to casually bring up that transition, you need to be confident so they believe in what you’re saying.
Ultimately you need to stay consistent and make sure this isn’t a conversation to have with one or two out of every ten people you talk to, you have to make sure that every single time that transition is done exactly in the same way.
Because when it comes to life insurance and transitioning, it’s truly a number game, the more people you talk to, the more opportunities you’ll have to position life insurance, when it comes to that shifting question, let’s give you an example that you can use.
You’re going to use accidental death as the way in which we’re transitioning from auto insurance into a life insurance conversation, we can say that one of the features that is unique to our company is our accidental death coverage, this coverage provides up to $25,000 worth of coverage if you were to pass away in a car accident.
The cost is less than $1 per month for such a high coverage amount to protect your family, we encourage this to be added on all of our clients policies, this is the script that you can use, but you need to tailor it to your own personality.
Let’s go over exactly that step-by-step of why this track works, the first thing that we’re doing is that we’re talking about what they know us for, in this case we’ll talk about auto insurance, we’re finding a discussion point that’s inside of the current policy, in this case we’re talking about accidental death.
We talk about that feature, we talk about what that feature does, it provides up $25,000 worth of coverage if you were to pass away in a car accident, the cost is less than $1 per month for such a high coverage amount to protect your family, when we’re talking about protecting the family, that is the initial transition into the life insurance conversation.
Then focus on why we do this, we encourage it for to be added to all of our clients policies, this is a word track that you can use that develops the shift point in which what we’re looking for, the whole reason why we’re doing this is that we’re not trying to sell more accidental death or or something along those lines.
The only reason why is that it’s bringing up the conversation and that ultimately is the main reason why we’re bringing up the shift point, it’s bringing up the conversation about life insurance, regardless of the answer the topic has been brought up and it allows you to carry on the conversation about life insurance.
You’re able to move into a deeper discussion of life insurance because you brought it up from what they already know you about which is the auto insurance, you need to focus on again how this will benefit the client, why they are doing this and why they should be purchasing this type of policy.
After you have your shifting question, you’re going to lead it into a life insurance conversation, here’s another word track that you can start using to dive deeper into the life insurance conversation.
This feature protects you and your family if you were to pass away in a car accident, out of curiosity what do you have in place to protect your family outside of this type coverage? After we finish this quote, I would like to talk with you about ways that we can assist on the life insurance side of the business as well.
What it’s doing is diving into a deeper conversation about life insurance, but we’re saying this benefit is of this feature protects you and your family if you were to pass away in a car accident, that’s the benefit, the feature is now showing the benefit, then the first time we finally bring up life insurance is here, out of curiosity what do you have in place to protect your family outside of this type of coverage?
I’m asking them about life insurance without asking if they have life insurance, then I will be talking more about life insurance, this is something that we provide and I would like to talk to you about it after we finish up the auto quote or homeowner’s quote, I’m able to transition now in a much more effective way than flat-out asking if they have life insurance.
That’s step three the shifting question, lastly the last item that we need to make sure on is staying consistent, this is something that too many Property and Casualty agents don’t do, if they talk to ten of their clients about auto insurance or homeowner’s insurance, one or two out of every ten will have a true discussion on life insurance.
You have to stay consistent, I continue to tell Property and Casualty agents that, because it’s truly a number game, your clients don’t see life insurance as a priority, so it is your priority to be more proactive about the type of conversations you have with your clients.
Remember that the squeaky wheel gets the grease, if you’re not the person telling your clients that you sell life insurance, no one else is going to do it for you, to recap over everything that we’ve gone over, the first item that you need to remember is when you transition from the homeowner’s or auto insurance quote, you need to start off with their perception of who you are.
Then you need to shift into what you want to talked about and do it from either accidental death or talking about home value, but it’s based of what they know you for, you need to figure out what that shifting question is, you need to develop a word track such as the one that we gave you which brings up the true conversation or a deeper conversation into life insurance.
Then lastly staying consistent is a very important piece, you need to stay consistent, no one’s bringing up life insurance more than you will, so you’ve got to do it more often than you’re doing it now.
We’ve gone over a more effective way in bringing up the life insurance conversation as opposed to saying who you have your life insurance through, we’re making sure that your clients understand exactly who you are, what else you offer outside of what they already know you for which might be that homeowner’s or that auto insurance agent.
My name is Tristan Thomas and I am with trisTom, I want to remind you that we have our own website at www.tirstom.com, we’re providing life insurance sales training, please email us regarding that, we also offer case management consulting, if there are certain cases that you’re working on that you’re wanting an extra outside opinion, we’re willing to help you on that.
We also offer a complete client relationship manager as well to make sure that none of your conversations with your clients or paperwork ever slip through the cracks, we have an independent GA that we use that provides insurance contracts to all the carriers, we offer over 70 different carriers.
TrisTom.com is free to sign up,I highly encourage you to take a look at that website and email us, or you can leave your comments below, we help you become a more effective life insurance agent, thank you, have a wonderful day.