Agent Marketing
Insurance Agents: How Service Calls Can Turn Into Sales
By Jason Cunningham
Jan 17, 2008 - 3:53:46 PM

In an insurance sales office, some insurance agents dread making service calls (visiting policyholders) who are not in their insurance agency. In most cases, the policyholder needs you to go over his or her insurance policy and possibly fill out a new beneficiary form for life insurance. However, some of these service calls can turn into sales.

On a typical Friday afternoon, your sales manager calls you into his or her office. You talk about your sales from the past week and the insurance prospects for the upcoming week. In addition, you might even talk about your insurance lead sources and if you are getting any good referrals. But, unlike any other Friday, your boss wants you to visit a 70 year old, life insurance policyholder with a face amount of $10,000. If you are a good insurance agent, you will probably smile at your sales manager and prepare for the pre-set appointment.

You could easily get discouraged because some service calls turn into customer complaints about your company. Yet, the policyholder might need an opportunity to vent. Remember it is your job to service policyholders, regardless of whether you make a dollar from the visit. Even, if you blocked out this time in your schedule to call a few more insurance leads, you can always take the phone list with you or come back to the office, at a later time.

During my time as an office insurance agent, I made many service calls. Usually, the policyholder laid the insurance policy and previous billing from the last twelve years on the dinning room table. Most of these individuals were prepared. Sometimes individuals just wanted to talk, but a few times, a policyholder turned into an insurance or annuity sale or became a center of influence. Therefore, you should never judge a policyholder by the size of the policy or the condition of his or her home or apartment. Do not dread service calls because you might meet your best customer ever!

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