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  • 10 Words That Could Kill a Health Insurance Sale

    Setting up a meeting with potential new clients can be a lot of work. Why ruin a potential sale by using easily avoidable words?

    Here are ten words that can kill a sale and how to avoid them if possible.

    Customer
    Yes, the people you serve are considered customers, however the word “customer” isn’t a very personable word. Using a word like “client” instead of customer helps make a person feel more valued.

    Commission
    When you remind client’s you’re getting paid for helping them with their insurance needs they might suddenly feel like you’re looking out for your own interests instead of theirs. Even though you both know you’re more than likely getting something out of helping them, there’s really no reason to bring it up.

    Buy/Purchase
    It’s important your clients knows exactly how much they’re going to have to pay for their insurance. However, it’s also important not to sound too pushy. Sometimes the word “buy” leads a client into feeling like they’re cornered or like they’re talking to a pushy used car salesman and not someone helping to plan their insurance needs. Using words like “enroll” or “invest” help create a friendlier environment.

    Free
    Calling an insurance plan “Free” is just asking for an issue later on down the road. When there is a zero premium plan do not tell your clients that it is “free.” Instead, call it exactly what it is: a zero premium plan.

    Cheap
    Whether or not something is “cheap” is completely subjective. This is a word that could lead to hard feelings or could create an awkward environment. Instead, try using the phrase “relatively inexpensive.”

    Maybe/Possibly
    Both of these words could make you look wishy-washy. The only way these words are ever acceptable is if they’re followed up with an action plan. EX: “Possibly, but let me just call the company real quick so I can have a solid answer for you.” By adding the action sequence, you’re telling the client that you’re not sure but you’re willing to figure it out.

    Honestly
    “Honestly” completely backfires because it actually causes distrust. If you start a sentence with “Honestly…” your client will subconsciously think you’re not being completely honest with them.

    Satisfaction
    This word is one of the most used words in sales, which is why it has come to have a negative effect in sales meetings. Just saying the word lowers the meeting in a way where it can sound like an infomercial.

    Obviously
    If the information you are providing your client is obvious, then they wouldn’t need you. To assume what you’re saying is already known could cause the client to feel like they are incompetent. Making your client feel incompetent could cause hard feelings, in turn making you lose the sale.

    Best-Seller
    Just because something is a best-seller, doesn’t mean it’s the product that’s best for your client. It’s easy for a client to feel like you’re not doing your due diligence in helping them and are just putting them in a box because it’s what other people choose. It’s better to make a client feel special than making them feel like they’re just one of many. Even if a product is a “best-seller” it’s better not to mention it unless a client specifically wants what’s most popular.

    Phrases and words like these can hinder your ability to reach clients. Subtle changes like these can help you improve your relationships, in turn helping you bring in more business.

  • How Agent Pitstop Can Help You and Your Business

    Knowing our agents are busy meeting with clients and running their business, we at Van Berg & Associates strive to help out where we can and make our agents lives as easy as possible.  As a Van Berg agent, using your password protected Agent Pitstop account can be a wonderful resource in helping to manage your applications, review client information, and track commissions. Our goal is to be as transparent as possible regarding your book of business and commissions. Therefore, we try and provide everything you need in one secure place.

    Here are just some of the tabs you’ll find under your personal Agent Pitstop account:

    Clients: Easily access your client information including address, phone number and even the policy ID for the client’s plan.

    Commissions Statements: Commissions statements are uploaded under this section whenever a commission is paid out. The statement shows where your money is coming from, helping you track your commissions.

    To access more tabs, hover over the “Account” tab.

    Invoices: This tab allows you to see any outstanding balances you might have for things such as leads, advertising, marketing, charge backs, etc. Clicking on the title of the invoice will bring up more information about the charge.

    Recent Submissions:  This feature helps you to keep up to date with a client’s application. Once the application is submitted and entered into the system, it will show on your Agent Pitstop account. From there you can track application status and also view your client’s policy ID.

    My Contracts: This section allows agents to see which companies they are currently contracted with through Van Berg & Associates, as well as companies they have been termed or cancelled from. This is also where you can find your writing ID for the companies you’re contracted with.

    Checking Agent Pitstop frequently and utilizing these tools is an easy way to help manage your clients, check application status and keep on top of your commissions.

    Don’t have an Agent Pitstop account yet? Call us today at 877-776-8919 and we’ll help get you set up.