Questions Insurance Agents Should Expect From A Lead | Lead Concepts

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Questions Insurance Agents Should Expect From A Lead

An image of an insurance agent shaking hands with some satisfied clients.

Each lead an insurance agent or broker gets is a new beginning. When you think about it, you’re potentially starting a business relationship with someone new, meaning you will be getting to know someone. If it works well, this person could tell friends and family about your services, prompting more clients to fill out your appointment book. And as exciting as this can be, it can be a little nerve-wracking.

This is because even though you could gain a new client, you have some questions that you’ll have to clear.

This process can be similar to an interview because that’s almost exactly what it is. So, it’s essential to go in with an open mind and be prepared for the questions your lead will ask you, regardless of their nature.

This article will discuss the questions you can expect from a lead. As well as the questions you should ask to increase the lead’s likelihood of utilizing your services.

Questions From Those Who Want To Get To Know An Agent

You will often meet leads who want to get to know you as an agent before they begin asking technical questions about insurance. Here are some examples of what those may look like.

  1. What makes you a great insurance agent?
  2. How will I know I can trust you? (TIP: One of the most important things you can do for a lead is establish trust. This may be one of the paramount questions you can answer because your leads want to know they are making the right decision by trusting you as their insurance agent. You will want to develop a unique answer to this so that leads don’t think you’re just parroting something anyone else can say. Throw in a personal story of how you have gained the trust of another client and how it has benefitted both of you. While you are aiming to make this unique, make sure that you are also honest. You can’t persuade someone to trust you while you’re lying!)
  3. How well do you get along with your current clients?
  4. How often do you get in touch with your clients?
  5. Have you worked with clients who shared a profile with me?
  6. How experienced are you with insurance? (AKA, what is your background in insurance?)
  7. Do you have any references? (TIP: This question is crucial because it shows how thorough an agent you are. Provide professional references and references gathered from clients who are comfortable enough to do so. This will show the lead that you practice client retention and care about their experience just as much as you do for your other clients.)

Questions from those who want to jump right in

Although some leads will want to know who you are as an insurance agent, that may not always be true. Some leads will be more direct and want to jump right into business-related questions. Here are some examples of what those may look like:

  1. Do you provide alternatives to the plans you offer?
  2. What can you provide for me above your competitors? (TIP: Be as specific as possible about particular competitors. You want your leads to know how you compare to your competition, so you’ll want to inform them of the competitors you are talking about.)
  3. Are there any discounts?
  4. What can I expect if I wish to make coverage changes?
  5. How are premiums calculated?
  6. What happens if…? (TIP: Typically, a lead seeks reassurance when asking this question. The lead wants to know that no matter the situation, you support them during any applicable crisis. In reality, this is a question that you should expect to be asked multiple times in various ways. When answering this question, you acknowledge the lead’s worry and assure them it’s valid. You will then want to take the opportunity to explain the applicable policy in depth so that they are up to date on how they would utilize it.)

When a lead wants to know the basics about your business, it’s best to let your work experience do the talking. They will want to hear success stories and how they can benefit from your successful work career. If it’s a more technical question, they will wish to have clear, concise answers that will help them compare you to other insurance companies they’ve talked with.

Questions you should ask

Once you have answered some of your leads’ questions, you will want to ask your own questions. This is because you are getting to know this person just as much as they are getting to know you.

  1. How do you feel secure with an insurance agent?
  2. What are the qualities you look for in an insurance agent?
  3. What do you hope to gain out of this business relationship?
  4. What feature about this agency made you interested enough to contact us? (TIP: You will want to note the answers people provide you. These will work well because they will help you enhance these positive features for advertising purposes in the future.)
  5. Are there any concerns you have that you would like me to address? (TIP: This is an important question to ask of your leads because you want to give them the ability to speak on any hesitations they may have. It’s necessary to note that you must be prepared to address whatever concerns they bring up. Even if it’s something you don’t have an immediate answer to and is something you will have to get back to them on. This is because this is an opportunity to further gain your leads’ trust, so neglecting to address their concerns will result in them trusting you less and forgoing a business relationship with you.)
  6. Do you have any other questions for me?

 

The importance of asking questions

Just like this is an opportunity for your leads to get to know you, this is an opportunity for you to get to know your leads, and you can tailor this experience however you would like. Take this opportunity to get to know the leads. Are they married, have kids, and what do they do for work? This will establish a personal connection to help your lead remember you, even if a sale isn’t made now.

Asking and answering questions will also help you demonstrate what your strengths and weaknesses within the industry are, which is a crucial way to show how you can rise above any of your competitors.

But just as you need to ask a lead questions, it’s equally necessary for a lead to ask you questions. Leads know just as much about you as you know about them, so they also reserve the right to ask questions to ensure they make the right financial and business move. Additionally, leads have more than just themselves to consider. Every “lead” is a person first and foremost, and this person has a family or business they have to care for, so choosing an insurance agent is not a responsibility that this lead should be expected to take lightly.

Summary

Every insurance agent is used to being asked questions by leads. But if you’re new to the profession, you should prepare for this. Leads will ask about anything related to insurance, and they won’t hold back. Ultimately, this is a good thing because it will challenge you to better understand the policies you’re selling.

However, if you don’t prepare yourself, you will hesitate, making all leads/potential clients nervous and less willing to work with you. Although we covered the types of questions you can expect in-depth, don’t forget to do more research about the other kinds of questions you can expect to be asked.

Visit Lead Concepts’ blogs and website for more help on how you can maximize lead generation efforts.

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