Congratulations! You have just made a sale! At this point, you’re probably thinking that your work is done now. But as an insurance agent, it is your job to build a good relationship with every new client.
The best time to do this is right after the first sale, through some form of a Welcome Kit. This is nothing but things your clients should know being your client, packaged in a nice way. This is a great way to impress as well as show that you are serious about them having a good experience being your client.
A Welcome kit does not have to be complicated. It just needs to have things that YOU think are important for your client to have at hand. It formalizes your relationship as well as gives a client something to hold on to and refer to any time they have a question.
Always remember this – clients LOVE to be treated with importance. They also love when they see the value they are getting out of you after spending on the insurance that you convinced them to buy. So you are taking care of their wishes by providing something that is physical and informative.
Here are some things that you can include in your Welcome kit –
- A checklist of all the talking points you are to cover – A great way to keep the clients engaged is by showing all the points you intend to talk about. The clients are very receptive when they have something they can refer to while you are talking about it. Along with talking points, including a comprehensive list of products and services you sell for your client’s knowledge.
- An explanation of how your referral program works – Just showcasing how you intend to reward your client and handle their family/friends or whomever they refer to you. It reassures the clients and will reinforce their faith in you when talking about your services to others.
- Policy documents – These are important documents that state all the information one needs to know about their policy plan. So it is more likely that your client will hold on to your pack when they know those papers have information that is important to them. Copies of the policy work.
- A paper listing all your social media accounts/ ways to connect with you – As an insurance agent, you obviously want to grow your online following on all social media platforms – be it LinkedIn, Facebook, Instagram, Twitter and so on. And it would be the most ideal situation if you could have every client leave the office after giving you likes and follows. But that is not always going to be the case. You can always give them a verbal reminder and have then refer to this sheet of paper for the names of all the accounts.
- Important phone numbers – Think of all the numbers your client would need to get the best service and most seamless experience with regards to their insurance. When they do have a situation where these numbers come in handy, it is your foresight as an insurance agent that they will remember and acknowledge through referrals.
- Explanation on how to review your work online – Everyone always makes a decision based on other people’s online reviews. So the more positive reviews you get, your Google rankings will increase. So tell all your customers, right when they have found that their money was saved in a big way thanks to their trusty insurance agent, to review your services online. List down the ways they can review you.
- Your bio – past education and qualifications. Years of experience etc. – Nothing gives clients a boost of confidence then validation that the person they are entrusting to be their insurance agent is qualified and experienced. It may not seem necessary, but it goes a long way in giving them peace of mind.
- How to recommend us page – A straightforward guideline on ways clients can refer you to their friends and family. When you give them suggestions, you remove the hard work of thinking of ways to refer you. Then it becomes less of a headache to refer you when they know what to talk about or how to sell you as a trustworthy insurance agent.
- How you handle customer service – Writing down the process of the way customer service is handled gives your client a realistic idea of what to expect when contacting you. Small things like working hours, when they can expect to hear back from you and anything that you think they should know.
- Guide of what to do when an accident occurs – You can have a checklist of what they need to do when an accident happens. Remember usually when there is an accident it is often too traumatic to think, and most people won’t know how to start going about claiming insurance. So you can print multiple copies of this list so clients can have one card in their folder and one in their car.
- Business cards – These are cheap and can go far and wide. Give your clients a few copies – mainly for their own use but just in case they do hand them to someone else, that is a new lead right there.
Clients love when they can SEE that you have put a lot of thought into the work you do for them. They will appreciate the attention to detail and foresight you possess by having all the answers and information ready for them before it even occurs to them to ask.
Read more about Qualities of a successful insurance agent