I've been fortunate to have just celebrated 29 years in the life insurance business, and as I reflect, I have seen changes in products, technology and sales processes that have shaped the way business gets done in today's marketplace.
However, I truly believe it is still the little things that make the biggest differences in establishing rapport and building long-term relationships with our clients. Here are a few examples I've found to make a daily difference in my practice, and have been proven to be good for both agents and their clients:
Attitude
Obviously a good, positive attitude is critical, but here is what I continue to do to positively affect my attitude.
There is great importance in the first and last minutes of any day. You should spend those minutes doing something that aligns and guides your mind, heart and spirit for the day. The first few minutes of a day are critical to who I am as a father, husband, coach, friend and businessman. I try to read or listen to something positive and encouraging to help set my attitude for the day ahead. Similarly, the last few minutes of the day are used to "breathe" and settle for a good night's sleep in order to tackle the world tomorrow.
I use Sunday nights as an opportunity to get "ahead of the game." Working for an hour or two on Sunday evening gives me a psychological edge for Monday morning.
After hearing industry legend Tony Gordon speak at the 1983 MDRT Annual Meeting in Dallas, I incorporated his use of a 3x5 index card to write down three blessings in your life, and keeping that card with you to negate and overcome any rejections or disappointments that might occur. He said, "It's impossible to be grateful and negative at the same time." He is right.
Top 20 prospect list
The longer I've been in the business, the greater the need is to stay focused on getting in front of current clients and future prospects on a consistent basis. A simple sheet on my desk with the name of the prospect and their phone number is a constant reminder of the "offense" I want to play every day. I still think the most important goal any producer can have is a Monday appointment goal for the week. This top 20 list can help you consistently meet that goal.
Alternate policy
Asking for an alternate policy with the highest amount of coverage the insurance carrier will offer without any additional medical underwriting is often a source of placing additional needed coverage. When delivering the original policy, I will say something like, "In addition, the company thought so much of your health situation that they issued an additional amount of coverage that is beyond the economic life value you have for your family and/or business."
Treat everyone the same and don't prejudge
My father, who recently passed away at age 92, always said you measure people not by how they treat you, but how they treat everyone else. Don't treat your clients differently, based on the amount of business they have with you. Remember that the $250,000 policy to one family is just as important and relative to them as the $2.5 million that another client might have.
Do what the competition doesn't do
Walk your client all the way to his car. Follow up every interaction with an e-mail, letter or handwritten note to confirm your conversation.
Invest back in your own business
Give out pens, poinsettias during the holidays, cards, etc. Our industry typically doesn't invest back in our businesses. If, in fact we are CEOs of our own business, then have enough entrepreneurship to invest back in your business, and in your clients.
Get involved, give of yourself
Before you can sell yourself, you must feel good about who you are. The only way to feel good about yourself is by helping others. It is impossible to serve others without giving back first.
Notice that very few of these ideas cost much money, but if applied daily, they can make all the difference. Beyond these tips, it's important to strike a balance with equal focus on your faith, family and career. But, by all means, give thanks daily for the opportunity to lead individuals, families and business with the products and services that can have a profound impact on their lives as well as their businesses.
Ron Remak is the owner and general agent at Bill C. Brown Associates in Bloomington, Ind. Since he started in 1979, he has achieved several milestones, including the 2003 Jack Peckinpaugh Associate of the Year, a nine-time position on AUL's Chairman's Council and a 17-time Bill C. Brown Associates Agent of the Year.
