Always-on consumerism is defined by clients who are connected to at least three devices and online multiple times a day. This type of customer is focused on researching their purchases and is looking for a digital experience that is both seamless and quick. What’s more, these clients tend to be more digitally savvy and appreciate virtual solutions above all else.
This type of consumer is making companies learn to adapt to an always-on selling experience. The same is true for insurance, and life insurance agents are required (now more than ever) to help supply a purchasing experience that is quick and easy. Beyond that, these customers are expecting a unique interaction instead of just buying a life insurance policy. With that in mind, life insurance agents will need to be more strategic in how they reach out to potential clients.
Here we will go through what always-on consumerism looks like for insurance agents as well as three tips that can help agents align with this growing trend.
A large part of always-on consumerism is the popularity of virtual sales. Given the digital practices of clients, it only makes sense that they would want to make any insurance purchases online. Buying online has its hurdles, especially with something as financially impactful as life insurance.
For agents who have been in the industry for a long time, they’ll need to adapt to telesales and working with clients virtually. Having said that, once past the initial growing pains, selling life insurance online is a great way to keep up with the growing demographic of always-on consumers.
Digital leads are a response to the growing demographic of always-on consumers. They are leads that have been digitally generated for clients who have usually researched the product and are hoping to have a response soon after requesting a quote. To that end, how agents handle these leads is as important as it is for clients who are looking for detailed information with a quicker response time.
Handling these clients can take some adaptation considering what they are expecting from their purchases. By being proactive and understanding the mentality of the client, life insurance agents can be more successful working these leads.
With digital leads, it is very important to contact the client as soon as possible. Once the lead has been generated, there’s no reason to wait to call the potential client. Symmetry’s own data has shown that agents who reach out within an hour of receiving the lead are up to sixty times more likely to close than agents who wait to reach out.
Since these leads are generated by always-on consumers, you must respond as an always-on agent.
When you’re selling life insurance virtually, it’s important to have a plan that includes the best methods for communicating with your client. Put the ball in their court.
Some clients might prefer a video service like Zoom for appointments with their life insurance agent. Other clients might opt for a phone call or communicate through email. Many of your clients might appreciate texts. Be sure to clear this with them beforehand but having texting as an option when discussing policy details, updates and check-ins is a great way to meet with your client while being considerate of each other’s time.
There are some limitations to consider outside of traditional methods of meeting with clients. Still, it’s important to give them a choice in how you meet. That kind of freedom will make them more comfortable and more likely to meet altogether.
Always-on clients are looking for engagement with their purchases. They want to be engaged by the brand, by the product and by the agent. There are many ways to accomplish this but setting up video calls is a great way to cultivate that engagement.
For example, having one call to sell the policy is not considered enough for these clients. Consider scheduling a list of calls from discussing products and wellness checks to policy reviews to make sure they’re getting the most out of their coverage.
Taking the time to establish a relationship with your client can help with policy retention and client engagement.
Symmetry agents have access to top-tier platforms designed to increase their profitability and effectiveness when handling clients who are looking for more direct engagement. HQ is our headquarters for agents where they will find a list of resources all designed to give them an edge in their business.
On HQ, agents will have access to telesales best practices, product-specific presentations and even branded Zoom backgrounds that provide a professional touch to their video meetings with clients. With the suite of tools and support that HQ provides, our agents have the upper hand in the transition to virtual sales.
Our patented B.E.S.T. script is a guide to working digital leads. With this guide, our agents can make the most out of virtual sales. With the B.E.S.T. system, recruits and seasoned agents alike can learn the best ways to close leads virtually.
Adaption isn’t always easy, but our core value of “Relentless pursuit of growth” makes it clear that progress is a key component to success here at Symmetry. With that in mind, we want to give our agents every advantage when it comes to working with always-on clients. Through training, marketing materials and a suite of proprietary products, we set our agents up for success in a digital world.
As a Symmetry agent, you will have access to high-quality life insurance, disability income insurance, critical illness insurance, and annuity products from more than 30 well-known insurance companies. This gives you the flexibility and reach you need to tailor plans to meet clients' individual coverage needs.
To learn more about how to begin a fulfilling career as a life insurance agent, contact us today .
