When you receive a new insurance lead, regardless of where it came from, like most insurance agents, you probably begin with a templated question and answer session focused around the policy details. Essential as it is to ask those questions, character questions that aim to get the same information, can be phrased in different ways that sound conversational. Interview style questions aren't just about getting the information, they're about making the lead comfortable, disarming their hesitation to share personal details and hand money over to a stranger, and inform them of their options.
The more you know about a prospective customer the better chance you'll have to accommodate them with thoughtful answers. Set the stage to assess the sales potential of each lead, deliver, and close the sale.
Try one or several of these questions the next time you contact a new insurance lead and see how the conversation can shift.
Then Rinse. Repeat.
Getting to know the lead
- Can you tell me about your [background, job, reason for contacting us] so I can help you find the best options?
- What insurance or asset protection problems can I help you solve today?
- Is there a reason you are looking at switching insurance providers so I know if we can meet your expectations?
- How much experience do you have with [general policies] so I can be sure to answer all of your questions thoroughly?
- What are some of your concerns about life insurance at your age?
- What challenges do you typically face with respect to the reason you need insurance?
- Can you share a little about your future goals and aspirations to help find the best option for you?
- What is one thing that I can help with right now that might make your life easier?
- Would you be the only decision maker or is there someone else to consider for these policies?
- What other companies have you spoken to for your needs and how were those experiences?
Middle of the pitch
- Does this make sense the way I've explained it or can I help explain in greater detail?
- Does this sound like it would meet your needs?
- When are you thinking of starting new coverage or when is your deadline?
- Is there anything in the past few years or that you can foresee in years to come that might change how we're looking at these options now?
- Do these options sound like they might fit your budget?
- Is there a budget that you had in mind or that you are trying to stay within?
- Aside from the cost, what features are you interested in comparing?
- Now that I’ve explained the features, how does this plan sound to you?
- Is there anything else that I can help with that we haven’t discussed?
- Do you have any hesitations about these policies?
- Is there anything that we might be able to adjust to fit your needs more?
Closing the sale
- Do you feel like this amount of coverage would work for you?
- What are the next steps you’d like to take?
- Are you ready to move forward with this purchase or how can I help provide more information?
- Would you be available to secure this policy on Thursday morning?
- Based on our conversation so far, how do you feel about our service and how we can help protect your [customize for the insurance type]?
Think about these questions and how each prospect or lead reacts. Some questions, might catch people off guard so they'll need to be re-phrased. Others might be to vague. The trick here is to test and re-test what causes your the lead to pause and consider.
Every agent has their own way of asking a question to get an answer. What's yours?