Deprecated: mysql_connect(): The mysql extension is deprecated and will be removed in the future: use mysqli or PDO instead in /home/a26f9f83/public_html/articles/includes/config.php on line 159
Separating Yourself from the Crowd (Part One of Two) > NetSparsh - Viral Content you Love & Share

Separating Yourself from the Crowd (Part One of Two)

Warren Buffet says that insurance is a commodity and price is the main factor in the market place. It seems that nowadays, lowest price wins, regardless of the other factors. More and more people are turning to direct writers because they believe that 15 minutes and a catchy commercial with a dancing lizard can save them some money. Forget the relationship, forget being able to actually see your insurance agent and forget you if you are $0.01 higher than the "other" guy.

So how do we as insurance agents take a stand and be able take back some of our customers? How do we improve our close ratio? How do we change our customers' attitudes about price to the point that leaving you for a few dollars will never cross their mind? I can answer that question with one word: rapport. Rapport is a funny thing, it makes you memorable, it makes you likable and most importantly it makes you human. So how do we build rapport with potential or existing clients? In this article we will discuss how to hit the ground running with rapport, how to build it from the word go. I will show you how to make more sales, improve your close ratio, learn more about your clients and have fun while doing it.

Next time you get the chance call around to some of the competition in your area and ask for a quote. Listen and learn to how they interact with you. Do you like the person you talk to? Would you buy from them? What made them good or bad at making a connection with you? Take notes about what you liked and what you didn't. Incorporate these ideas into your sales strategy and watch your sales increase.

Below I have three examples of how I have heard insurance agents talk to potential customers on their initial phone call. Keep in mind that I have not written any responses from the client since, in this example, only what the agents say is important. I will use the following scenario for an example:

Jill, a single mother of two, believes she is paying too much for her insurance and goes online to and requests a free quote. She gets a call from three agents that are near her home.

Agent 1: Hi Jill. This is Tom from Big Insurance Company calling about your request for insurance. I wanted to follow up with you to verify some of this information with you and ask you a few additional questions. I will get this worked up and give you a call back.

Tom has done a nice job of being polite if he has the best price in town he might be the agent that Jill ends up using.

Agent 2: Hi, Jill, This is Nancy with Gigantic Insurance Company. I saw where you wanted a home insurance quote. Do you have a second? What is going on with you current insurance company? What are some things you like about your current company? What are some things that you don't like? Alright, thanks for your time, I will call you back shortly.

Nancy was also polite but she took the time to ask some important questions about her current insurance company that she will be able to use to her advantage when comparing companies. If Nancy has the exact same price as Tom she would most likely have the advantage.

Agent 3: Hi Jill. This is Joe from Huge Insurance Company. Is this a good time for you? How is life treating you? Jill, I see that you live on Vine St. Do you know Bo Neighbor? He is one of my clients. It says on the paperwork from that you are a writer? What type of writer are you? You know my wife was trying to break into that business, what sort of tips could you give to help her out? Anyway, sorry about my rambling there, I just find it important to get to know each of my clients on a more personal level than what kind of car they drive. It is also important for me to know that you feel the same way. I know you could call 1-800-555-Quote and get a price but I want you to know me and my family the same way I want to know yours. So, what is going on over at your current company? Oh yea? Well tell me Jill, what are some of the things you really like about your current company? I think we will be able to offer you some solutions that will be comparable to your current company in some ways and exceed them in others. I will take some time to prepare a proposal for you, when is a good time for us to get together so I can present that to you? Great I will talk to you then.

What has Joe done? He was polite, learned about what was going on with her current company and most importantly in the short amount of time he had with her he became her friend. He knows personal stuff about Jill and Jill knows the same about Joe. Sure he may or may not have the best price in town but as long as he is in the ball park he has a chance at the business. This is a chance that he probably would not have had if he had been even $5 more than the first two agents.

I can promise you this: There is no better felling than closing the deal on a new client than when you cost them more money that what they were currently paying and they came to your company because of you. Take a chance on this one and try to be way different that your competition for one week. All you have to lose is some time. If you are selling on price alone now you will still have the same price, you will just deliver it in a different manner. After all, my Dad tells me all the time that "if you put it in one end of the pipe, it will fall out the other." In other words if you quote enough people you will eventually write business. I guess I just want more of my "it" to get to the other end of the pipe.

Matt McWilliams is one of the co-founders of HometownQuotes.Com, an online insurance quotes web site. He is originally from Pinebluff, NC and attended Middle Tennessee State University in 2002. He is considered an expert in the field of online insurance shopping and finding new ways to help consumers save money on their insurance. For more information visit

In The News:

This RSS feed URL is deprecated, please update. New URLs can be found in the footers at

$800 Billion For Sales Training
MediaPost Communications
Sales continues to be a top investment priority for businesses, according to the third annual LinkedIn State of Sales report. In the U.S. alone, companies spend $15 billion each year training sales employees and $800 billion on incentives to retain talent.


4 Ways to Make Sales Training Stick
There is this old saying about marketing that goes like this, “Half of my marketing dollars are wasted, I just wish I knew which half.” It's a slight jab at my friends in marketing, but one that applies equally to sales training and development. Sales ...

Alcohol serving, sales training class set Oct. 28
Illinois Licensed Beverage Association, Chapter 76, has scheduled a class for the state's mandated BASSET training. The class will be from 1 to 3 p.m. Sunday, Oct. 28, at Jack's Place at Grizzly Jack's Grand Bear Resort. Cost is free for ILBA members ...

Carew International Announces 2019 Sales Training and Sales Leadership Training Schedule
PR Newswire (press release)
CINCINNATI, Oct. 17, 2018 /PRNewswire/ -- Carew International, a leading sales training provider and Top 20 Sales Training Company as ranked by Selling Power magazine, has announced its open enrollment sales training and sales leadership training ...

and more »


Aligning Sales Training for a Better Product Launch
Launching a new product is a tremendous opportunity to boost revenue and expand to new markets. But most companies miss out on this golden opportunity. The best sales trainings take advantage of new product launches to improve your reps' alignment ...

Director of Sales Operations
Built In Chicago
These include planning, reporting, sales process optimization, sales training, product training, sales program implementation, and sales administration. He/ She is responsible for the overall productivity and effectiveness of the sales organization ...

Money Management

ASIC wants product sales training powers
Money Management
The Australian Securities and Investments Commission (ASIC) wants the ability to intervene in training associated with the sale of financial products. The regulator has told the Senate Economics Legislation Committee that its efforts would be assisted ...

Sales Training Manager
Built In Austin
The Sales Training Manager is responsible for training, developing, motivating, and integrating trainees through our learning and development programs at Opcity. The Sales Training Manager facilitates all the necessary tools, information, and skills ...


How To Win More Deals: Reenvision Sales Enablement
In the past decade, businesses have come a long way in giving their front-line salespeople the tools and information they need to operate more effectively and engage customers more successfully. The results from sales training and enablement programs ...

GlobeNewswire (press release)

Study Finds 1 Out of 2 B2B Sales Reps Fear Making Cold Calls
GlobeNewswire (press release)
RANCHO SANTA FE, Calif., Oct. 16, 2018 (GLOBE NEWSWIRE) -- According to research findings released today by ValueSelling Associates, Inc., a leading sales training company, fear is one of the biggest obstacles to business-to-business (B2B) outbound ...

Google News

Knowing Your Customers; Closing the Sale

Just because your business is based in your home that... Read More

The Multiplying Factor In Sales Success

Mark has an attitude! Mark had worked in an operational... Read More

11 Proven Sales Strategies to Help You Close The Deal

There are a number of sales closing strategies that you... Read More

Jump Start Your Sales In 10 Quick Steps

1. Combine a product and service together in a package... Read More

A Great Sales Technique: Be Aware of Sales Myth #5

A myth can best be described as somebody or something... Read More

Training for Trade Shows - 5 FAQs

Trade shows are so obvious. You go. You hand out... Read More

Are You a Sales Professional?

Many sellers like to describe themselves as professionals, but what... Read More

How to Use Humor to Increase Sales

Using cartoons can help brand your marketing and drive home... Read More

Hello! I Cant Sell!

What's that you say? You can't sell?Oh, you must be... Read More

Essential Training Skills for Managers

Today's manager lives in a world where change has attained... Read More

More Customers! Less Work!

Wouldn't it be nice if there were an inexpensive method... Read More

Sales Strategies: Its Not Who You Know - Its What You Know

We are all in sales. We all selling in every... Read More

How To Win Business By Networking

In sales we do tend to become focused upon our... Read More

Transforming Problems into Sales

My silent fish tank was no more. Enough water had... Read More

Seven Critical Qualifying Questions

Training your salespeople to not waste time working unqualified accounts,... Read More

How to Achieve Sales Goals by Focusing on Activities

When I broke into sales in 1986, I read several... Read More

Need A Sales Boost ? Try These!

The telephone is still the best and most effective way... Read More

Secrets That Lead To Failure In Sales

Let's be realistic nobody really wants to be labeled a... Read More

The #1 Lead Generation System of Top Sales People

Developing an abundant supply of targeted referrals is the number... Read More

Date Your Customer!

Yes, you heard me right; I said "Date your clients!"... Read More

5 Steps to Selling Anything Technical

One of the most difficult things we deal with as... Read More

How To Achieve Excellence In Sales

Most people are always striving to better themselves. It's the... Read More

Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch

Why are some sales pitches more persuasive than others? Are... Read More

The First Step to Stress-Free Selling (TM)

Step 1: Get Ready - Create a foundation you can... Read More

Do You Have to Be Aggressive to Make Sales?

A few weeks ago I was onsite at a company... Read More