One of the challenges of becoming a property casualty insurance provider is that you must receive the training necessary to provide this service. However, after you have attended property casualty insurance school, the next challenge is to sell insurance to as many customers as possible.
Start as a Captive Agent
The easiest way to get started as a property casualty insurance agent is to become a captive agent. This means that you will only be selling insurance from a small number of companies. You may sign a contract to serve a company exclusively or you might sign a contract to only sell insurance from a limited number of companies. Eventually, you can transition into becoming an independent agent who is able to sell insurance from any provider.
Help the Customer Understand What is Needed
One of the challenges of selling insurance is that it is an intangible product. When you are working with a client who does not have a particular type of insurance, you will need to help illustrate to him or her why this form of insurance is so important. For example, you may need to help the client think about what it would be like if he or she no longer had a paycheck coming in. This can help sell all sorts of insurance policies that help policyholders who are suddenly unable to work.
Try to Sell to Everyone
Keep in mind that clients who are hostile or who are complaining are not necessarily clients who will not want your product. Oftentimes, complaining is done for emotional reasons. It produces a cathartic effect and you should still try to sell the product even to a seemingly hostile prospective client.
Whenever you have the opportunity, try to sell as many forms of insurance as possible. When you only sell one form of insurance, you will have to spend more time and money acquiring new clients. However, when you sell multiple forms of insurance, you will be able to perform a risk assessment and determine which range of products will provide your client with sufficient coverage.
Offer Multiple Ways to Contact You
Make it as easy as possible to reach you. Don't simply rely on your customer calling you, but offer an online solution. Customers prefer to use a range of methods to find the insurance they need and if you only offer one method of contact, you will limit the number of customers you can reach.