How to Get Your Phone Calls Returned: 26 Voicemail Tips for Sales

Written by John F. Carroll on . Posted in Customer Service, Sales

getting-calls-returned-tips“No one returns my calls anymore.”

Sound familiar?

An agent explained to me to me last week:

“These people are so rude! I leave message after message and no one ever calls me back!”

“They asked for the darn quote and now they won’t call me back! Can’t they tell how hard I’m trying to reach them?”

No… And they don’t care either.

19 Reasons to Contact Your New Insurance Clients

Written by John F. Carroll on . Posted in Agency Management, Customer Service, Email, Sales, Social Media

new-customer-follow-upThis article is going to disappoint three insurance agents.

That’s because three different agents in the past three weeks asked me for an email template to follow-up with new customers.

And I’m not going to do it.

I was actually going to when I realized I couldn’t make one email (or phone script, letter, etc.) that fit every agency’s unique needs.

I also realized there are A LOT of reasons to follow-up with new insurance customers and one email isn’t going to do it.

Not even close.

31 Video Marketing Strategies and Ideas for Insurance Agents

Written by John F. Carroll on . Posted in Customer Service, Email, Lead Generation, Sales, SEO, Social Media, Technology

video-marketing-tips-insuranceVideo marketing is a huge opportunity for every insurance agent to be more successful?

Why?

Video Marketing is Efficient.

You can record one perfect message for clients and prospects to be delivered 1000s of times, 24 hours a day, 365 days a year.

Video Marketing is Consistent

Can every producer in your agency explain the benefits of buying from you in the exact same perfect way? Are they all equally effective? I doubt it.

A video can be.

Video Marketing is Cheap

You don’t need a production crew to create great content.

The Insurance Agency First Impression Checklist

Written by John F. Carroll on . Posted in Agency Management, Customer Service, Sales

insurance-agency-first-impressionInsurance agents are blind.

Don’t worry, it’s not just you.

Compared to someone experiencing it for the first time, we’re all blind to our environment.

I’m sure you notice when things in your agency change,  but when was the last time you looked at your agency through the eyes of someone experiencing it for the first time?

First impressions happen fast, hold incredible weight, and are hard to change.

Within the first 10 seconds, visitors to your agency will generate their answer to the following questions:

14 Baby Steps to Insurance Agency Greatness

Written by John F. Carroll on . Posted in Agency Management, Customer Service, Sales, SEO, Social Media

baby-steps-toward-sales-greatnessBaby steps.

If you’ve seen “What About Bob?” you know what I’m talking about.

It might be just a movie, but I still think Dr. Leo Marvin was on to something. Baby steps are important for anyone trying to make a change, including insurance agents like you.

I’ve seen a lot of agents attempt major improvements in their agency only to fall flat. You and your staff are creatures of habit and when new habits require too much change from current ones – it won’t last.

10 Tips for Insurance Agents to Improve the Claims Experience

Written by John F. Carroll on . Posted in Agency Management, Customer Service

insurance-claims-agent-supportI used to be an insurance claim adjuster.

There… I admitted it.

I was young and I needed the money.

I adjusted claims before moving into sales and though it was only a few years I learned a lot.

The divide  between agents and claims always bothered me.  I understand there are good reasons to separate them, but can’t we work together for a better overall customer experience?

A claim is the moment of truth.

31 Ways to Make Your Insurance Agency the Happiest Place on Earth

Written by John F. Carroll on . Posted in Agency Management, Customer Service, Humor, Sales

selling-insurance-can-be-funFor my first job out of college I sold long-distance phone service door-to-door.

I marched under the hot Albuquerque sun cold-calling on 50-100 businesses a day who couldn’t care less about long-distance and didn’t hesitate to tell me.

I wore Underarmour shirts so I wouldn’t sweat through my suit while driving to my territory in an AC-deprived ’95 Ford Aspire.

Want to know why I was able to keep selling day after day, week after week, month after month?

It was the most fun company I ever worked for.

21 Ways to Use Signs In Your Agency to Sell More Insurance

Written by John F. Carroll on . Posted in Agency Management, Customer Service, Humor, Lead Generation, Sales

in-agency-signage-insuranceI’d like to introduce you to one of the most effective, affordable, and versatile tools in your insurance agency marketing arsenal:

The clear plastic sign.

(It’s also one of the most overlooked tools)

Clear plastic signs can convert any old piece of paper into a marketing message that automatically speaks to everyone who walks in your door!

You can get them online for under 10 bucks or maybe even cheaper over at your office supply store. To save further still, you can get mesh banners – which are a little flimsier, but still much better than no advertising at all!

I know most agencies already have these signs, but how much thought have you put into them?

Insurance Agency Customer Service – 22 Little Things That Are Huge!

Written by John F. Carroll on . Posted in Agency Management, Customer Service, Lead Generation, Sales

A lot of agents think sales and customer service are two separate aspects of running an insurance agency.

I don’t – I think great customer service is a sales strategy.

If your entire book of business is thrilled to do business with you, loves interacting with your agency and feels appreciated as a customer you won’t need to prospect – you’d have a sales force of customers doing it for you!

The difference between giving an amazing customer experience and a horrible one is usually  just a few little things here and there that aren’t too hard if you establish processes in your agency to follow through with them.

Here are 22 little things you can do to improve your insurance agency’s customer service.  (I saved the most important one for last.)

Get Every Client’s Neighbor To Ask You For an Insurance Quote

Written by John F. Carroll on . Posted in Customer Service, Lead Generation, Sales

Want a secret to getting referrals from every homeowner client?

Actually, it could probably work for a any insurance line but this technique works best with property coverage so let’s start there.

It’s easy, effective, and if you execute correctly all your clients’ neighbors will be begging you for a quote.

It works great during new business since it ties in well with your information gathering but you can tweak it to work on existing clients too.

For simplicity, let’s pretend you’re at new business…

Step 1 – Ask The Setup Question

In the early stages of information gathering for a homeowner’s quote ask the client this question: