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Insurance Agent Jobs, How to Deliver a Policy

One segment of an Insurance Agent Jobs when selling life Insurance is the professional delivery of that insurance policy you just sold.

First of all, never mail the policy to the client with a letter. Would you like someone to treat you in such an unprofessional manner.

Not only that, you are not taking advantage of the most important aspect of the sale, and that is setting the stage for future sales, getting additional referred leads, and most importantly, developing that much needed relationship building.

Part of your Insurance Sales Training program should have discussed the fact that your new client may decide against taking the insurance policy or policies you just enrolled them in. Personally delivering the insurance policies is where you cement the sale and lock in your client.

Setting the stage for an effective policy delivery consists of two time frames.

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Insurance Sales Training, Setting The Stage (Part One):

Part of your policy delivery sequence, is actually done during the interview process or sales process. By making subliminal comments like:

"When you become a client of mine we will sit down once a year to update your financial plan and review your family situation and any changes that may occur..

"If another insurance agent calls you or you see something related to Insurance or investments that you want more information on, I want you to feel free to call me and I will do the research for you."

"I also have a lot of my clients that use my name as a way out when another insurance agent calls: They basically say that Ted Wolk Is my insurance agent and if you have something you think I should look at, give him a call so he can look at it for me."

"Mr prospect, when I come back and deliver your program I will at that time go through the policy in detail to make sure you are comfortable with it, and answer any questions you may have thought of in the meantime."

"Mr. prospect, I want to Thank you for becoming a client of mine. I will do everything I can to help you and your family achieve the goals we discussed this evening."

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Insurance Sales Training, Setting The Stage (part two):

The actual delivery:

The physical part of meeting again with the client and actually delivering the policy is the next step, and it is at this point that you will want to continue to reaffirm the sale with the client:

So lets take a look at how to take control of this part of the sales process.

First thing next day, after the sale, Send out a Thank you note, as an example:

"Mr. prospect, just a note to let you know that I appreciate your business. I want to congratulate you on taking this major step in firming up your financial life for you and your family I will continue to serve you and your family in the professional manner you would expect. I will call you as soon as the policy is issued and set up a delivery time that will be mutually convenient for both of us. Again, Thank You for your business". John Q. Agent

Using your tickler file, it is important to keep you client updated.

If a policy normally takes three weeks to get issued, give your client a courtesy call after a couple weeks. Simply just call and tell them this is a courtesy call and I just wanted to let you know everything is moving along just fine. I will give you a call when I receive the policy and we can then set up a time that is mutually convenient for us to get together. (that takes about two minutes of your time and I found that is well worth it)

When the policy comes back, you need to go through it to make sure the names are spelt right, address is correct, etc.

Next, Have a policy wallet to put the policies in and personalize it. You should prepare this policy delivery wallet and include your business card and put the clients name on it. I use to buy a gold marking pen at book store and use that to put the clients name on the wallet.

I would also compose a letter to be included in the policy wallet outlining whatever you feel is important. My letter was basically a form letter that I would fine tune to each specific client. I use to reiterate the questions I asked the client while going through the confidential questionnaire and reiterate all their answers and concerns we addressed in that questionnaire. If you have completed LUTC, CLU or CFP then make sure this is in that letter.

After you are all set, then call the client and set up an appointment. "Mr. prospect, just calling to let you know that everything came back okay. I am always a little concerned because of the many things that insurance companies look at today. When would be a good time for us to get together. Are morning or afternoon appointments better?" (Note: since you already established a relationship here, most of the time you can set up a daytime appointment with them. (If not, no big deal)

When going back to the clients house for the delivery, you must remember, you are still in the sales mode.

After a friendly chat, I would then pull out the confidential questionnaire, or what ever form you used, and start of by saying "Mr. prospect, lets review what we accomplished here. I will start at the top and go through each of the questions I asked and reaffirm all the answers they gave me, so as to refresh their memory of why they enrolled in this insurance program.

I then show them the letter that I am enclosing in their policy wallet which outlines what we just discussed. By enclosing this letter in the policy wallet, I have had clients tell me that they were thinking of canceling their policies but after reviewing that letter, the decided to keep their insurance.

At this point I will then take out the policy and go through it page by page and discuss key areas such as the. Incontestable clause, beneficiary page, front page showing name and type of policy, go through the cash value page and explain that along with surrender charges, home office service dept. number, and review my letter that stays in policy wallet, etc.

If they are on a monthly payment plan, I then tell them that the monthly premium will be transferred from their checking or savings account to xyz company on the ? of the month.

I then let them know that they will be getting a annual statement once a year from the company to update them on their policies and that when they get that statement to please give me a call so we can sit down and go through it and I can answer any questions you might have. I also tell them that I will also have their name kick up on my tickler file In case you forget to call.. (This is setting the stage for future visits so that you can get together and try and generate some referred leads.) Start training your client.

SalesTip)..During this policy delivery, I will plant my seed for a future sale by saying something to the effect

"Mr. prospect. you may want to consider a Baby Sitter Policy or to help you with establishing guardians for your young children, you may want to consider guardian trust fund program.

(Remember, you can not harvest the crop if you don't plant the seeds) You can also suggest a mortgage cancellation policy, disability insurance, insurance on children, IRA program, etc.

After all is said and done, I will again ask for referred leads. This is a great time to ask, as almost everyone will be telling someone about the insurance plan they bought and the type of person you are and the service you offer.

Mr. Prospect, As I mentioned last time my business requires me to meet people. Good people like you. Since we last visited is there anyone else that comes to mind , that I should sit down with to share some of the ideas we shared. (Have a couple referred lead cards handy to fill out) Stop talking and wait for some type of response.

(SalesTip)..One of the biggest problems I always had with new agents was trying to have them be quiet at key times. When you ask someone a question, you need to give them time to think. They are sorting stuff out in their minds. Wait for some type of response before you start talking again. Don't be answering for them. Once you learn this art of selling, you will be on your way to being a good sales person.... Learn to Listen. When I come back for that annual review, in a year of so, I will pull out my interview notes and again reaffirm why they bought the policies, and somewhere during reviewing my notes I will say "by the way do you remember we talked about getting some insurance on your kids, mortgage cancellation policy, etc."

Because that seed was planted at delivery, my clients would always say, oh yes I remember we brought that up. I would then say "Lets go through your annual report and then we can talk about that when we get done reviewing this stuff."

(SalesTip)..Over the years, after I built up my client base, I decided to use my slow months to do policy service. Because of the summer months and days being longer, people would want to enjoy the outdoors more often in my part of country.

It was these months that it sometimes became hard to get people to sit down with to sell insurance. So I decided that I would call my existing client base during this time frame, as I would never have problem getting an appointment with them, as it was time for our annual get together and their annual review.

It was during these annual reviews that I harvested those seeds I planted while at the same time allowing me to build up my inventory of referred leads.

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