What can insurance agents do during a pandemic? Plenty.
By Bryce Sanders | March 16, 2020 at 04:47 PM
“May
you live in interesting times.” It’s an Asian curse expression, not a hope your
life won’t be mundane and boring. With the Covid-19 problem unfolding, many
companies are restricting employee travel, discouraging in person meetings with
clients and even suggesting employees work from home. What’s an insurance agent
to do?
Prospecting is a big part of an agent’s job.
Time for the second shoe to fall. New York state recently entered a state of
emergency. The state of emergency triggered a ban on unsolicited telemarketing
sales calls that will run until September. The emergency telemarketing
call restrictions “exclude calls… made in connection with an unterminated
existing business relationship,” according to Joseph C. Wylie II. That sounds like calls to
current clients are OK.
What’s an Agent to Do?
An earlier article addressed 10 Things an Advisor Can Do When Snowbound.
The current situation is a bit different.
Let’s assume you are working from home for the duration, have a good internet
connection and can access client data through your firm’s portal. Let’s also
assume e-mails, social media posts and messages along with Skype and phone
calls are archived somehow. Check the firm’s rules.
1. LinkedIn
You’ve meant to do it someday. It’s a “round
tuit” issue, meaning it’s get done when you get “around to it.” Now’s a good
time. Do you want to connect with clients via LinkedIn? This means your posts
would appear in their daily feed. You would also be able to view their
connections, idea for “Who knows who” later. Connecting with prospects can be a
good idea too.
2. LinkedIn Network
Messaging
Check your firm is OK with this idea.
Telemarketers have made getting a prospect on the phone difficult. E-mail is
flooded with messages. LI messaging still has a novelty factor. Send some
personal messages. Check in on people. LI prompts you with birthdays, work
anniversaries and promotions. Send those messages.
3. Talking to Clients
This has been written about previously in, for
example, Should You Call When the Market Tanks? Of Course. Think
about it from your client’s point of view. If TV news scares them, they want to
hear a reassuring voice. What do you think they want to be reassured about? The
major point here is to have something impactful to say, not just fluff.
4. Continuing
Education
“Oh yes, I have those requirements!” Why haven’t you done them
already? The weather is too nice. I’m getting together with friends. I’m
playing golf. I’m mowing the lawn. Now is a good time to access the right
websites and get it done.
5. Additional
Professional Certifications
You have experience, but you know some clients
view letters after your name as evidence of your specialized knowledge. You
might be thinking of adding another someday. How about researching it now? Can
the coursework be completed online? How about starting now?
6. Expense Accounts
Some agents might be able to recoup certain
business-related outlays. We often assign this project a low priority. This is
a good time to get caught up.
7. Video Calls With
Clients
You’ve been planning to meet with clients to
discuss their investments and policies. Now face to face meetings across a desk
are literally off the table. How about a video call? They might be in the same
situation, working from home.
When your work routine changes, you can still
be productive.
Bryce Sanders is president of Perceptive
Business Solutions Inc. He provides high-net-worth client
acquisition training for the financial services industry. His book, “Captivating the Wealthy Investor,” can be found on Amazon.
No comments:
Post a Comment