Key Benefits of Selling Multiple Product Lines
Your clients have more than one need. Providing multiple product lines, including Medicare Supplement, Whole Life, Critical Illness, and more, makes life easier and more convenient for your clients. Instead of going to different agents for different senior market needs, they can get everything they need from you. Your clients will enjoy easier communication and less time spent dealing with multiple agents. The benefits of selling more than one product line go far beyond convenience for clients; there are major benefits for agents as well. Cross-selling insurance products will mean more money for you and will develop stronger customer loyalty from your clients. Selling more than one product line is a win-win for agents and customers.
For a client, an agent that can meet multiple needs for them becomes invaluable. For an agent, when you are able to help your clients with multiple avenues you know that you are creating a customer for life. Offering multiple product lines will increase your value to customers and your revenue.
In order to effectively sell more than one product, you have to establish good communication and trust with your clients. You need to understand their needs and offer additional products that make sense for them. Spend time with your clients, getting to know their families, their dreams, and their goals. You won’t know what additional products to offer if you don’t take the time to know your clients.
When you have built a level of trust with your customers, then your efforts at cross-selling come across as a sincere effort to help them meet their goals, and not as another sales tactic. When clients find an agent who can offer them comprehensive services and expertise, you’ll find they become reluctant to go to a competitor.
You’ve heard it before, but we’ll say it again, the best defense is a good offense, and selling more than one product line is a good defensive move. The insurance industry can be cyclical; health insurance has a busy season and a slow season. You can reduce that slow season by selling additional products that would benefit your existing client base.
When you don’t play defense, or don’t cross-sell, then what you’re really doing is leaving money on the table. Many lines of insurance go together naturally, such as life insurance and financial planning services, or health and long-term care insurance. Do some research and start by branching out into areas of insurance that are a natural fit. ASPECT Management can help you with a strong combination of competitive products and our support team that is amongst the most experienced and knowledgeable in the industry. We support our agents so that you can focus on servicing your clients.
Think of your business as building a wall, and each brick is another product or service that you can offer. While you likely have a foundation of Life and Health insurance products, additional bricks might include Indemnity, Cancer, Dental or many other products that ASPECT Management offers. Make sure you are taking advantage of seeing products like annuities that can help your clients strengthen their financial goals.
Take the time to thoroughly explain the different products that you offer and how they can work together to help your client reach their goals. As an independent agent you are in the business of protecting your clients, and the better equipped you are to help your clients the more job satisfaction you will feel at the end of the day. You’ll know that you have done everything you can to help protect a family’s financial security.
In the past, it might have been easier for insurance agents to only sell one or two types of insurance, but in today’s competitive market the benefits of selling multiple product lines are obvious. At ASPECT Management our goal is to help agents sell more, which is why we provide an incredible offering of insurance carriers and products. You’ll find the newest and best products available within our portfolio, as well as the resources agents need to fully service their clients.
As the senior market specialist, we provide our agents with programs and support tailored to an individual agent’s needs. We want agents interested in working together for the long term. Our mission is to provide the support you need so that you can find more customer opportunities. Contact us today to experience the ASPECT Management difference and learn how we can work with you!