Which Is More Important: Sales or Service in Insurance?
All this week we’ve been covering false beliefs that run rampant in insurance agencies. This last one is a false belief we see time after time: it’s the idea that you can’t tackle both sales and service in insurance.
“You may think I can’t get to it, that’s a whole different hat, I have to go into ‘sales mode,’ I’m going to stay in service mode. The best account managers out there make it one fluid motion, no big deal.”
You might ask yourself the question: which is more important, sales or service in insurance? Many account managers feel that they can’t do both at the same time, and that if they’re in service mode, they can’t also be in sales mode. This is categorically a false belief, and we think that it doesn’t have to be one or the other. Here’s why:
Everyone in the agency has to do some form of sales
We believe that no matter your role, everyone in an agency has to at least do some form of sales. All roles require just a little bit of sales work, and this should always be in the back of your mind. We may think we have to “go into sales mode” in order to make a sale, but the best account managers can easily make it one fluid motion from service mode to sales mode.
“Sales mode” doesn’t take all that long
A common complaint we hear is that account managers simply don’t have time to switch into sales mode, but the reality is that it doesn’t actually take all that much time. In fact, it takes virtually no time to make a quick recommendation to a client, maybe no more than 30 seconds. There are eight hours in a workday, and that’s plenty of time to do both sales and service in insurance
We forget our purpose
When agents don’t want to shift to “sales mode,” it’s important to remember the reasons why we’re doing this in the first place. If you remember that you want to educate your clients and ensure that they have all of the coverage they need, you’ll likely be happy to take an additional few minutes to provide sales services to them.
The bottom line is that the idea that we have to make a big adjustment from service mode to sales mode is a broken mentality. We need to break down the idea of “I don’t have time to sell because I’m too busy servicing,” because it’s holding us back from hitting home runs.
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