Not only did the pandemic shake up the way we do business around the globe, it’s also had an indelible impact on the way consumers interact with businesses. 

Perhaps one of the most noticeable changes ushered in over the past few years has been the wide scale adoption of Zoom and other video conferencing platforms in place of phone calls and in-person meetings.

Nearly 1 in 3 Americans are using live video to chat with a business — a 3x leap in three years. While online meetings might take some adjusting to, producers can no longer ignore the fact that prospects are more open to virtual meetups than ever before. In fact, savvy insurance agents are taking advantage of this opportunity to get in front of more prospects and increase their sales. 

Keep reading for some remote selling tips that can help you write more insurance business in the post-COVID remote world.

Virtual Selling Tips for Insurance Producers and Financial Advisors

1. Focus on the Conversation, Not the Medium

Jim Gaskins, an experienced producer since 2007, focuses on helping people with their retirement strategy. While he was a successful annuity and IUL producer prior to COVID-19, his numbers only went up after social distancing thanks to virtual meetings — and he’s never looked back. Remote selling is now an critical part of the way he does business.

One of the first major steps for Jim during his transition to remote selling was learning how to feel comfortable on his video platform. “It takes some getting used to if you’re not familiar with the technology,” he says. “The most important thing is to focus on the conversation. As long as you’re connecting with the prospect, the technology is just an afterthought.”

Jim was surprised to find that his pre-retiree and retirement prospects were quite open to Zoom calls.

“A virtual meeting is less threatening than a face-to-face appointment, which makes it a more accessible first step,” Jim says. “At the same time, it’s more intimate than a phone call, instantly creating more rapport because of the facetime.” 

Whether you use Zoom, Google Meet, or another video conferencing technology, don’t worry about being perfect. “Just be yourself,” Jim advises. “Even showing your vulnerabilities when dealing with technology can help you build rapport.”

2. Radiate Certainty

While we’re technically no longer in a pandemic, not everyone is ready to breathe a sigh of relief just yet, and many who are still tuned into the news cycle are worried about new concerns such as rising inflation. With so much uncertainty, it’s more important than ever to bring confidence to the table — or the screen. Encourage prospects to talk about any uncertainties they’re facing, and position yourself and your services as a source of stability when it comes to clients’ financial situation and their retirement.

3. Leverage Key Features

While it may sometimes be perceived as more authentic if you’re not polished on Zoom calls, that’s no reason not to be up-to-date on the latest video conferencing tools. Here are some video conferencing features to familiarize yourself with in order to engage with clients more successfully:

• Custom backgrounds: Change your background to conversation-starter backdrops such as a breathtaking picture from a vacation you recently went on. At the same time, don’t be afraid to let clients have a peek into your home by leaving the background off, as this intimate look into your life can help build a connection.

• File sharing: You’ll want to make sure you know how to file share when presenting IUL illustrations. The chat function can be a convenient way to share links to Dropbox or other file storage tools.

• Screen sharing: Change your desktop to a family picture so you can further connect with clients when presenting your screen.

• Whiteboarding: The “whiteboard” feature allows users to handwrite on their screen as if they were in front of the person — a great way to do quick illustrations and calculations for prospects.

4. Consider First and Second Video Appointments

Some producers find it useful to strategically break down their sales process into two appointments. In the first meeting, focus on developing the relationship and do a discovery. Make this appointment all about the client and finding out what their true needs are. Positioning yourself as a helpful consultant rather than a salesperson will put them at ease. Let them know at the end of the coll that you’ll need to run some numbers with all the information you collected and set another meeting. In the second appointment, present your proposal in detail to the prospect.

5. Invest in Lead Generation

Don’t forget to keep a steady stream of leads to keep your calendar booked with video meetings. Consider investing in pre-set appointments, which can save time by cutting out cold calling. By leveraging your relationship with your upline, you can often gain access to these appointments. Also, by investing in exclusive leads, you can gain access to leads that no one else is also calling.

The good news is that, with the increasing popularity of Zoom calls, remote work, and online buying experiences, consumers are more comfortable than ever doing business with people who aren’t in their local area. So you can reach out with confidence to prospects in all of the states you’re licensed to do business in.

Close More Business in the Post-COVID Remote World

Producers have an unprecedented opportunity to get in front of more prospects than ever with virtual meetings. Not only are you less limited by geography because you can have face-to-face conversations anywhere on the globe, but you’ll also find that prospects who would have said no to an in-person appointment just a few years ago are more likely to agree to a video chat. Make the most of this promising new trend by following the tips above.

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