Tague Alliance - Stay Educated and Connected

The blog post below by Penny Hagerman is a great reminder that insurance agents need to get out of their office and start networking with other professionals. In addition, it is critically important that the agent become educated and knowledgeable on the coverage and products they are selling. Get out and make it happen. Tony

The Importance of Staying “Edumacated”

by Penny Hagerman

Last week, one of the agents on our network called to speak with me directly after reading this blog. He wanted to contribute his views on a previous post “in person,” rather than leaving a comment.

During that conversation, which ended up lasting nearly an hour (and I loved every minute of it!), we ended up talking about the challenges of being an agent, from persistency, to the cost of underwriting, to finding ways to stay in touch with clients.

But one thing this agent asked resonated especially loudly with me: Why aren’t agents getting out away from their desks, taking seminars and conferences, becoming experts on their products, and networking with other professionals?

And he’s right. There’s a definite perception in the industry that if you’re not sitting at your desk working leads, making calls and following up with clients, you’re not making money.

In fact, a recent article published online at American Agent & Broker indicates that “…agents aren’t particularly keen on lunches and conferences for new product information. Just 4 in 10 say they learn about new insurance products at lunches or speaker events, while less than that say they go to conferences to gain this knowledge.”

I’d like to pose another question I think has equal merit: How much more time could you save and money could you make if you started:

• learning everything there is to know about the products you’re selling (as well as new ones being introduced)
• networking with other agents to gain their perspectives, ideas and opinions (and possibly find some you’d consider partnering with)
• talking and role-playing with others to learn techniques for educating, selling and forming long-term relationships
• Staying up-to-date on the laws and regulations that govern insurance in your state
• Visiting with customers “in person” (as I did with this agent) to let them know you’re there if they need anything and are always willing to help (this can be accomplished in person, by email from a PDA or by phone while you’re on your way to another appointment or out grabbing lunch)

We all know the power of referrals. They cost you nothing and can result in some pretty substantial income. By staying educated, possibly trading business with other agents whose products compliment yours, and using your knowledge to educate clients and promote yourself and your agency, you’re likely to, in turn, increase your referral volume.

Staying educated can also help you gain confidence in yourself and what you do, enabling you to more effectively convey value to new leads and clients.

Do you sit at your desk day after day, working leads but neglecting opportunities to grow your business in other ways? If so, I’d like to encourage you to make a change today. You never know what you’re missing until you try.

P.S.—Please pardon the title. I couldn’t resist!