Become a Super Connector

Building a successful insurance business is a game of connections. To get clients, you have to have prospects. One way to get started is to make a list of everyone you know. Then, from that list, make a second list of everyone that the people on the first list may know. This list of friends and acquaintances are considered “warm” leads and are easier to approach. A long prospect list is a good start, but just knowing someone doesn’t guarantee you’ll connect on a business level. 

In a video on Inc.com, Scott Gerber, the founder of the Young Entrepreneur Council, offered some tips on how to be a “super connector” when talking to new prospects. Insurance can be a highly personal and emotional issue.  Calls are tough in part because the prospect knows they need insurance but may not want to face the reason why. Life, disability, long-term care and medical insurance are often connected with a difficult part of life. Becoming a “super connector” can help put prospects at ease and let them know you are interested in them, their families and quality of life. In his video, Gerber shared three techniques that can help you connect on another level.

1. The Golden Rule with a twist. “Do unto others, as you would have others do unto you,” is a proven sales tool. Scott’s first tip takes a slight twist. He encourages sales people to “Do things for others before yourself.” In other words, don’t make turning a prospect into a buyer your first priority. Find out how you can help the other person first. What are their needs? Can you assist them in some aspect of their life or business apart from your product or service? The objective is not to make them obligated to do you a favor, but to genuinely listen and offer assistance if you can. Once you show a prospect you are interested in their business or personal needs, they may be open to hearing about your product.
    
2. Access is everything. Sure, it’s easy to access hundreds of insurance agents or even purchase products online. The value of an agent is access to the right connections. Part of being a super connector is to have a wide network of connections that can help your prospects. Or, you can become a sole source of products or services so people will want to be connected to you. Insurance brokers have access to a variety of providers and plans and can take the confusion out of making the right choice. Working with an agent with access cuts down the learning curve or search to find someone who has the products or services your clients need. It also makes you an expert source for valuable information and assistance.
    
3. Build a super-connection system. Gerber suggests, “…meet, connect and repeat.” Spend the first part of a meeting listening to figure out the prospect’s needs and match them with the right product. If you aren’t the right match, who else do you know who could help the prospect? So, meet, connect the prospect with others who can help, and then repeat the process. This system will help grow your business.

If you put your own interests aside at the beginning of a meeting and consider the needs of others, like Karma, good things come back to you. Sending a prospect to a competitor who can better meet his needs may sound like bad business, but it creates a connection that will come back to you in good will, future business and referrals for your products.  

Photo source: Freedigitalphotos.net