2021 Insurance Sales: It’s About the Attitude of the Team
As a motivational sales speaker for insurance conferences, I know that as uncertain as 2020 may have been for the entire industry amid unprecedented changes, 2021 will test those in the insurance industry more than ever before.
Insurance industry expert Jean-François Gasc wrote an article on January 6, 2021 detailing the Top 10 most important trends in insurance sales for the coming year. If 2020 was the year of the pandemic, then we must consider 2021 the year of “trust.”
Every Team Must Buy-In
Gasc makes it clear that more than ever, trust is a non-negotiable element in the insurance industry.
“Consumers will not only expect their providers to give them good service and value for money, they’ll also require them to protect their personal information. What’s more, they’ll expect their providers to behave ethically in all facets of their businesses. Insurers that are perceived to have breached the trust of their customers risk substantial reputational damage.”
Building confidence and trust is a team effort and there must be a common mindset to protect the customer. As we have heard time and time again, selling insurance is a team effort. It is not just about someone closing a deal, but having everyone in the organization delivering world class customer service.
The foundation of the client-broker relationship must be a strong sense of ethics coupled with an understanding of the vulnerability of every valued customer. Personal information must be protected as the highest priority.
Does everyone at your agency have a vision of protecting the client?
Why is this mindset so important? Of all of the negative business news that confronted us in 2020, cyber fraud was at an all-time high. Cyber theft occurred in numerous agencies because employees let down their guards. It ranged from team members opening suspicious emails to using unauthorized websites while at work to openly sharing email addresses and sensitive data.
International cyber security expert Evez Hasson wrote (January 26, 2021):
“The pandemic has accelerated the shift towards a more digital world and triggered changes in online shopping behaviors that are likely to have lasting effects… This trend is predicted to grow in 2021. And with many businesses forced to change the way they conduct their sales; the risk of fraud is growing exponentially.”
If we combine the observations of the two experts, we can see two disturbing patterns: cyber crooks are constantly looking for ways to access sensitive files and customers need reassurance that your team is doing everything in its power to protect them.
Are You Determined to Advocate?
Insurance sales comes down to having the daily grit to place the security of the customer above all other considerations. It is a team mindset where everyone shares in that common vision. In 2021, the most successful agencies will have a positive team attitude on behalf of their clients.
Be a part of that mindset. Live that vision, and have the grit to aim for a level of ethics that will make you the industry leader.
Your client needs an advocate. Be that advocate.
To book Scott Burrows, insurance sales motivational speaker, contact him today through this website or his office at: (520) 548-1169