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Advice for agents from founder, Marcus Greene

Newly minted agents typically think offering a lot of insurance products to the public is a great value proposition. They think Amazon. We know everything is big in America.  We use superlatives like “Super”, “World champions”,  “Big Mac”.

The financial services industry has long product tentacles. It is impossible to have a handle on all the products. Here is a great example of how to be granular.  Let’s say you own a gold mine and just struck gold. As the haul gets low over time you need to make some decisions. Do you make the investment and dig deeper or seek out new land to dig a new mine. The odds are in favor of digging deeper and finding more gold vs. starting another mine and striking it rich again.

There is power in deepening your product knowledge. Selecting an insurance line of business and becoming that go-to agent in a particular area builds confidence for the agent and the client senses it as well. You also become familiar with how insurance carriers do business and it becomes easier to solve clients’ problems. Moreover, there is also what I call the power of “ saying no”.  New agents should not be afraid to tell a prospective client they do not specialize in a particular area of insurance but instead, state your value proposition/target market and let the client know you have a valued partner in that line of business that you can refer them to.  

Our Medicare clients expect their insurance to work but they really want to know how it will work when they need it. Being able to walk them through how their insurance works with a knee replacement, for example from that first visit with the Orthopedic surgeon to inpatient hospitalization, and finally, rehab will make them confident they made the right choice in an insurance agent or product.

Talk to our experienced Medicare agents if you have any questions. Contact us now, call us at +1 (216) 236-1466 or Text a live agent at +1 (330) 443 1071. We are here to support you with all your concerns.