Do Your Insurance Clients Understand What You Are Saying?
“If you can’t explain it to a six-year-old, you don’t understand it yourself.” –Albert Einstein.
Insurance is full of policy terms that not everyone is going to understand without explanation. A great insurance agent is one who can simplify information in a way that clients can comprehend without. Here are a few ways to talk to clients so they can easily understand the policies you offer.
Cut the Jargon
The longer you’ve been with insurance, the more likely you are to use common lingo such a “deductible” and “retention”. That’s not a bad thing, but not all clients may be familiar with these terms. They could be new to having their own insurance plan or English may not be their first language. Try defining the word for the person the first time you use it and break down the meaning.
Make it Real and Relatable
To help clarify insurance concepts, use examples. You could be faced with a client who doesn’t have much patience and doesn’t want to sit through a detailed presentation. A client like that often tends to be searching for the lowest deductible. It is your job to make sure they understand what their risks may be and the benefits of different policies. Use examples to describe real scenarios instead of listing only “what ifs.” Be straightforward and tell it like it is. Getting through to a client could save them a lot of money and aggravation in the long run. When it comes time to file a claim, they will appreciate your effort.
Being able to simplify complex information for your clients will help you become a more effective insurance agent, which is a benefit for your clients and your business. Be sure to stay current on policy and regulatory changes. The more you understand and the better you can break it down, the more your clients will understand and trust you.