I just read an article on a new insurance company called hippo. They are another company heavily invested in by tech-savvy venture capitalists who are going to change the way insurance is done. In Hippo’s case, they are focusing on home insurance. The article is a short read, and worthwhile so you can be aware of what’s coming down the pipeline (because there will be others).
In short, Hippo will focus on customer experience by revolutionizing home insurance: they will get rid of “expensive commissioned agents” to lower prices, provide more transparency, and update forms to be more clear.
Direct sales make agents leery. Direct sales combined with relevant technology can make agents nervous. Should they be?
As I’ve covered in past articles, I’ve spent a lot of time cold-calling, which means I’ve spent lots and lots of time on the phone. When I first started, I spoke very fast, wasn’t confident, and just wanted to give my pitch, then get off the phone. Throughout my various jobs, I picked up 4 skills that led to me having phone calls where the prospects would literally tell me:
“When I call back, I want to speak to you. You’re very pleasant, and I like talking to you.”
Keep in mind, I’m not a real talker. When I go to the party, I’m the guy that likes to find a group I’m already comfortable with, and spend time with them. By implementing these skills, I’m confident that anyone can improve how they come across on the phone. I have these written down near my phone, as a nice reminder every single time I get ready to speak with someone.
Without further adieu...
When I speak to insurance agents about prospecting, creating relationships, and so forth, many of them are self-proclaimed “old-school” agents. They do networking through BNI groups, chambers of commerce, Rotary clubs, in-office visits, and the like. Those are great ideas for networking, and I tell those agents that they should continue those activities in conjunction with a strong online presence.
Most of them simply admit that they don’t really know how to create an online presence, much less use social media effectively. Some feel overwhelmed, and downright afraid. We all know what that’s like:
IHT is a multi-state insurance agency with dozens of branches across the eastern and central United States.