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Agents Rev Up Engines To Become Sales Machines

Bad habits and a hardening insurance market can conspire against independent agents to make selling difficult, but sales counselors say they feel that good customer relationships and aggressive marketing is the answer to improve business.

“While independent agents have a history of good salesmanship, they are bad at marketing,” according to Michael Jans, president of Vancouver, Wash.-based Insurance Profit Systems, Inc.

“What did work doesnt anymore,” he added. “Agents who continue with bad habits of the past will not survive. Cold-call prospecting and waiting for the phone to ring no longer works. Agents need to be aggressive. They need to drive prospects to them and learn to spend their time with hot prospects.”

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