Meeting with marketers is a fact of life for agents and advisors. If you aren’t keeping in touch with the people who create the products you offer your clients, how can you be sure you’re providing those clients with the best service?
Marketers, though, are like any other profession: some are great at it, others are less so. So how do you know if you’ve got a good one? Here are a few things to look for.
They Call You
This may seem like a no-brainer, but this doesn’t necessarily mean that your marketer’s calling on you once a month just to go through the motions. They should be talking with you in an effort to get a feel for your business and figure out how they can best help you. No two insurance practices are exactly the same, and the better they understand your client base and how you do business, the better they can help you when it comes time to write a policy.
This is an instance of quality versus quantity; there are plenty of marketers who call on their advisors all the time without providing much in the way of actual value, and just act as “order takers” when the business comes in. If yours is taking the time to figure out what information you need in order to better assist your clients, that’s a good sign.
You Can Call Them
Naturally, the situation is often reversed. You’re facing a troublesome case and you need some help to figure out what to offer. How easy is it to get in touch with the person charged with helping you grow your business?
If you find yourself leaving a lot of voicemails and getting referred to an internal all the time, you may not be getting the attention you deserve. It’s easy for a marketer who is several degrees removed from the actual sale to forget that you’re assisting your client with a major life decision, and not give it the attention it deserves.
If you really want to put your marketer to the test, wait until you have a complicated case that requires special attention to get issued, and see what their reaction is. If they work with you to smooth out the process, you’re dealing with a professional. If you’re getting radio silence, it might be time to shop around.
They Know Their Products
It’s very easy in the insurance business to get into a groove: find a product you like and use it for the majority of your cases. There’s nothing wrong with that, but occasionally you’ll run into a situation where your bread-and-butter product just doesn’t give the client what they need. Now it’s time to call your marketer.
Coming into the business almost straight out of school gives him a unique perspective on annuities and the benefits they can offer to clients, without some of the existing biases that tend to be prevalent in the industry. He aims to bring that perspective to as many as possible in order to help more people secure the income they need later in life.
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