5 Essential Questions to Prepare for Client Meetings as an Insurance POSP Agent

What Are the Key Ideas I Want the Client to Remember?

Think about the most important points you want to share i. e. major advantages of a policy, prime coverage aspects, cost, or renewal conditions. You know, the first few things that you say to a client they usually remember, so just be as clear and simple as possible. When you sum up the details, the client gets the important points without being bombarded with the information.

Example: I want the client to understand how this policy protects them and their families and fits within their budget.

Can I Use Visuals or Stories to Make My Points Clear?

Pictures and visuals really help because most clients may not know much about insurance terminology. A simple chart or slide can really help the customers when trying to understand complicated information. Also, anonymously, telling the client about other clients' experiences helps the client feel more in touch with the service. For example, talking about a past client who benefited from a similar policy could show how valuable your services are.

Example: I’ll show a quick chart to explain coverage options and share a story about a client with similar needs.

Do I Know Enough About My Client’s Needs?

A few minutes before the meeting, try to do a little bit of research on the client's business or whatever personal situation they may have. That's professional and gives you something to start off the conversation about things that apply. When you have a little background on the client you can really recommend the best solutions for them and it just shows that you care about the individual client.

Example: I know my client runs a small business, so I’ll focus on affordable plans that provide business protection.

What Questions Should I Ask the Client?

Prepare a few thoughtful questions to better understand what the client is looking for and what they need. This is also a great way to involve the client in the conversation and show that you’re interested in finding the best solution for them. The better questions you ask, the more you realize what they need specifically, and the easier it is to sell them the appropriate plan.

Example: What are the things that you would be most worried about regarding your future, and what kind of coverage do you think you would need the most?

How Can I Show Genuine Interest in the Client’s Goals?

Besides being ready, take a real interest in the client's goals. Clients want to feel that their goals and priorities matter to you, not just their insurance needs. Pause and question them on their long-term goals, expanding their business, providing for their family's future, or saving their assets. In this way, you can see why they do what they do and give them advice that will impact the things that are important to them.

Example: What are your long-term goals, and how can we structure a plan that aligns with them?

Quick Recap

• Decide on key points to share for clear communication.
• Use visuals and client stories to explain complex details.
• Understand your client’s background for relevant suggestions.
• Prepare thoughtful questions to engage and learn about client needs.
• Show genuine interest in the client’s broader goals to tailor your advice.

With these simple steps, you’re ready to approach any client meeting with confidence and ease!

Wrapping It Up

So, always learning and adapting to what your customers need is the key to success. The insurance field is tough, but it can be very rewarding. By following these tips, you can get the right mindset to become a successful insurance pos or advisor.