Hobbies: A Powerful Tool for Insurance Sales - Personal Development Series
Do you want more insurance clients who trust you, are fun to work with, and gladly refer friends to you? A tool may already be in your hands—your hobbies. Most of us who enter the insurance industry are “people persons.” We enjoy contact with others and like to provide services that are appreciated—services that improve the quality of life of our clients. And many of us, it seems, have hobbies that we are passionate about. Our hobbies put us in contact with others who share similar interests, creating an affinity which can lead to mutually beneficial business relationships. Here are some examples of how agents use their special knowledge and passion to improve their business and service: Classic Car Restoration Enthusiast An insurance agent likes to rebuild classic cars and is connected with a classic auto club. Restored cars are often associated with potential insurance issues. The book value of a 20-year old vehicle may be $1,000, but because the vehicle is restored, it can represent an investment and value of $20,000. An average agent may not have the necessary network or knowledge on how to handle such a risk. A specialized agent is different—he or she knows how to handle this issue using a “Valued Policy,” has the market for this policy, and may even be able to get a discount for all members of the car collectors club which the agent is part of. The same process applies to an agent who is interested in boats, motorcycles, off road vehicles, RV vehicles, aircraft, and other activities that use specialized vehicles or equipment. Nonprofit Organization Volunteer Another agent helps in building houses for a nonprofit organization. His volunteer work was fun and soon, he was on a committee that coordinated with contractors, suppliers, and vendors who assisted in the organization’s projects. While the agent did not volunteer to contact companies in the construction and building trades, his knowledge and personal construction experience eventually helped to improve his clientele. He volunteered because he cared—which, in turn, brought in new business opportunities. Ballroom Dancing Expert Another agent is a ballroom dancer who became an instructor over time. If one of his clients has a company party or social event, the agent provides a free and fun dance class at the event. He’d teach Rumba in less than 2 minutes or Fox Trot in 5 minutes. I think you get the idea. Your hobbies can be your gateway to more opportunities. Here are my three tips in using your hobbies to improve your insurance business: Tip 1: Keep it real! People quickly spot a “poser” who fakes interest in a group just to obtain names and contact information. Don’t waste time and energy being a phony. Tip 2: Be a contributor! Almost every volunteer group is in dire need of people with leadership abilities—those who are able to make and execute plans, conduct a meeting, build a website, write a blog, promote group activities, etc. Be a valuable contributor and demonstrate your abilities. Tip 3: Don’t be a pest! There are good ways to let people know that you can help with their insurance needs. Consider these examples:
- Write an article for the newsletter or the website about special insurance needs related to the particular hobby.
- Become an expert in your area of interest and know your resources. These can be listed in blogs, websites, etc. Having a basic knowledge about social media is pretty much a given these days.
- Ask questions. No one likes to be around a know-it-all. Raise important questions and ask how they handle certain situations. This will help you to learn from different perspectives and opinions.