Build Better Relationships

One of my all time favorite lines from a TV show comes out of an episode of Seinfeld. One of the main characters, George, constantly has relationship problems. Actually, all of the characters on the show have issues, but in this one instance George's girlfriend is breaking up with him. Needless to say he was expecting it, but she tries to give him the "it's not you, it's me" routine. Most would accept that and move on but George just can't leave well enough alone and begins to argue that if it's anyone, it's him.

As a salesperson, relationships will come and go. There will be some you nurture and watch blossom and then there will be some that no amount of miracle grow will help. But if you find yourself on the bad end of a breakup (career wise) more often than not, maybe you should take a good look at yourself. Maybe it's you!

Successful salespeople excel at building relationships.  Like in most relationships you will prosper if you're a giver rather than a taker. In this case giving refers to value. 

Are you having trouble sealing the deal with a prospect? What value have you given? Not promised. It's easy to advise the customer of what you can do once they sign, but you increase your chances at being more believable if you give some of your value for free. 

For example, as an insurance agent you have a chance to educate insured's. I've had many customers tell me that I've told them things that no other agent has. When you take the time in your pre-sale process to educate you build trust and rapport. Both are two of the key qualities needed for a successful relationship.

Another area of value that you can give for free may come in the form of networking.  You might not be able to help the customer at this time but you might know someone who can.  Why not explain to the client that you don't have the expertise or the market that will benefit them most, however you have a colleague or an associate that can help them? 

If you've been having a tough time transitioning your prospects to buyers, just remember, be a giver first!  By doing small things like helping a client network, or gain some education, you will invoke the principles of Liking and Reciprocity.  Both of these Principles of Influence will increase your bottom line and increase your ability to build stronger and longer lasting relationships with your customers.   

Silver Lining to "The Cloud"

Whether you're a new scratch agency or a veteran office with multiple carriers, one issue both face is the cost of infrastructure. Have you ever priced an agency management system? They're not cheap. Not to mention the maintenance fees and training needed.

Let me take a moment to say that I'm not anti-management system, on the contrary. They're indispensable. But, considering the fees associated I am saying that there might be an easier more affordable way for agencies that are struggling with upfront investment revenue.

I'm talking about cloud computing. Ok, stop; take a breath and relax. This isn't going to be too hard for you to understand.  It's actually quite simple.

Imagine a folder that you can put on the desktop of all the computers in your office, as well as all of your mobile phones.  Everything you put in this folder can be accessed at any of those workstations, regardless of which one originally stored it.  

So for example, if agent A creates a file or contact note for prospect Smith, it can be accessed by all other agents in the office on their device as long as it was stored in the folder connected to "the cloud." Effectively it sets up a cheap and easy network between all of your computers, tablets and smart phones.

So where is this "cloud?"  As I mentioned above there is a cost benefit associated with cloud computing in regards to infrastructure.  The short non-technical way of putting it is that instead of having to buy large computer servers or memory banks and storing them in-house, there are companies out there that will do this for you.  In essence, your files are stored securely on their servers and able to be accessed from anywhere you have internet. 

One other benefit of storing information this way is that if your computer crashes you won't lose or have to replace valuable files.  Simply log on through another work station or mobile phone and you will be able to continue business as if nothing had happened.

Even if you already have access to an agency management system I recommend taking a serious look at the benefits of cloud networking all of your devices.  If nothing else it would be a great way to take pictures of a risk and store them for any other agents or CSR's to pull up back at the office.

For further explanation by a true computer professional follow this link:

Introduction To Cloud Computing

Also check out Dropbox.com or do a Google search for other websites that provide cloud storage.