As a sales and marketing representative for a software company that markets to independent insurance agencies, it’s easy for me to know who I should be visiting (insurance agents) and why that’s so important (build rapport with current customers and introduce my product to potential clients). I wanted to take a moment to talk about who you should visit, why you should do it, and to think about the importance of doing it. Let’s talk about visiting in general and how it relates to agency sales and marketing.

This is a great way to show someone you really care. It means more than a phone call and it definitely means more than an email. Building relationships is the ultimate goal here. Visiting your potential clients allows them to put a face with a name and with a particular company. They are more likely to remember you, the one they have met. It is a great way to make a lasting impression. Also, people like to feel important and taking the time out of your day to make them aware that they are a top priority is a great way to be on the top of their list. It also shows that you’re easily accessible if/when they need you. Visits don’t always feel like sales and marketing. It feels like a friendship.

So who are you visiting?

Obviously you can’t visit every client or prospect. Who you visit is up to you. You may choose to build a strong rapport with larger commercial accounts or life insurance customers. While it is important that you visit your current customers and prospects, I also encourage you to focus on other centers of influence such as car dealerships, real estate offices, and mortgage brokers. Stop by and introduce yourself, drop off some business cards and brochures, and maybe consider some goodies. Remember, these places of business talk with your potential client before you do and they just might recommend your agency if they know you well enough.

So why do you not visit as often as you should? And what are you going to do about it?

I think the reason agents aren’t visiting as often as they should has to do with a combination of a few things.

1. Calls are so much more convenient. Visits take a lot more effort and time out of your day. But again, this is what is going to set you apart from the others. You won’t regret taking the time.
2. Visits aren’t easy and can be discouraging and intimidating. Just always remember, during a sales visit your prospect probably doesn’t see a person, they see a product. So don’t take hatefulness or rejection too personally.
3. Getting wrapped up in the day to day operations of the agency can be a distraction. It’s important to set a schedule for when you are going to complete your visits. Make it a priority.

Visiting goes above the “norm” people are used to. So be above the norm.

As an Independent Insurance Agent, I am almost positive you have heard the term “Trade Show” or “Convention”. This is referring to a large gathering of Insurance Companies, Agency Management Systems, Brokers, and Independent Insurance Agents all looking to gain more knowledge and even new business. I am writing this blog to talk about why I love trade shows: specifically, trade shows geared toward Insurance. I work for Jenesis Software, an Agency Management System developed for Independent Insurance Agencies. When I attend a trade show, I’m usually a vendor hoping to catch the eye of an independent insurance agent looking for a new agency management system. That is not always my main goal and there are several reasons why I love trade shows.

There is so much energy surrounding an insurance convention.

It is rejuvenating and motivating. Don’t get me wrong – preparing is tough, the traveling is exhausting, and not sleeping in my own bed isn’t something I look forward to. But, the trade show itself is exhilarating and makes it all worth it. There are so many new faces, friendships to make, relationships to build, old friends to reconnect with, new ideas to soak up, and let’s not forget about the yummy food and adult beverages that are almost always present during a trade show.

Meeting competitors is one of my favorite things about trade shows. I find it to be a great opportunity to learn and get to know people in the industry. Hearing and learning different approaches in a fun atmosphere is the best! There’s no better way to enhance your knowledge than interaction with others. Developing these networks will help you personally and your business.

No matter what your position is when attending a trade show, there is always potential for new business and growth. I not only enjoy interacting with prospects, but look forward to seeing current customers of Jenesis as well. It is nice to put a face with a name. This also becomes a great opportunity to gain feedback about your product. We all know how important retention is in addition to gaining new customers, and building that rapport face to face with a current customer is critical.

As mentioned at the beginning of this blog, whether you are a vendor looking to make a sale or an independent insurance agent just shopping around, I believe we can all benefit from attending trade shows. I hope this will give you a little motivation to attend one. Maybe I’ll see you there!