21st Century Communication For Insurance Agents

The insurance industry has changed, consumers have changed, the competition has changed, communication has changed...BUT MOST INSURANCE AGENTS HAVE NOT! With mass marketing and over $1 BILLION dollars spent on advertising last year alone by a few of the biggest players in the insurance industry, there's not a day that goes by that your clients and prospects aren't bombarded with messages from your competitors. Unfortunately, most of those messages focus on "cheap insurance," "saving money" or depict the agent as "outdated and useless." Consumers are being taught that the only difference between insurance providers is PRICE and the entire industry is being commoditized by direct writers trying to push the retail agency force into extinction! Retail agents want to know how they can compete with the giants of advertising and mass marketing to keep their clients and grow their agencies. The unfortunate answer is that you simply can NOT compete in the price wars and mass marketing being done by the big industry advertisers. IF YOU TRY, YOU WILL LOSE! However, you CAN beat them by communicating with your clients and prospects in ways that the big companies cannot. You CAN use the new rules of communication and new methods to reach your clients and prospects that will set you apart as THE go-to insurance advisor in your area. Agents need to break away from the price wars and commoditization and start creating experiences and relationships with their clients that are impossible to replace. You're in a fight for your agency's life. Whether you realize it or not, change in the insurance industry is going to continue at a rapid pace over the coming years. The big discounters will continue to increase their advertising and banks and other large corporations will join in to try and make the retail agent as irrelevant as possible. Consumers will rely more on the internet and social media for their research and communication with insurance companies and agents. Only the strongest agents who find new ways to communicate their value and set themselves apart will survive. You can do more than just survive, you can thrive in the coming years by becoming a 21st Century agent and using 21st Century Communication tools with your clients and prospects. You can be known in your community as an insurance expert and a trusted advisor that people seek out and want to do business with. You can learn: 1. The 3 jobs of a 21st Century agent that are vital to your success 2. Strategic ways to bring new sales to your door without having to chase them 3. How to keep clients married to your agency for life 4. How to create top of mind awareness with clients and prospects 5. The seven questions that every prospect wants to know before choosing an agent 6. How to overcome price as an objection to doing business with you 7. The 6 new rules of communication and how to use them with clients and prospects 8. 7 tools of 21st Century Communication 9. The best way to use social media with clients and prospects 10. How to set up online and social media tools and manage them in a few minutes 11. How to make old-school communication techniques new and relevant again 12. The secret to getting clients to consistently refer prospects to your agency 13. How to attract client cross-sales instead of constantly having to chase them 14. The importance of touching your clients 24 times per year and how to do it 15. The importance of a communication calendar and the formula that makes it easy 16. How to create "social influence" 17. Two easy formulas for writing communication pieces that clients want to read 18. The two most important things to concentrate your time, effort and energy on No one is going to make you grow, make you improve or make you keep up with the consumers and the insurance industry. But if you don't, it's just a matter of time before you get left behind.

Highlights the most important topics, issues, questions, and debates affecting the field of communication in the 21st Century.

Do you hate shopping for insurance? Try selling it!Although insurance companies have some of the most entertaining commercials on television, most people still dread shopping for insurance more than just about any other product or service. The experience people have often leaves them confused as to what they are really paying for.As an insurance agency owner since 2001, I have learned it doesn't have to be that way.This book will explain how people can have a better experience when buying insurance if:* They feel that their needs are the focus of the agent.* They feel confident the insurance coverage will help them when it's needed.* The customer relationship is maintained by the agent through effective communication.This book will also explain how insurance agents can:* Create a learning environment when meeting with a client.* Foster the perception of an insurance expert.* Build an agency team of teachers.* Continue to educate and coach clients beyond the initial purchase.The best salespeople are good teachers. Buying insurance requires trust that the policy you buy is what you need. An insurance agent that can educate someone on their needs as well as their policy coverages will earn that trust. Maintaining that trust as life and needs change will allow for a long term client/ advisor relationship which is the ultimate goal.

This popular and engaging text on health communication is now revised and updated in a second edition that incorporates recent research and boasts new material on topics such as crisis communication, social disparities in health, and systemic reform. Fully revised second edition of this popular and authoritative text Includes fresh material on topics such as crisis communication, health care reform, global health issues, and political issues in health communication New case studies, examples, and updated glossary keep the work relevant and student-friendly Provides effective strategies for healthcare organizations and individuals in communicating with patients Updated and enhanced online resources, including PowerPoint slides, test bank, and instructors manual, available upon publication at www.wiley.com/go/wright

This book Business Communication: Essential Strategies for Twenty-first Century Managers brings together application-based knowledge and necessary workforce competencies in the field of communication. The second edition utilizes well-researched content and application-based pedagogical tools to present to the readers a thorough analysis on how communication skills can become a strategic asset to build a successful managerial career. With the second edition, Teaching Resource Material in the form of a Companion Website is also being provided. This book must be read by students of MBA, practicing managers, executives, corporate trainers and professors. KEY FEATURES • Learning Objectives: They appear at the beginning of each chapter and enumerate the topics/concepts that the readers would gain an insight into after reading the chapter • Marginalia: These are spread across the body of each chapter to clarify and highlight the key points • Case Study 1: It sets the stage for the areas to be discussed in the concerned chapter • Case Study 2: It presents real-world scenarios and challenges to help students learn through the case analysis method • Tech World: It throws light on the latest advancements in communication technology and how real-time business houses are leveraging them to stay ahead of their competitors • Communication Snippet: It talks about real organizations/people at workplaces, their on-job communication challenges and their use of multiple communication channels to gain a competitive edge • Summary: It helps recapitulate the different topics discussed in the chapter • Review and Discussion Questions: These help readers assess their understanding of the different topics discussed in the chapter • Applying Ethics: These deal with situation-based ethical dilemmas faced by real managers in their professional lives • Simulation-based Exercise: It is a roleplay management game that helps readers simulate real managers or workplace situations, and thereby enables students to apply the theoretical concepts • Experiential Learning: It provides two caselets, each followed by an Individual Activity and a Team Activity, based on real-time business processes that help readers ‘feel’ or ‘experience’ the concepts and theories they learn in the concerned chapter to gain hands-on experience • References: These are given at the end of each chapter for the concepts and theories discussed in the chapter