10 Ways to Perfect Your Insurance Agent Elevator Pitch

You only have a limited amount of time to grab someone’s attention when you’re marketing them your insurance services. In fact, the Neilson Normal Group has reported that, on average, you only have 10 seconds to do so before you’ve lost them.  With so much of success as an independent insurance agent revolving around attracting new customers, capturing their attention as quickly and effectively as possible is key. Below are 10 ways that you can perfect your insurance agent elevator pitch. Develop Knowledge If you want to set yourself apart from the competition, you must be very knowledgeable about the products and services you sell. While you can certainly create an elevator pitch off basic top-line talking points, you won’t be able to get to the root of what matters to people unless you’re fully familiarized with all the details.  It’s important to dig at least a little deeper than the surface when you’re making your elevator pitch, especially since so many insurance policies — and so many insurance agents — are similar. 

Know Who You’re Pitching To

While your elevator pitch will have the same basic substance no matter who you’re pitching to, understanding your particular audience will help you craft the message specifically to them. How you pitch to a young newly-married couple with no children should be much different than how you pitch to a retired couple with adult children. 

Highlight Key Points

An elevator pitch should be a relatively quick spiel you give to draw people in to learn more. It shouldn’t be a full-fledged presentation on every product and service you offer.  To that end, it’s important to highlight key points. This should include why what you offer is different and/or unique, how it can benefit the customer, why they should choose your company and what they can do if they want to learn more. 

Decide on a CTA

Every elevator pitch needs a CTA, or a call to action. It’s not simply an information session, though you’ll certainly be educating the people with whom you speak. The action you could ask them to take would be to receive a quote, schedule an appointment for more information or more. 

Craft Your Pitch

Once you have all the above information laid out, you can sit down and craft your insurance agent elevator pitch. You want to write all those ideas down into a succinct message that you’re confident you can deliver in a strong, passionate and friendly manner.  When you’re writing your pitch, your goal should be for it to last about 30 seconds. It can be a little longer or shorter than that, but 30 seconds is the ideal time. 

Take Your Time

That 30 seconds will go by quickly, and you likely have a lot of information to fit in. But, make sure to take your time when you’re delivering your pitch so that people can understand you. Speak in a slow, calm and clear voice so you don’t have to repeat yourself.   If you feel as though you’re rushing to get through your pitch, it may be too long. 

Be Confident and Conversational

It’s important to come across as confident and conversational when you’re delivering your insurance agent elevator pitch. You want to sound like you know what you’re talking about but aren’t a know-it-all.  At the same time, you want to be able to connect with your potential customers and engender trust within them. This will open up the possibility for further conversation beyond your pitch, which can lead to a conversion. 

Smile

Even though you may have a million things running through your head, it’s important to make solid eye contact and smile at the people you’re talking to. If you’re giving your pitch over the phone, still try to smile. You’ll be surprised that the tone of your voice will actually match up with the smile on your face, and you’ll sound friendly and genuine to those on the other end of the line. 

Practice Your Pitch

Practice makes perfect, as with anything in life. So, once you’re confident that the content of your pitch is down and your approach is right, practice it over and over again. You can do this in front of a mirror, or on a phone pretending to make a call.  It’s also a good idea to deliver your pitch to other agents in your office, family, friends, colleagues and others. Doing so will allow you to test out your pitch on real people and get feedback that could be quite valuable. 

Test and Refine Your Pitch

Now, it’s time to start actually delivering your pitch. Keep in mind that at no time will you be truly unsuccessful in your pitch if you listen to the feedback that people are giving you.  Are they telling you something about the products and services you’re pitching? Are they responding poorly to the time of day you’re reaching out or the mode through which you’re reaching out? Is there something about the way you’re pitching your message?  Pay attention to all of this, as rejections can be just as valuable as conversions sometimes. Then, tweak your insurance agent elevator pitch based on this feedback, and improve your outcomes.

Discover the Good Life

At Good Life Insurance Associates, our experienced insurance sales associates are here to provide support and training for both new and experienced agents. To learn more about us, remember to explore our business support services. Or, to speak with a member of our team about your journey to becoming an independent agent, contact us today!
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