Remote Sales Tips for Insurance Agents

Remote sales may or may not be the way of the future, but the COVID-19 pandemic certainly changed the way Americans work and live.

Read on to discover our top remote sales techniques for insurance agents and working from home tips!

How COVID Changed the Way Americans Work

Before the COVID-19 pandemic, most of the American workforce didn’t work from home too often, if at all. During the pandemic, many companies went fully remote. Although World Health Organization (WHO) declared an end to the global health emergency on May 5, 2023, some are still working on a remote-hybrid work model.

Consider how the pandemic altered the professional landscape:

• One in five employees are working remotely
• That number is forecasted to increase
• 98% of workers want to work remotely at least sometimes
• 16% of companies are fully remote without a physical office

Companies around the country are recognizing the benefits of remote work, and it isn’t going anywhere soon. Here are some remote work best practices for meeting with clients and selling insurance from home.

Tip 1: Create a Dedicated Workspace

Having a private space where you can work uninterrupted is important for focus and productivity. Make sure it’s a place where you can set up shop and have access to everything you need: computer, monitor, mouse, keyboard, notebook, papers, pens, and any other important items that need to be within arm’s reach.

Don’t forget to make sure that you’re close to an outlet so you can charge your devices, too.

You can switch your workspace from one room to another if that helps you stay motivated throughout the day. The keys to focus on are access to materials and ability to concentrate. Stick to those tenants, and you’ll see a boost in your home office productivity.

We asked our ASG Podcast host and licensed insurance agent, Sarah, for some home office setup ideas. Here’s what she had to say.

“My desk station isn’t a permanent fixture. Your set up doesn’t need to be fancy. Mine is a place that lets me focus and has enough room for my things. Over time, I’ve come to associate it with getting work done. I’ve drawn a bit of a boundary between my work and home just by creating an exclusive space.” — Sarah J. Rueppel, ASG Podcast Producer and Host

Tip 2: Keep to a Remote Work Routine

It’s not likely you’ll keep to the same schedule you have — or used to have — in the office. Your commute is gone, but now, you’re running your kids to the bus stop. Your morning coffee routine is quicker because the pot is a few steps away rather than down the hall.

Many of your responsibilities are likely the same as working in the office; they’re just being carried out in new ways at home. When thinking about your workdays from home, consider what looks different (e.g., the coffee pot spot), what’s stayed the same (e.g., you need to contact clients), and make a routine around it. Organization is important no matter where you do your job.

“One thing I’ve found extremely helpful while working from home is to make tomorrow’s to-do list at the end of my day. It’s a great way to cap off a day’s work, especially if it’s been busy or mentally draining. And then you’ll come back to it fresh the next morning with a list of what you need to accomplish.” — Sarah J. Rueppel, ASG Podcast Producer and Host

Since the brain responds to color, consider color coding your calendar or planner. Break down calendar events into categories and assign each one a color; however, don’t go overboard. Your brain can handle between five and eight colors.

Work your clients’ schedules into yours, too. Keep track of when they’re available and how they like to be contacted. One way to do this is by utilizing note-keeping functions within your client relationship management (CRM) software, like MedicareCENTER.

Tip 3: Set Focus Times to Minimize Remote Work Distractions

With familiar comforts nearby, staying focused while working from home and time management for remote workers can be a challenge. It’s amazing, though, what you can accomplish in a short amount of dedicated time. Adopt the Pomodoro^® Technique (also known as the tomato timer) to crank out those productive sessions.

Here’s how it works: Segment your tasks into 25-minute bursts, separated by a five-minute break in between. That creates one pomodoro. Give each period an assignment (e.g., respond to emails). If you’re in the zone at break time, feel free to skip it and keep up the focused work. Then, take a longer break when you’re ready to be done.

Once you’ve done four pomodoros in a row, take a 15- to 30-minute break. During pomodoros, mute notifications and put your phone on silent. You can even put it across the room if need be!

Ready to be more productive with a cute tomato cheering you on? Head over to tomatotimers.com to track your pomodoros. When selecting which tasks to do, don’t forget to consider when your energy level is at its highest.

“If you’re not the best at deciding which task should be performed when, I personally believe in slaying the dragon first thing. I do the hardest thing on my plate first, the task that’s going to take up the most energy. For me, that’s because I’m a morning person. If you’re the opposite, you might find yourself at your most efficient halfway through your second cup of coffee.” — Sarah J. Rueppel, ASG Podcast Producer and Host

Tip 4: Get Remote Work Technology and Know How to Use It

Working from home means utilizing remote work tools for insurance agents like Zoom, Google Meet, and Microsoft Teams. Learning the ins and outs of these tools will go a long way toward helping your clients do the same during remote presentations. The more comfortable you feel using these tools, the more confident you’ll come across during appointments.

Integrity’s consumer-facing enrollment platform, PlanEnroll, can add a level of professionalism to your presentation as well as provide visuals and streamline the enrollment process.

Before your appointment, take advantage of these handy features of the Client Sync function:

• Gather consumer information (personal and health information, doctors, pharmacies, etc.)
• Obtain permission to contact
• Get a signed Scope of Appointment

During your meeting, you can pull up plan options on PlanEnroll, share your screen, and walk clients through your sales presentation using its useful filter and comparison features. Then, when it’s time to enroll, have your client share their screen and verbally guide them through the application.

Note: Remember, you can’t enroll a client on PlanEnroll on their behalf. They need to be the one submitting the enrollment!

PlanEnroll works in tandem with MedicareCENTER, and any enrollments submitted through your PlanEnroll site will populate in your client files on this intuitive CRM. Integrity’s Technology Suite of Solutions is completely free to use. All you have to do to gain access is become a registered Ritter agent (which is also free)!

Tip 5: Bring Your Personality to Your Video Presentation

Remote meetings change some important aspects of your presentation process like arriving at a location and chatting while getting set up. If those were usually the moments used for small talk and icebreakers, what do you do?

Make room for those moments in a video meeting, too. Don’t get so focused on presenting that you’re not paying attention to your client and interacting with them. Remember, fact-finding through conversation is still how you’re going to learn about your client’s needs.

Think about your client’s communication style. You likely know which clients love to tell and hear stories and which are all business and don’t like small talk. Consider their tendencies ahead of time and tailor accordingly like telling stories of your own. If it’s a completely new prospect, you’ll likely be able to gauge something about their communication style pretty quickly.

Visual cues are important, so turn that camera on. Without visuals, there’s a lot of meaning that can be misinterpreted during meetings.

Follow these tips to make sure your personality shines:

• Keep your usual tidbits of conversation
• Ask open-ended questions
• Acknowledge what they’re saying as they talk (e.g., nodding along)
• Be a little more animated than normal
• Pay attention to what your face is doing
• Make eye contact with the camera
• Smile and maintain your friendly demeanor

It might feel strange to emote toward a camera rather than another person, but the more you practice and keep with it, the more natural it will become to transmit your personality through the screen.

“Connect with your clients by telling personal stories, adding anecdotes, throwing in a random song lyric or movie quote if that’s your thing — whatever you would do in person. Really listen to what they’re saying, keep asking questions, and remember to take notes! You’ll be able to use that information in follow-ups and meetings in the future.” — Sarah J. Rueppel, ASG Podcast Producer and Host

Go Forth and Sell…Remotely!

Before you dive into virtual sales for insurance agents, try rehearsing a demo appointment with a family member or friend. Play around with the software and practice switching between screens and tabs. It’s a little different than using a tablet or handouts during a sit-down meeting with a client, so practicing can be very beneficial.

Then, it’s time to schedule that remote insurance sales appointment. By offering both in-person and virtual meetings, you’ll be able to reach more leads in a wider geographical area. Think of all the opportunities offering both kinds of appointments could hold!

Ritter Insurance Marketing supports our agents virtually and in person, too, and offers our employees a hybrid work environment. Whether it’s over the phone with your sales specialist or visiting one of our annual Medicare Summits, we’re here to help you be a better insurance agent. All our services, support, and resources are available to registered Ritter agents at no cost.