Talking by phone and the simple act of reaching out to clients and prospects during the time of COVID-19 is one of the most important things an agent can be doing during the pandemic, according to many within the industry.
I wanted to write this blog post to stress that fact after touching base with many agents over the last few months, as well as peers who echo my same experience, the companies we partner with, and our board members too.
“If you can be the calm in the chaos for them you might be the only person that calls that day… and is positive,” says Country Financial Representative Tim Santefort, who is being quoted from a webinar we did earlier in May as part of our Virtual Success Toolkit. “It sets you apart.”
Discussing the issue with Santefort and fellow Country Financial Representative Steve Werthman during that May webinar was eye-opening. I had planned on focusing on community outreach during the pandemic as both agents were very successful in gaining attention in their hometowns for their separate efforts. But as we conducted pre-interviews, I found that agent mindset and adapting to whatever works during the pandemic was the real value that our agent community needs to hear.
Werthman says he is being accessible to clients day and night while the conversations can shift from current events, to the markets, to even different insurance products.
“It’s a good way to be in front of people and have some real good discussions and continue to build the trust we’ve established with them over the years,” said Werthman.
Both agents stressed that you shouldn’t feel intimidated or uneasy about simply picking up the phone and dialing.
“I would strongly encourage anyone in our business who has not taken the time to call as many people in their book of business as they can. They’re really missing out on an opportunity. No script. Just call them,” said Santefort.