In my last post I asked if your agency was open when customers want to, or can, do business with you.
Almost all insurance agencies are not.
The nine to five Monday through Friday business model is extremely limiting in an age in which virtually all adults capable of buying insurance work and in which many of the products you sell are available anytime day or night on the internet. Most agents will refuse to see this conundrum until it is too late or seeing it will be either to lazy or complacent to do anything about it.
But the agents that make it easy to do business with them 24/7, or even just longer during the week and sometimes on the weekend will do much better.
Here are some ways to stretch your “office hours” to be more available for customers and prospects:
Stagger your staff. Have some come in later and stay later. Doing this you can easily extend your hours to 6, 7 or even 8 o’clock in the evening when people are available to do business with you.
Advertise office hours even later and have your phones and email forwarded to a staff person, on a rotating basis, who can take the calls as they come in. Doing this makes it feasible to offer office hours until 10 p.m. or even later.
Hire a part time person to cover the phones and email on the weekend or in the overnight hours. If you are aggressively marketing on the internet, particularly to Millennials, many of them will want to talk to you after midnight.
Depending on where you are located, and the nature of your typical customers actually keep your office open later than 5 or 6 o’clock one or two evenings a week and/or on Saturdays. If you have a high traffic location and advertise this, people driving by will begin to notice.
Use insurance company service centers to take your calls for service and sales when you are closed. Some carriers now offer this capability even if all of your business is not in the service center.
Regardless of which of these strategies you employee ADVERTISE IT! Let people know you’re there when they need you to be. You’ll be different. That in itself will bring your more business.