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“Soft skills” refers to essential skills for relationship building and interpersonal interactions. They are non-technical and focus on how you relate to and connect with others. Further, they often help demonstrate self-awareness and consideration for others. Soft skills can include:
These skills are vital to both sales and customer service positions. Individuals who find themselves working directly with clients should work on honing these skills and, potentially, finding mentors who model or demonstrate those skills.
When it comes to sales, in any industry, the ability to listen is invaluable. Customers and clients will often, even if not explicitly, tell you what they want. Active listening, rather than waiting to respond, means you can meet those needs with your product or service and, if you can’t, you can provide information or advice and still build a relationship. As with anything, the sales funnel can be long and building connections early on is an important step.
While every person in a sales role needs to demonstrate listening skills, given the nature of life insurance sales, other soft skills are equally important. Not only do you need the flexibility and creative thinking to help your clients find the products and services they need, but you’re also dealing with some sensitive information and situations. As a result, being able to manage difficult conversations and ask probing questions in a way that makes your clients feel comfortable relies on soft skills as well.
Finally, as noted, a good part of sales is about relationship building. Whether or not you have an immediate answer for a client or they’re just starting to explore their options, your ability to demonstrate a sensitivity to their needs and a desire to help is just as important as closing the deal.
Salespeople often get a bad rap. Often customers or clients feel like there’s a hard sell and that sales people are more focused on their own goals than on helping. For that reason, soft skills for insurance sales are essential. In many ways you’re providing guidance and expertise in an area that many are unfamiliar with and many more don’t ever discuss. As a result, focusing on a few key soft skills can make all the difference in the world. As an insurance agent, consider focusing on:
1. Communication- Much of what you do hinges on an ability to communicate with your clients regarding their needs, goals, and fears. Further, you also need to be able to communicate to them how the products you’re pitching will help meet those needs, alleviate fears, and prepare them for the future.
Additionally, communication involves your ability to maintain and schedule regular touchpoints with clients and others in your sales funnel. It also requires a keen understanding of how you balance communication that builds relationships and communication that drives sales and builds your network.
2. Emotional intelligence and self-regulation- As you discuss sometimes difficult topics, your clients are looking for you to demonstrate sensitivity. You have to balance that with the desire to make a sale. Sure they want someone who has a solution, but being diplomatic during difficult conversations is a strength. Being able to read someone else’s emotions and respond appropriately builds trust and allows clients to put their faith in you, especially when it comes to their best interests.
Given how important soft skills can be to your business growth, ensuring that you are seeking and finding opportunities to build these skills is vital. In fact, businesses that provide soft skills training, specifically related to communication, problem-solving, decision making, and more get a huge return on that training investment. In fact, a Harvard University study found that soft skills training boasted an ROI of 256%!
As an insurance agent, knowing where to start is a fundamental piece of your professional development and that includes honing your soft skills. First, identify your skill gaps. Knowing your strengths and weaknesses is a strength in itself and it lets you know where you need to build.
Once you’ve identified the gaps, it’s time to explore the opportunities available to you to build the skills you need. Consider some of the following training resources:
While building your own soft skills is vital, as an independent agent or IMO leader, you want to find insurance providers who can meet you and match those skills. While the clients you're hoping for are looking for help to plan their future, you want a partner to help you provide that. That means choosing an insurance company that has your back. That’s ELCO.
Time and again, our insurance agents comment on our commitment to service and our commitment to them. Much like the insurance plans you provide for your clients, we’re here when you need us most. If you’re ready to talk about how we can help you help your clients, reach out to our team today and let’s talk!