Virtual Selling Tips & Tools
Virtual Selling Tips & Tools
1. Get a Video Conference Account
Zoom or video conferencing alternatives such as Join.Me, GoToMeetingTM, or Cisco’s Webex allow you to host, record and then share video conferences and webinars, including sharing a screen for a sales presentation. All four services provide free trial periods – try them out to see which service works best for you.
Zoom – Free plan available
Unlimited 1-to-1 meetings, HD video, and audio calls and screen sharing are just a few of the features that will help you connect with customers remotely. Paid options include the ability to schedule meetings and customize a webpage with your brand.
Want to know how to use zoom? Check out these resources
Gotomeeting – Starting at $12 per month
Industry-leading screen sharing and web conferencing platform.
Join.me – Starting at $10 per month
Simple, light screen sharing and conferencing app. Designed to be simple to use with a limited set of features, easily share your screen with users who are connected with tablets, phones or desktop devices.
Webex – Free plan available
Millions of people trust Cisco Webex Meetings for video conferencing, web meetings, screen sharing, and online presentations.
(Free) iOS and Apple only
Many customers of all ages are used to the easy of FaceTime. It shouldn’t be overlooked for its simplicity and accessibility, though you won’t be able to share documents or your screen.
2. Explore the Possibility of Email, Voice and Text Signature Options
Many carriers include an email signature option with their eApp.
Some carriers allow voice signature for specific products in specific states. This includes having the applicant call a specific phone number to complete a recorded interview.
Others may ask the agent to follow strict protocol for recording and submitting the voice signature with the eApp. Examples of call recording applications available for iOS and Android are indicated below.
YourMedicare Enrollment Center enables voice signatures. Learn More
Check with carriers for specific guidelines on whether they accept email, voice or text signature, and the specific script, training and operational requirements needed to suubmit busienss. Always follow carrier requirements without exception.
iOS and Android $29.99 annually
TapeACall makes it easy to record calls you’re already on or calls you’re about to make. Once you’re done, the recordings show up instantly, ready for you to share or save.
Android Free with ads or $6.99 for a premium version
Record any phone call you want and choose which calls you to want to save. Listen to the recording, add notes and share it. Integration with Google Drive™ and Dropbox allows calls to be saved and synchronized to the cloud as well.
3. Write New Business via eApps with Remote Signature Capability
The YMEC, FireLight and CSG electronic application platforms available to you through Agent Xcelerator® provide a broad selection of carriers and products. Learn more about carriers supporting a virtual sales process.
Skype keeps the world talking. Say “hello” with an instant message, voice or video call – all for free*.
*Skype to Skype calls are free. Operator data charges may apply. We recommend using an unlimited data plan or WiFi connection.
Use Skype to send SMS messages to mobiles worldwide and with SMS Connect you can now also read and reply to your phone’s SMS messages right from your computer. SMS connect will be released gradually. Skype is available on phones, tablets, PCs and Macs.
Try for free. Starting at $9.99 per month.
A powerful, fully-featured meeting solution on iOS and Android for workers on-the-go.
5. Set up a Website
Having a website presence becomes even more important for establishing credibility in a virtual selling environment.
Providers such as GoDaddy, WiX, and WordPress are affordable options with “plug n play” set up, making it easy to establish an online presence. One page – including a professional picture, contact information and a mission statement for your business – is enough to get started.
Want something more specific to the industry, services such as AgentMethods and FMG Suite provide SEO friendly insurance and advisor website templates.
Learn more about FMG Suite email campaigns, content library and websites available to you at preferred pricing, brought to you in association with Agent Xcelerator®
Your business has a lot going on. Do it all in one place with Websites + Marketing. Pick from designs tailored for your industry, send out emails with email marketing, and manage your business profiles on Google,
Design and build your own high-quality websites. Wix gives you 100s of templates, unlimited pages & top grade hosting.
WordPress.com gives you everything you need to create your website today. Free hosting, your own domain, a world‑class support team, and so much more.
6. “Buy Leads” & Ramp Up Your Marketing
Now more than ever prospects need your assistance in dealing with the impact of market declines on their retirement income, and having adequate health and life insurance protection. Set up a regular funnel stream with weekly lead buys.
Whether you prefer direct mail, digital leads, warm transfer calls or webinar support, take advantage of the great lead opportunities available to you in association with Agent Xcelerator®.
7. Host Webinars
Use your video conferencing account to hold webinars – the new seminars. Try a practice session with friends or family to gain confidence. Start sessions at 15 minutes before or after the hour rather than on the half hour to avoid high traffic connectivity issues.
Offer Amazon, Walmart, or Target gift cards to attract and thank attendees. Likewise, you can offer to have the “seminar meal” delivered via services like GRUBHUB and UberEats.
Need help getting attendees? Try Leading Response – with preferred pricing available to you in association with Agent Xcelerator®
You just set up the date and time. LeadingResponse will set up your online event and get you guaranteed reservations for your webinar. Our introductory price will start at $3000 for 40 webinar reservations guaranteed when following LeadingResponse’s best practices. (pricing subject to change)
8. “Pilot, Pilot, Pilot” & Set Yourself Up for Success
Be courageous. Pilot at least one of these prospecting and virtual selling opportunities. Perhaps start with a “safe” client relationship or two and then expand to additional audiences and opportunities. The trick is to just get started. Start the journey, learn and evolve. Hope is not a strategy!
There’s an old saying: Necessity is the mother of invention. We are all on a journey that will reinvent business practicess. Check out these Best Practice tips for working remote.
9. Conduct Client Reviews
During a normal busy schedule, it can be difficult to fit in regular client reviews. Now is a great time to reach out to your A and B clients to schedule a review of their health and life insurance, and retirement income in light of COVID-19 and a volatile market environment. Their circumstances and those of extended family members likely have changed dramatically.
Where do your clients stand in needing Short Term Medical (STM), Hospital Indemnity, Life Insurance, home health care and other coverage. And, for each and every one of your fixed annuity clients, take the opportunity to remind them their fixed annuities are protected from the current market volatility. Take advantage of these talking points and client materials available to you through Agent Xcelerator.
10. Invest in Yourself & Others
These are challenging times. Taking care of yourself and your family is the first step in effectively serving others. It is also a great time to fill gaps in your schedule by completing continuing education requirements. Or, study and obtain a new license to better position yourself for expanded opportunities with a more holistic insurance and retirement planning practice. During these times we all need positive influences so take the time to invest in yourself.
And, a small reminder that you can help those in need through YourMedicare and Feeding America. Every time an agent successfully helps someone enroll through the YMEC, YourMedicare will donate to Feeding America to help feed 10 hungry Americans. Learn more at YourMedicareFeedsAmerica.com.