The COVID-19 pandemic has changed the way insurance advisors approach and present their ideas to prospects. One of the effective ways is using webinars. Ninety percent of my clients during the pandemic are the result of my monthly webinars. There are several reasons why you should try this prospecting method:
- They build authority. People will look at you as an insurance expert.
- They are low cost.
- They become your digital product.
- They drive traffic to your site.
- They boost your sales.
- They lead you to be invited as a speaker in other communities.
Good webinars can be a little like independent movies — they leave you feeling wonderful, inspired and ready to take on the world. Keep your webinar to no more than 60 minutes. Find interesting topics and invite other experts to your webinars. Collaborate with your clients who have expertise to present, such as doctors and business owners. When you add value for others, people will be interested in attending your webinars.
Usually, after 30 minutes on a topic from guest speakers, I then continue to explain the sales concept for 10 minutes. Have adequate equipment to support your effort, such as a good internet connection, green screen, headset and ring light for the best-quality visuals.. People will be impressed if you can give them excellent picture and video quality in your webinar. This will be their first impression, just as in a face-to-face meeting. People will review your appearance in the first five seconds.
Facts tell; stories sell. I always include a client’s claim testimonial in my webinar. I asked my client, whose stroke claim I handled about his experience, and he said that he did not expect to have a stroke during a pandemic. And as a business owner, he felt so grateful to get the critical illness insurance paid out to help him pay his employees’ wages and to support himself while his business was slowing down due to the pandemic. Rehearse the stories you plan to share to make sure that everything will go well.
Miliana Marten, AEPP, of Jakarta, Indonesia, is a Top of the Table member and has been an MDRT member since 2010. Hear more in the new episode of MDRT Presents: