Insurance CSR's only: What makes a good insurance agent?

Question

I am writing an article about what makes a good agent and would like your input as to what characteristics are tops for insurance agents to have.

Answer 1

Someone with a good closing rate.  It's extremely frustrating to put a ton of time and effort into getting a great quote with a superb looking presentation package, and then having it not close.  That's the number one thing.

Good applications.  You can't walk in, and demand a quote with NO underwriting information.  Basic applications NEED to be completed.  The better the ap, the better the quote.  

Honesty.  Don't make stuff up.  Yep, it happens all the time - everything from the prospect's name, to the type of business.  I promise you, calling a demolition contractor a carpenter WILL catch up with you.

When you put the business on the books, let the CSR  service it.  Don't question everything they do - if they're doing it right, let them.  If you micromanage, you're creating twice the workload, and frustrating the CSR.  If you don't understand something, try to figure it out for yourself.  

Remember the job:  a CSR is NOT the "fetch and copy" person.  Assuming they have a sizable book to service, there isn't TIME to do the fetch/copy.  Know your agency filing system, and be able to use it yourself.   Learn how to use the fax, or the copier.   You have feet - go get your own cup of coffee.  

But the number one item is produce.  Not too many years ago, I had a sales guy I was paired up with, to do the detail work.  He knew not much about insurance, but closed 90% of the deals.  And was willing to walk away from the ones that weren't worth (both) our time.  I'd forgive anything and everything else on the list, for a guy that writes six figures of commission every year.

Lesson:   The more you do, the more you can get away with.

Answer 2

Good attitude and service skills, attention to detail, knowledge in the field, and having a healthy network of carriers