Remote Sales Strategies for Insurance Agents

Tip 1: Establish a Dedicated Workspace

Creating a designated workspace is crucial for maintaining focus and productivity. Choose a spot where you can work without distractions, ensuring you have everything you need within easy reach—your computer, monitor, keyboard, mouse, notebook, and any other essentials.

Make sure your workspace is near an outlet for charging devices as needed.

Feel free to move your workspace between rooms if it helps keep you motivated throughout the day. The most important factors are access to materials and the ability to concentrate. Stick to these principles, and you’ll likely see an improvement in your productivity.

Our Advice
– Your desk doesn’t have to be a permanent fixture or something fancy. All you need is a dedicated spot that helps you focus and has enough space for your tools. Over time, this space will become synonymous with productivity, helping you create a mental boundary between work and home life.

Tip 2: Stick to a Remote Work Routine

Your routine may look different when working from home compared to the office. With no commute, you might now be dropping the kids off at the bus stop, and your morning coffee break is shorter since the pot is just a few steps away instead of down the hall.

While many of your work responsibilities remain the same, the way you handle them has shifted. When building your remote work routine, think about what’s changed (like the proximity of the coffee pot) and what hasn’t (like contacting clients). Establishing a structured routine will help keep you organized, whether you’re working in an office or at home.

Our Advice
– One habit we find particularly helpful is making a to-do list for the next day at the end of each workday. It’s a great way to wrap up, especially after a busy or exhausting day. Plus, when you start fresh in the morning, you already know exactly what needs to be done.

Since the brain responds well to color, try color-coding your calendar or planner. Assign different colors to various tasks or events, but keep it simple—your brain can process between five and eight colors effectively.

Be sure to align your schedule with your clients’ availability. Use note-keeping features in your CRM, such as Connecture and Sunfire, (available to all Essential Care agents at no cost) to track their preferred contact methods and times. This will help you stay organized and better serve your clients.

Tip 3: Schedule Focus Times to Minimize Remote Work Distractions

Working from home brings plenty of distractions, from nearby comforts to everyday interruptions, making it harder to stay on task. However, you’d be surprised how much you can accomplish in short bursts of focused work. A great technique to boost productivity is the Pomodoro® Technique (also known as the tomato timer).

Here’s how it works: Break your work into 25-minute intervals, each followed by a five-minute break. This is one “pomodoro.” Assign a specific task to each session, like answering emails or making client calls. If you’re in a groove when the break comes, feel free to skip it and continue working, then take a longer break when you’re ready.

After completing four pomodoros, reward yourself with a 15- to 30-minute break. During these focus sessions, silence notifications and set your phone on silent—or even place it out of reach to eliminate distractions!

Ready to boost your productivity with a fun, tomato-themed timer cheering you on? Visit tomatotimers.com to easily track your pomodoro sessions. As you plan your tasks, keep in mind when your energy peaks during the day for maximum efficiency.

Our Advice
– If you’re unsure about how to prioritize tasks, we recommend ‘slaying the dragon’ first. Tackle the hardest, most energy-draining task first thing in the morning. Once it’s out of the way, everything else will feel more manageable.

Tip 4: Master Remote Work Technology and Tools

When working from home, it’s crucial to become familiar with remote work tools like Zoom, Google Meet, and Microsoft Teams. Knowing how to navigate these platforms will not only enhance your own confidence but also make it easier to guide your clients through remote presentations. The more proficient you are, the more professional and polished you’ll appear during client appointments.

Essential Care offers consumer-facing enrollment platforms, such as Connecture and Sunfire, that can elevate your presentations by adding professionalism, providing visuals, and streamlining the enrollment process.

Before your appointment, make use of RetireFlo Connecture) and BlazeSync (Sunfire) features to:

• Collect consumer details (personal information, doctors, pharmacies, etc.)
• Obtain permission to contact
• Secure a signed Scope of Appointment

During the meeting, you can share your screen, show plan comparisons, and guide clients through your presentation using the platform’s filtering and comparison tools. When it’s time to enroll, have the client share their screen and walk them through the process step-by-step.

Important Note: You cannot complete the enrollment on behalf of the client through their Personal URL (PURL); the client must submit the enrollment themselves.

PURL integrates seamlessly with Connecture and Sunfire, and any enrollments submitted through your PURL will automatically update in your client files within these CRM systems. Best of all, these tools are free for registered Essential Care agents—just sign up, and you’re ready to go!

Tip 5: Let Your Personality Shine in Video Presentations

Remote meetings change certain aspects of how you engage with clients, like those casual conversations you’d normally have while settling in at a location. So, how can you still create that connection virtually?

It’s important to build in time for small talk during video meetings, just like you would in person. Don’t get so wrapped up in delivering your presentation that you forget to engage with your client. Meaningful conversations remain crucial for uncovering your client’s needs.

Consider your client’s communication style. Some may enjoy stories and casual banter, while others prefer to get straight to business. If you know your client well, tailor your approach accordingly. For new prospects, you’ll usually pick up on their preferences early in the conversation.

Since visual cues matter, be sure to keep your camera on during meetings. Without those cues, important meanings can easily be lost or misinterpreted.

Here are a few tips to make sure your personality shines through:

• Keep your usual casual conversations flowing.
• Ask open-ended questions to encourage dialogue.
• Show you’re actively listening (e.g., nodding, responding thoughtfully).
• Be a bit more animated than usual.
• Pay attention to your facial expressions.
• Maintain eye contact with the camera.
• Smile and stay friendly throughout.

It might feel strange at first to express yourself toward a camera, but with practice, it will start to feel more natural, allowing your personality to come through on screen.

Our Advice
– Connect with your clients by sharing personal stories, adding anecdotes, or even dropping a fun song lyric or movie quote if that’s your style—just like you would in person. Really listen to what they’re saying, keep the conversation going with questions, and take notes! You can use that information to strengthen your follow-ups and future meetings.