Insurance agency appointment setting involves reaching out to potential clients who require insurance coverage to set an appointment. Setting the appointment is one of the most challenging parts of selling insurance.
But with practical strategies, you can easily set insurance appointments, even pre-set appointments. Here are the ten steps you need to follow to pre-set insurance appointments as a remote appointment setter.
1. Understand Client Requirements
The first step is to understand the requirements of your client, the insurance agent, or the company. You need to know the type of insurance they offer, the target market they serve, the benefits and features they provide, and their goals and expectations.
You also need to know their budget and timeline for the appointment-setting campaign. Understanding the client’s requirements lets you personalize your approach and pitch to the prospects. It will ensure you deliver the results they want.
2. Gather Participant Information
Next, you must gather information about the appointment participants, the prospect, and the insurance agent. You need to know the name, phone number, email address, location, and availability of both parties.
Also, you must know the insurance needs, interests, and pain points of the prospect, as well as the expertise, experience, and personality of the insurance agent. By gathering participant information, you can match the prospect with the right agent and create a personalized and relevant message.
3. Choose Communication Channels
You have to choose the communication channels you will use to contact the prospect and confirm the appointment. It would help if you considered the preferences and convenience of both parties and the effectiveness and efficiency of each channel.
Some common communication channels are phone calls, emails, text messages, and social media. You can use a combination of these channels. It depends on the situation and the response rate. For example, you can use a phone call to introduce yourself and pitch the appointment, an email to send the details and confirmation, and a text message to send a reminder.
4. Utilize Scheduling Tools
Utilizing scheduling tools can help you manage your calendar and appointments. Scheduling tools are software applications that allow you to create, edit, and cancel appointments, sync them with your and the participants’ calendars, send notifications and reminders, and track the status and outcome of each appointment.
Some of the popular scheduling tools are Calendly, Acuity Scheduling, and ScheduleOnce. By using scheduling tools, you can save time, avoid errors, and increase efficiency.
5. Create a Standardized Process
A standardized process is a set of steps and guidelines that define how you will perform each task and handle each scenario. It is crucial to create a standardized process for pre-set insurance appointments. You have to follow it for each appointment.
For example, you can create a script for your phone call, an email template for your confirmation, and a checklist for your preparation. By creating a standardized process, you can ensure consistency, quality, and professionalism.
6. Propose Multiple Time Options
You must propose multiple time options for the appointment instead of asking the prospect to choose a specific time of day to call. It can increase the chances of finding a mutually convenient time and avoid back-and-forth negotiations by proposing multiple time options.
You can also use the alternative choice technique, where you offer two equally desirable options and let the prospect choose one. For example, say, “Would you prefer Monday at 10 am or Tuesday at 2 pm?” It will create a sense of urgency and make the prospect feel more in control.
7. Coordinate Across Time Zones
You should coordinate across time zones if you and the participants are located in different regions. Beware of the time difference and adjust your schedule accordingly. You also need to clearly and explicitly communicate each party’s time zone and confirm the appointment’s exact date and time.
Use a tool like World Time Buddy, which allows you to compare and convert time zones and create a meeting planner. You can avoid confusion, misunderstanding, and missed appointments by coordinating across time zones.
8. Send Confirmations and Reminders
Sending confirmations and reminders for the appointment ensures both parties are on the same page. Also, it reduces the chances of no-shows and cancellations. You must send a confirmation email or text message as soon as the appointment is booked. This email or text will include the date, time, time zone, agenda, and contact details of the appointment.
You also need to send a reminder email or text message a day before and an hour before the appointment. It repeats the same information and asks for a confirmation or a reschedule. By sending confirmations and reminders, you can increase the attendance and engagement of the participants.
9. Handle Rescheduling and Changes
Sometimes, due to unexpected circumstances, the prospect or the agent may need to reschedule or cancel the appointment. You have to be flexible and accommodating and try to find another suitable time for the appointment.
You also need to update your and the participants’ calendars and send a new confirmation and reminder. However, you should also set some boundaries and limits. Avoid rescheduling or changing the appointment more than once or twice. By handling rescheduling and changes, you can maintain a positive and professional relationship with the participants.
10. Provide Post-Appointment Support
The final step of the pre-set appointment setting strategy is to provide post-appointment support. It allows you to follow up with the participants and to measure the success of the appointment. You need to send a thank you email expressing your appreciation, summarizing the main points and action items of the appointment, and asking for feedback.
Additionally, you must update the status and outcome of the appointment in your scheduling tool and report it to your client. You can improve customer satisfaction, loyalty, and retention by providing post-appointment support.
If you want to become a remote appointment setter, then pre-set insurance appointments can be a rewarding career. You just need to build relationships and trust with the participants and help them achieve their insurance goals.
Following the provided steps, you can pre-set insurance appointments that are convenient, relevant, and effective. You can also use tools and techniques to make your job easier and faster.