MANAGE & LEAD
To build long-lasting relationships , agents need to transcend the role of the transactional policy middleman and become trusted confidants and advisors . One way that agents can enhance their value is by expanding their expertise .
Some carriers offer educational webinars that can help agents dive deeper into a particular subject — from issues in the life sciences industry to cyber risks and more . This way , in their next client meeting , agents are empowered to share more than their insurance policy knowledge .
On a similar note , agents should investigate other educational sessions designed to help agents learn how to make meaningful connections with clients while remaining sensitive to the current environment . The right training sessions can help agents learn how to focus on being empathetic to their clients and making appropriate coverage recommendations .
These educational opportunities are a great way to inspire new talent and grow agency leaders ’ next generation .
Those who are newer to the workforce might not grasp the intangible aspects of being an agent , as they are less likely to have learned them over the course of their education . Plus , if they are operating remotely , newer agents might have fewer opportunities to learn by watching veteran agents work and foster connections at , for example , an inperson networking event .
More than ever , clients are relying on their agents ’ counsel . As agents look to grow their practices , they must become more reliable sources of support and expertise , especially during uncertainty .
By leveraging resources that can help them increase efficiencies and add value , agents can spend more time doing what matters most : advising their clients and training the next generation . In doing so , they will shape the future of their agencies and the insurance industry itself .
John Nilson is Pacific South regional executive officer and Los Angeles branch manager for Chubb .
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