By Billy Moore, SVP of Agency Management
Successful sales rarely happen by accident. Careful preparation is often the difference between an underwhelming conversation and one that strengthens your relationship with your producers.
Below, we’ll go over a few of the most important things to think about before any call or visit with producers.
Understand what the producer wants
Today's farmers face a wide range of challenges, from unpredictable weather to fluctuating commodity markets and rising input costs. As an agent, your ability to understand each producer's unique challenges can help position you as a trusted advisor rather than just another salesperson or order taker. Understanding the uniqueness of their operation is important. Items such as debt structure, input purchasing habits, cash flows and succession planning goals can all be helpful when designing a risk management strategy.
Before you meet with a producer, learn as much as you can about their farming or ranching operation. What specific difficulties are they likely to face? What is their risk management goal? Considering the answers to these questions will prepare you to offer a perfectly tailored crop insurance solution.
Know the products you’re selling
Many different crop insurance products are available, each with their own coverage, deductible and premium details. What’s more, these products and their accompanying regulations are constantly changing and evolving as the Risk Management Agency releases new updates and guidance.
Taking time to brush up on your policy expertise and ensure your knowledge is up to date can make all the difference during producer conversations. Click here to learn more about the various products offered by AgriSompo. We are here to help with product and regulatory guidance!
Set a goal
Having a defined objective ahead of each conversation will help keep it focused and on track. It also establishes a mutual understanding between the agent and the producer. Finally, a pre-set goal allows you to measure your success and identify how to improve future interactions.
Some goals you might set before a call include:
Scheduling a follow-up call.
Gathering certain information about the producer’s operation.
Selecting coverage for each renewal period to meet the grower’s needs.
Become a risk management expert
A great way to establish trust is to present yourself to customers as a reliable advisor and resource on all things pertaining to risk management: someone they can rely on for guidance, perspective and information that will allow them to make confident decisions.
AgriSompo’s Straight to the Point series is designed to help you do exactly this. These free videos each feature an insightful deep dive into a timely crop insurance topic, preparing you to serve as an expert in conversation with farmers. Click here for more information about Straight to the Point.
Take advantage of AgriSompo’s quoting tools
Our exclusive AgriNet quoting system includes powerful tools you can use to create accurate, easy-to-understand and highly-customized quotes for your farmers. Click here for a refresher about how to use AgriNet Quoting.
Don’t be afraid to ask for help
At AgriSompo, your success is our primary goal. We’re always ready to help support your business and its growth.
Your AgriSompo business development representative is an expert on crop insurance and the AgriNet system. Feel free to give them a call ahead of your farmer meetings for help preparing, educational resources, systems training or anything else you need to be successful. Click here to access the contact information of AgriSompo team members in your region.