How To Market Your Agency to Senior Clients??

senior_clients Insurance agents need to be able to establish trust with every client. Someone is more likely to buy from your agency if they know they can trust you, and if they feel that you care about them. This is especially true about senior citizens. To sell to a senior, you often cannot use the same tactics you would for a younger person. Older people often need more attention and professionalism from their agents. Consider a few things you can do to build that relationship.

Understanding How Seniors Buy

In today’s high-tech world, many marketers are tailoring brand messaging to a younger, tech-savvy audience. To younger people, their connection a brand might not matter as much as the results they get from a service. It often takes less interaction with the brand for them to feel connected to it.

Senior citizens are different. They might not be as tech-savvy, that’s true. But more importantly, they often put a lot of emphasis on getting a good feeling out of one-on-one interactions with brand representatives. That’s why, as their insurance agent, you should do all you can to work personally with them. It’s imperative that you do all you can to understand their needs.

Tailoring Services to Senior Citizens

You might want to build a business around insurance products seniors need. These might include Medicare plans, life & disability insurance or health insurance. However, seniors still need all types of coverage, from homeowners to auto policies. In every agency relationship, you can make sure your services address the senior’s needs.

If you want to market a specific product to seniors, then design your marketing materials to address their frequent questions and concerns.
Give every senior client your full attention. Most older people value this attention because it represents good customer service. It can also help them hear you better, understand what you are saying, and know that you understand them too.
Understand that seniors are more likely to visit your office or call on the phone. Therefore, create an environment to make them feel welcome from the first “hello.”

Many seniors are on fixed incomes, and most take their budgets seriously. They often will scrutinize a policy closely to make sure they are getting the right bang for their buck. Plan to show them their options and discuss the finer points with them. Taking your time, because extra attention can help them feel more comfortable buying from you.

In the end, senior clients often need and appreciate an agent who goes the extra mile to make them feel secure. Courtesy and professionalism will likely get your agency a long way in winning their business.

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