If there’s one thing the COVID-19 situation has done, it’s making everyone feel like things are out of their control. As a broker, you might feel as though there’s nothing you can do to help your clients right now, but that’s not the case.
By thinking outside the box, brokers can become the trusted advisor that their clients desperately need right now. Here are some ways to stay helpful and relevant right now, to be the broker your clients need.
Become a reliable source of knowledge
With social media, websites, and email, sharing valuable COVID-related information with your clients is easier than ever. You can offer real time updates with clarifications, new developments, and helpful context in a matter of seconds. You can also reach out on a more personal level with localized updates that impact specific clients. They will appreciate the effort, as they are likely bogged down with other tasks and value a one-stop-shop for resources.
Just be sure you are sharing information from reputable sources like the CDC and WHO. It’s also important to provide information in context of how it will impact your clients, rather than from a political or emotional stance.
Expand your network
Take the time to expand your professional network through making LinkedIn connections or joining groups. That way, you can see more of the latest updates and get a wider range of information. When it comes to a complex situation like this, people are stronger in numbers and can benefit from collective knowledge.
Again, be sure to check the sources that other people are sharing before sharing them with your clients. Unfortunately there is a lot of false information out there and you want to be sure you’re only sharing facts.
Proactively communicate at all stages
If you’re waiting for your clients to reach out and ask for assistance, it’s too late. As a broker, it’s important to take a proactive approach and seek out ways to be helpful for your clients. This can be as simple as making a phone call to ask if their coverage needs have been impacted by the pandemic, or as complex as seeking assistance programs that would apply to your clients.
Take a more consultative approach
Right now, your clients are more in need of a consultant than a broker or salesperson. You can take a consultative approach by asking them how their priorities have changed, making sure they know what documentation needs to be updated, and recommending benefits and programs that address their critical needs.
Your clients are likely overwhelmed right now, so taking the initiative to make recommendations and really listen to their needs will be valuable to them.
Embrace the unknown
Unfortunately, there’s no crystal ball that can tell us what the landscape of the workforce will be in a month or even a year. For brokers to be successful in helping their clients right now, they need to embrace that nobody has all the answers. This means staying agile in your consultative approach and keeping lines of communication open. Truly make yourself available as a source of up to date news and advice for how your clients can overcome the challenges they’re facing.
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Sources:
https://www.insurancejournal.com/news/national/2020/04/28/566422.htm
https://www.claremontcompanies.com/coronavirus-covid-19-resources/
