Additionally, agents need to seek meaningful ways to be in contact and build solid relationships with customers throughout the year. The human side of purchasing insurance is very important, but more important is the claims process. For example, when a customer's home burns down, the agent or the agent staff can be there to help a client through a very trying time by bringing blankets to the family, putting them up in a hotel, or providing cash to meet immediate needs. If a client is involved in an auto accident, a local agent can be there to assist the family by providing transportation, ensuring that the tow truck takes the damaged car to the correct body shop, etc. Agents need to provide service that is meaningful to the customer.
People buy insurance from people they know and trust.
People they know and trust are usually referred to as friends. A friend is there in time of need and that is what insurance is all about. We can learn from their example. If you go to your local mall, you have the choice to shop at Nordstrom's or Macy's. Both stores have similar locations, yet customers flock to Nordstrom's and pay the extra money for a necktie.