| Topic Name: |
INSURANCE AGENTS CAN MAKE BIG BUCKS |
| Message Name: |
Hey Lew! |
| Date Posted: |
08/31/2001 |
| In Reply To: |
Txwalker, what follows is a message that I posted in the Insurance industry forum in about.com, concerning what I feel is happening in our great industry. It might answer some of your questions............."I think many of the agents in our industry have forgotten what being in sales is all about. If all we are doing is offering the lowest price, comparing cash values, and replacing the competition, then we are not really in sales. If we really believe that price is the primary consideration, then why do our clients need us? Can't our clients find a lower price on the internet? Do our clients need us, if all we are going to do is spreadsheet the products? Can't clients get the same illustrations and compare the products for themselves? When we replace the competitions products, aren't we telling our clients that they made a bad decision or that their former agent gave them bad advice? How does that help us to build trust and credibility in our profession?.................. The agents and agencys that are going to succeed long term, are the ones
that are giving their clients information that no one else is giving them. They are adding value to the sale. Isn't sales really about helping people to recognise their problems and then offering them real solutions? Is selling
something we do to our clients, or something we do for our clients?................
From 1989 to 1994, I brought 23 brand new agents into this industy. Today, 18 are still in insurance sales and 16 of them are making over 100,000 per year. They don't replace the competitions products, they don't sell price, they don't use illustrations and they rarely sell term. What they are doing, is building long term relationships with their clients. They really get to know their clients. They ask a lot of questions and they get their clients to tell them what it is that they are really concerned about, and then they tailor a solution to meet the clients needs and wants................ Whether you are selling life insurance, P&C insurance or investments, if you want to enjoy the long term success, then you need to learn how to really take good care of your clients. This is a sales profession, take the time to learn what selling is really about. Find a mentor, visit salesdoctors.com, research "relationship selling" on the internet, and get sales tapes from Zig Ziglar.".................If you are really interested in getting into life insurance sales, find a manager (mentor) who is willing to take the time to teach you how "to help people buy life insurance." There is an unbelievable opportunity for the dedicated life insurance professional. Internet sales, banks and other distribution systems are going to put the policy peddlers our of business. However, they can't replace the agent who is adding value to the sale.
Lew Nason |
| Message: |
Enjoyed you novel, but I was an agent much like yours 15 years ago. The company that had trained me and taught me to do what you mentioned. Would not MEeT the promises that they made to my clients, friends, family and customers.
Their interest was to demutalize and not ohnor their commitments made in the past.
I am not an indpendent broker and, for the interest of my clients,friends, family and customers must get them away from these greedy carpetbaggers.
It all in the company you choise to keep Lew.
After 13 years that old company spends more money to screw ALL of the prople I and other agents wrote in the past.
They changed, I didn't.
I hope your company MET their responsibility.
OLD MET REP.
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