The Insurance Agent's Resource
There are just under a gazillion people (give or take a few) who sell insurance. You may sell life, property and casualty, health, annuities or disability insurance… it doesn’t matter. You are in competition with others who sell basically the same products. What makes you different? Let’s first clear up three myths. Insurance Sales Tip #1, don’t pitch yourself as “different.” You can’t tell others you are “different” because you give the “best” customer service. Everyone … [Read more...]
I recently responded to a discussion among insurance professionals on Linked In regarding the subject of insurance advertisements on television. The writer was fed up with what he termed the “dumbing down” of insurance to the public. Between Flo from Progressive, the dancing e-surance staff and the ubiquitous Geico gecko, public perception is shifting to the extent that the company with the most entertaining commercials also is most deserving of your business. As distasteful as this may be … [Read more...]
For some of us, the sales process with our prospect can be a breeze compared to the task of getting past the gatekeeper and securing that interview with the person who can write the check. That’s why they are called gatekeepers, and if they’re any good at what they do they will give you a run for your money. Last week, I was dealing with administrative details after my father’s death. He was using a CPA that I’d referred him to (not my personal one, but another colleague). I realized tax … [Read more...]
When I sat down to write this article, I had just finished watching this year’s Super Bowl between the Green Bay Packers and the Pittsburgh Steelers. It turns out that you can learn a great deal about business and life by viewing sports, especially when you’re watching champions. In fact, this game and all its pageantry are ripe with examples of what to do (and what not to do) in your business sales “game.” Let’s dissect three such examples that come to mind… 1. In the end, it’s … [Read more...]
“Language controls discussion; discussion controls relationships; relationships control business.” My professional mentor, Alan Weiss, always preached this very important aphorism to me. Here’s what that means: The more versed you are in vocabulary, language and the “martial arts” of conversation, the more business you will gain. The quicker you learn it, the more you will accelerate your growth. Since your business is about growing relationships and closing new business, this should … [Read more...]
Lately I’ve been watching the new CBS drama, Hawaii 5-0. I was a big fan of the original series back in the 1970s and I love the new version. In one episode I recently watched, there was a surfing competition where surfers were riding the big waves onto the beach. Of course, one of the surfers got shot, which led to the next 60 minutes of action. The sniper was up on the hill with a perfect view of the “pipeline.” That scene made me think of insurance sales (I know… I’m sick). Good insurance … [Read more...]
