Insurance Agent Forum

[Markingriffin]

You don’t sell insurance. You answer questions.

Most of the clients don’t understand insurance and it is your job to explain it to them.

I know of some agents that are teaching seniors about all the different kinds of insurance and then offering their services to them at the end.

Instead of asking do you need to talk to an agent about buying insurance, ask them if they need to talk to an agent about answering some of their questions about insurance.

I want to ask you something but not buy something. That is what a lot of clients think. If you educate them on insurance and why they need it, then they will buy it. It is that simple.

In school I could learn by the book or looking on the internet on many subjects. But a lot of time, I would just go direct to the teacher and ask them to explain it to me. This applies to clients and agents also.

I’m even thinking about making up a survey on a website for the clients to answer and testing them on their answers. The wrong answers would come up after the survey/test and tell them what the correct answers are in my opinion and then of course advertise my services.

Service and teach the client and do what is best for them and it will always pay off in the long run.

[warnerins]

Ditto Mark....

I think that the last time I actually sold a product was years ago when I was selling (in-home demonstration) household water purification systems. Talk about a hard sell. Not that it was difficult but it was a step on their neck until they bought close. After the demonstration I used the assumptive close then the Ben Franklin close then the take away close. If I didn't have the sale I would pack up my bags and then call my sales manager for one last "whats it going to take to get you into this water purification system tonight"? (the barter - used car salesman close)

This just does not work for the insurance professional.

You sell a product to a "customer". You advice and recommend a product to a "client".

The difference between the two - A customer you may never see again a client is someone that you hope to create a relationship with over a long period of time.

[HomeService]

"you've got concerns... I have the info..." good thread.

[somarco]

A customer you may never see again a client is someone that you hope to create a relationship with over a long period of time.

Far too many agents fail to recognize or appreciate the difference.

[Frank Stastny]

Originally Posted by Markingriffin

You don’t sell insurance. You answer questions.

Most of the clients don’t understand insurance and it is your job to explain it to them.

I know of some agents that are teaching seniors about all the different kinds of insurance and then offering their services to them at the end.

Instead of asking do you need to talk to an agent about buying insurance, ask them if they need to talk to an agent about answering some of their questions about insurance.

I want to ask you something but not buy something. That is what a lot of clients think. If you educate them on insurance and why they need it, then they will buy it. It is that simple.

In school I could learn by the book or looking on the internet on many subjects. But a lot of time, I would just go direct to the teacher and ask them to explain it to me. This applies to clients and agents also.

I’m even thinking about making up a survey on a website for the clients to answer and testing them on their answers. The wrong answers would come up after the survey/test and tell them what the correct answers are in my opinion and then of course advertise my services.

Service and teach the client and do what is best for them and it will always pay off in the long run.

Spot on!

I have said many times that I don't sell insurance, I "sell" me.

In answering their questions, rather than throwing a lot of confusing information at them, I establish myself as someone who is there to help them make well informed, intelligent decisions regarding their health care.

It is my job to help them invest their premium dollars in a policy and company that is going to best suit their needs.

When that prospect becomes a client I become their "go to person" for help with all their insurance needs.

I even frequently get calls from clients wanting me to help them select a company for their P&C insurance as well.

[GreenSky]

Originally Posted by Frank Stastny

I have said many times that I don't sell insurance, I "sell" me.

If they don't buy "you" the first time, do you negotiate a discount?

Rick

[Frank Stastny]

Originally Posted by GreenSky

If they don't buy "you" the first time, do you negotiate a discount?

Rick

I have talked to several of your prospects and they tell me that you have gone from "selling yourself" to offering each one of them $25 just to talk to you.

So how is that working out for you?

Tag, you're it.

[Omniins]

Great advice mark! Thanks for posting.

[somarco]

gone from "selling yourself" to offering each one of them $25 just to talk to you.

So Rick is no longer hooking for a living, just doing the phone sex thing . . .

[GreenSky]

Originally Posted by somarco

So Rick is no longer hooking for a living, just doing the phone sex thing . . .

I have not only a face but a body for phone sex.

Rick

[insuranceexec]

Originally Posted by GreenSky

I have not only a face but a body for phone sex.

Rick

I am afraid to ask, but what kind of body makes for a "good" phone sex operator?

Thanks for all of the adivce I am going to the gym right now, so that I may TYPE sexier for all of you.....LOL
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Originally Posted by Markingriffin

You don’t sell insurance. You answer questions.

Most of the clients don’t understand insurance and it is your job to explain it to them.

I know of some agents that are teaching seniors about all the different kinds of insurance and then offering their services to them at the end.

Instead of asking do you need to talk to an agent about buying insurance, ask them if they need to talk to an agent about answering some of their questions about insurance.

I want to ask you something but not buy something. That is what a lot of clients think. If you educate them on insurance and why they need it, then they will buy it. It is that simple.

In school I could learn by the book or looking on the internet on many subjects. But a lot of time, I would just go direct to the teacher and ask them to explain it to me. This applies to clients and agents also.

I’m even thinking about making up a survey on a website for the clients to answer and testing them on their answers. The wrong answers would come up after the survey/test and tell them what the correct answers are in my opinion and then of course advertise my services.

Service and teach the client and do what is best for them and it will always pay off in the long run.

Very good post Mark. I think that some of us at times take for granted what it has taken us many years to learn. It gets to a point where no longer do you even think about doing it, because it is second nature. But again thanks for the post and keep up the good work..........

[robliano]

I think the picture of the adorable little girl (your avatar) was enough of a response to Rick's post, LOL.

[insuranceexec]

Originally Posted by robliano

I think the picture of the adorable little girl (your avatar) was enough of a response to Rick's post, LOL.

I thank you for noticing.

[Markingriffin]

I saw a survey where they asked people on the streets some common insurance questions. I mean very simple questions, and most of them didn't have a clue. I mean questions like what is a premium.

Just because we all know the answers, don't mean the general public does also.

It makes me want to make up a survey to send out to consumers and then contact them back with the correct answers. IF we teach them about insurance and how it works, then more people would buy it.

[Frank Stastny]

Originally Posted by Markingriffin

IF we teach them about insurance and how it works, then more people would buy it.

If we do that one of two things may happen.

They will become insurance agents once they find out how easy and profitable it is. hahahahahahahaha

Or, just go direct to the company and purchase a policy. I'm sure a lot of them think it would be less expensive for them.

[Markingriffin]

We don't sell insurance. We sell ourselves.

They are not just buying insurance, but they are also buying me and my help.