Whenever I conduct a workshop or give a talk to a group of agents, I ask how many of them are in the business of selling insurance. Inevitably about 25% raise their hands. My response to them is, If youre in the business of selling insurance youll have a hard time succeeding because NO ONE WANTS TO BUY INSURANCE!
No one wants to buy insurance. Not homeowners, auto, life, health or disability They only want what the insurance provides. They only want the benefit. Believe me, if people could get the benefits they wanted in some other way, they would. So, if you sell insurance success will be tough. On the other hand, if youre in the business of helping people its a different story. Now, you might protest that the distinction is simply a matter of semantics, but there are fundamental differences between having a sales focus and having a helping focus.
This difference affects pretty much everything a person does along with how they do it. If they have a sales focus, their focus is on making the sale! Everything from the initial contact to the presentation to the close to the follow-up is done from a sales perspective. Marketing, contacting, presentation, and follow-up...
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