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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 you ' re in the business of selling insurance you'll have a hard time succeeding because NO ONE WANT TO BUY INSURANCE! "

Nobody wants to take out insurance. Not a homeowner's, auto, life, health or disability ... They want only what the insurance provides. They want only power. Believe me, if people could sustain the benefits they wanted in any other way, they would. So ... if you sell insurance "Success is hard. On the other hand, if you are in the business of helping people that's another story. Now you can also protest that the distinction is simply a question of semantics, but there are fundamental differences between the turnover with a focus and a focus assist.

This difference affects pretty much everything a person does not know how they do it. If they have a sales focus, with emphasis on the sale! Everything from the initial contact to close the presentation of the follow-up is from a sales perspective. Marketing, outreach, presentation and follow-up of a product and / or perspective. On the other hand, a person, based on the support and not a sale will understand that the services they offer (this) is what counts and the insurance they offer is simply the means to resolve create.

Let me know what I mean. Here is how a sales person to contact: "Mr Jones, my name is Bob Smith and I am with the ABC Insurance Company. We have a complete range of products for your requirements. I would like to create a time to offer you our products and explain how they can solve your problems. "The focus of the entire Exchange is on the sale of its insurance products. In contrast, focuses on helping a person, contacts in this way: "Mrs. Jones, my name is Sue Smith and I help people, their assets / reduction of turnover / her financial security. That's something of interest to you? "They understand that they offer a professional help, and not as a vendor to sell products.

There are many other differences in relation to a professional approach to help a sales approach, and they have a significant impact. Professionals help and not sell them. You have customers instead of customers / policyholders. They build relationships instead of conducting transactions. They offer solutions instead of sales. They attract customers instead of customers. People buy from them instead of the sale. They find opportunities cooperative instead of competitive obstacles. Think of the implications of these distinctions. We've always heard that people do business with people they like, and people like people who help. You've heard the term "Trusted Advisor"? That is what we are talking about. It occurs when you shift from the sale to help. Ask customers who are eager, others to you.

If you have the attitude of a professional and the focus from the product, guess who the focus falls on? You! They are the service that customers buy. You become valuable. They become a resource. You become an expert. Customers do not see, to insurance policies for answers, they are looking for you! One of the biggest challenges when it reaches that line of thinking is clear, what makes you unique, you can use them effectively to your prospects and customers. I am often with my clients to clarify the purpose and identify their unique strengths, so that their marketing and management is effective.

An interesting challenge we face is that we tend to downplay our strengths, especially when they come easy to us. We tend to take them for granted and we tend to assume that everyone has the same (or better) abilities. A very revealing exercise I often ask clients to do is to ask five people who they know, for five characteristics, which it awards, what they do. (My suggestion is to ask the people who are not family. Ask clients, friends and employees.) You will be surprised at the results. I think that the answers fall into three categories. 1) You'll hear things about you that you and everyone else already knew and thereby wants to get confirmation, 2) You'll hear things that you already knew but did not think anyone else noticed, giving you new insights as to what people notice and value, and 3) You'll hear things that you never knew about yourself, things that never occurred to you to be a trait that others would value.

These characteristics and findings are the things you apart from everybody else out there. These are the things that people do business with you. These unique traits will help you be more effective as you contact new prospects, present your ideas, and generate referrals.

I think that if people are not aware what they are apart and are not clear about their purpose (Inotherwords why they do what they do) they are leading at the end with their products and their company. They rely on the strength and credibility of others instead of leading with themselves. The goal of every professional should be credible in their own right. That does not necessarily always be the foremost expert in their field, but it means to be excellent at what they do as a professional - to help others. It means new ways to help. It can also mean helping in ways other than with insurance. You can become a source for information or a source of networking contacts within your community. They offer advice in other areas of business or life (other experts are more than happy to provide you with articles and insights you can).

The crux of the matter is the sale of insurance and help people. It has been said that people do not care how much you know until they know how much you care, and it is true. The interesting result is that if your focus from the distribution and place it on the help, you will be more customers, more recommendations, and sell more insurance. Life is beautiful ...

Written by Michael Beck, "The Insurance Coach". Michael, at Executive Coach and Recruiting Activist, helps insurance professionals succeed faster and easier. He can be reached at 877-977-8956 or mbeck@theinsurancecoach.com You can learn more about his work at: http://www.TheInsuranceCoach.com You can subscribe to his newsletter at: http://www.theinsurancecoach. com / Subscribe.htm (C) Copyright 2006 Exceptional Leadership, Inc.