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Insurance: Focus on People's Needs Not Sales
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Insurance: Focus on People's Needs Not Sales
Every week in the insurance business you need sales in order to survive. Otherwise, you will see a reduction in your paycheck. Despite the need for products sales, the ultimate goal should be to help your helps.
Everyone in the insurance industry needs to focus on the people they service. If you are unable to this, the bare minimum, then you should leave the industry. Your number one goal must be centered around your clients, because bad service travels just as fast as good news.
Yes, I recognize that most in insurance sales are business owners. Even if you are not technically an owner, you need to maintain a practice that appears to a sole proprietor. Do what is in your client's best interest? So what if you do not make the big sale today? You can destroy your own business and credibility by not focusing your energy on the needs of the client.
Sometimes you have to walk away from sales. It can be a painful experience at first, however it is better than being served with a subpoena. Therefore taking money when the client is vulnerable or not making a good decision, can get you in trouble.
Also, not making all the necessary recommendations for the sake of one sale is not right. You as a individual insurance professional, must put present your research on the table. If the analysis states your client needs disability insurance, then it is your job to explain this to your client. Then the burden is on your client if they say no to your recommendation.
Always keep your eye on your client and not your wallet. It is critical that you make recommendation in your client's interest. Be a true professional by being bold in your recommendations.
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