Two truth's you have to know about insurance and the buying process: 1) Insurance is an "invisible" product to many buyers; and 2) Buyers buy with their emotions, not with their logic.
Don't depend on facts to sell something that can't be "seen" by your prospect. If you do, you will lose to the agent who knows how to use those facts to tell an effective story - one that grabs the insured's emotions.
Which is more likely to sway your prospect? A lot of facts about what an umbrella does and how cheap (relatively) it is, or a real-life story about someone who was able to avoid financial devastation simply because they took your advice and protected themselves with an umbrella policy.
Because we are empathetic people, a true account will hold the client's attention and allow their emotions to convince their logical side to get the necessary coverage. This same truth applies to all coverages - personal and commercial.
This 3-part, 12-hour course tackles an area necessary for sustaining and improving successful agency management and will provide key solutions to running your agency more efficiently and profitably. Regular Price: $897Just $497 Today »
Learn about client privacy laws and regulations as well as recommendations for steps that will improve your agency's ability to protect your client's proprietary information Regular Price: $129Just $89 Today »
This session provides the student with a strong understanding of the insureds' professional liability exposures. These exposures differ radically from the usual general liability exposures; further, some very unexpected classes of business are subject to professional liability claims. Regular Price: $129Just $89 Today »
Marketing Tools
You are the star when you give your client a copy of this booklet!
Answers to 12 of the Most Commonly Asked Workers' Compensation Questions
Order these unique workers' comp minibooks to hand out to your clients
The idea of combinability seems rather simple, the mechanism of combinability can be rather complex. Who is combinable? How many ways is "majority interest" created? Who should make the final decision regarding combinability?
Instructed by: Chris Boggs Date: Thursday, April 18 Time: 10:30am PT / 1:30pm ET Length: 1 hour
No comments:
Post a Comment