Stop Selling Insurance
Below is a MRR and PLR article in category Finance -> subcategory Insurance.
Stop Selling Insurance ?" Start Helping People
Whenever I conduct a workshop or speak to a group of agents, I begin by asking how many consider themselves in the business of selling insurance. Typically, about 25% raise their hands. My response is always the same: If you think you're in the business of selling insurance, you're setting yourself up for a challenge?"because no one wants to buy insurance!
People don't want to buy insurance like homeowners, auto, life, health, or disability. What they truly want are the benefits that insurance provides. If they could obtain these benefits without purchasing insurance, they certainly would. Therefore, if you're merely selling insurance, success may be elusive. However, if you focus on helping people, it's a different story.
You might argue that the difference is merely semantic, but emphasizing help over sales brings a fundamental shift in approach. This difference influences everything you do and how you do it. When you're focused on sales, your actions?"from the initial contact to the presentation, closing, and follow-up?"are driven by the product. Marketing, contacting, presenting, and follow-ups come from a company perspective.
Conversely, someone oriented towards helping understands that their service is the key, with insurance merely being the means to an end. Let’s explore this further. A sales-focused approach might be: "Mr. Jones, I'm Bob Smith with ABC Insurance Company. We have a range of products to meet your needs. I'd love to show you how our products can help." The focus here is squarely on selling products.
On the other hand, a helping-oriented approach might be: "Ms. Jones, I'm Sue Smith, and I assist people in protecting their assets and enhancing financial security. Is this something that interests you?" This individual positions themselves as a professional helper rather than a product salesperson.
Taking a professional, helping approach over a selling one has meaningful implications. Professionals help rather than sell. They build relationships instead of mere transactions. They offer solutions instead of pushing sales. Clients come to them instead of them having to chase customers. The aim is collaboration rather than competition.
These distinctions matter. People tend to do business with those they trust and like. You've probably heard the term "trusted advisor." This status is achieved when you shift from selling to helping. Imagine having clients eager to refer others to you.
By adopting a professional attitude and moving the focus away from the products, the spotlight shifts to you. You become the service clients value. You become a resource and an expert. Clients don’t seek answers from policies?"they look to you for solutions.
Understanding what makes you unique and being able to communicate this effectively is crucial. I often work with clients on clarifying their purpose and identifying their unique strengths to enhance their marketing and leadership efforts. Surprisingly, people often downplay their strengths, assuming everyone shares the same abilities.
A revealing exercise involves asking five non-family individuals?"clients, friends, or associates?"for five traits that make you excel. You'll likely discover three things: 1) Confirmation of widely recognized traits, 2) Acknowledgment of traits you knew but didn’t think others noticed, and 3) Surprising traits you never considered valuable. These insights differentiate you and draw clients to you.
When people aren’t clear about their uniqueness or purpose, they tend to rely heavily on their company and products. But every professional should aim for personal credibility. This doesn’t mean becoming the top expert, but it does mean excelling at helping others. It could involve helping in ways beyond insurance, like being a resource for community networking or offering advice in other life and business areas.
In summary, shift your focus from selling insurance to genuinely helping people. It’s often said that people don’t care how much you know until they know how much you care?"this rings true. By focusing on helping, you’ll attract more clients, generate more referrals, and, ironically, sell more insurance.
Life, indeed, is good when you prioritize helping over selling.
You can find the original non-AI version of this article here: Stop Selling Insurance .
You can browse and read all the articles for free. If you want to use them and get PLR and MRR rights, you need to buy the pack. Learn more about this pack of over 100 000 MRR and PLR articles.