Insurance Producers - What Business are You In?
Insurance Producers - What Business are You In?
Veteran producers who have figured out what business they’re in recognize your naivety and empathize because they were in your shoes when they first started too. This isn’t a problem specific or unique to the insurance industry. It’s a problem faced by every new service provider.
The business you think you’re in and the business you’re really in are two very different businesses. To help you better understand what I mean I want to use a generic example. For simplicity assume that white boxes represent any policies or financial instruments you might sell.
You’re excited about your new business. You want to control your own destiny, and you want to earn a good living doing it. To make that happen you have to find people to buy your white boxes.
When you meet prospective new clients and they ask what you do you reply you sell white boxes. Somehow no one is impressed. When they ask what these white boxes do you eagerly tell them how these white boxes are the answer to everything.
When you meet with prospective clients and ask questions you’re listening for which white box would be best for that particular prospect. As soon as you identify the right white box you present it as the solution your prospect needs. Then you can’t figure out why they don’t want to buy your white box, indeed a very perplexing problem.
In spite of your good intentions you’re making it far more difficult to sell insurance than it needs to be. People don’t want white boxes. They don’t want to be told what they need. They don’t want to be shoved in a white box like everyone else.
Selling insurance gets a whole lot easier when you understand you aren’t in the business of selling white boxes. You’re in the business of helping your clients get the outcomes, results, and solutions they’re already looking for. Trying to create a need is a recipe for disaster.
Fulfilling a need that already exists is a recipe for immediate and long-lasting success. What business are you really in? You’re in the business of knowing what your best prospects already know they want and need. You’re in the business of helping them articulate the solution they want, and then showing them exactly how they can get it. You’re in the business of turning challenges into fulfilled outcomes.
Insurance Producers What Business are You In - To learn more about this author, visit Cheryl A. Clausen's Website.
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You probably think that’s a pretty stupid question. You’re in the insurance and investment business. Oh, really?
Veteran producers who have figured out what business they’re in recognize your naivety and empathize because they were in your shoes when they first started too. This isn’t a problem specific or unique to the insurance industry. It’s a problem faced by every new service provider.
The business you think you’re in and the business you’re really in are two very different businesses. To help you better understand what I mean I want to use a generic example. For simplicity assume that white boxes represent any policies or financial instruments you might sell.
You’re excited about your new business. You want to control your own destiny, and you want to earn a good living doing it. To make that happen you have to find people to buy your white boxes.
When you meet prospective new clients and they ask what you do you reply you sell white boxes. Somehow no one is impressed. When they ask what these white boxes do you eagerly tell them how these white boxes are the answer to everything.
When you meet with prospective clients and ask questions you’re listening for which white box would be best for that particular prospect. As soon as you identify the right white box you present it as the solution your prospect needs. Then you can’t figure out why they don’t want to buy your white box, indeed a very perplexing problem.
In spite of your good intentions you’re making it far more difficult to sell insurance than it needs to be. People don’t want white boxes. They don’t want to be told what they need. They don’t want to be shoved in a white box like everyone else.
Selling insurance gets a whole lot easier when you understand you aren’t in the business of selling white boxes. You’re in the business of helping your clients get the outcomes, results, and solutions they’re already looking for. Trying to create a need is a recipe for disaster.
Fulfilling a need that already exists is a recipe for immediate and long-lasting success. What business are you really in? You’re in the business of knowing what your best prospects already know they want and need. You’re in the business of helping them articulate the solution they want, and then showing them exactly how they can get it. You’re in the business of turning challenges into fulfilled outcomes.
Insurance Producers What Business are You In - To learn more about this author, visit Cheryl A. Clausen's Website.
Like this article? Share it with your friends
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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