Salesmanship: The essence of an agent

Posted on: Tuesday, August 27, 2013

For insurance agents, years in the business often changes how they perceive themselves professionally. At one time, when they first became an agent, industry professionals may have more closely identified with being a salesman. However, now that they've been selling policies for as long as they have, this viewpoint may have shifted to one that's more insurance-focused.

But, according to ProducersWEB contributor Ed Morrow, it's high time that agents went back to their roots and align with what brought them success to begin with - salesmanship.

The reason why this shift in focus is important is because all too often, agents get bogged down in the insurance marshlands of paperwork and policies, where the focus isn't so much on the person but what the plans are that their customers purchase. Where attention ought to be placed is on insurance customers, which is the hallmark of the salesman.

Morrow related a story of a colleague of his who had unwittingly gone astray from the salesmanship focus, and how he helped him to get back on track.

"As you gravitate from primarily selling products to becoming a provider of sophisticated financial advice and service, it is easy to forget that from the very beginning, you are still a salesman," said Morrow. "The only difference is what you sell. When you make careful and professional preparation, it will produce significant results."

Channeling one's mindset more toward the customer reaps a substantial amount of reward as well. Morrow stated that agents will be able to increase their fees, improve their closing ratio, gain more referrals in their insurance prospecting efforts and may even enhance their own self-confidence.

"Not only will you feel better, but you'll also soon feel richer," he said.

It's little wonder insurance agents choose the profession they did. According to U.S. News and World Report, it ranks in the top 10 best business jobs and is among the top 50 best careers overall, providing a great deal of flexibility and upward mobility.

Posted In: Insurance News, Sales Techniques

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