Insurance: Focus on People's Needs Not Sales

Everyone in the insurance industry needs to focus on servicing clients. If you are unable to this, you should find a new career. Your number one goal must be centered around your clients, because bad service travels just as fast as good news.

Even if you are not technically an owner, you need to maintain an insurance agency that resembles a sole proprietor. You are responsible for your own reputation. Therefore do what is in your client's best interest. Otherwise, you can destroy your own business and credibility by not addressing your clients' needs.

Sometimes you have to walk away from sales. It can be a painful experience; however, it is better than being later served with a subpoena. Also, you should make all of the necessary recommendations, even if you risk losing a sale. If the analysis states your client needs disability insurance, your job is to explain why this client needs this insurance. Ultimately, your client needs to accept or reject your recommendations, instead of you.

Always keep your eye on your client and not your wallet. It is critical that you make recommendations in your client's best interest. As an insurance agent, it is your job to be a true professional when making recommendations to your clients.

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