Insurers have a ton of products to meet your every need or fear
The book title is misleading for what I want to say. Insurance companies and agents are great at what they do. And in my opinion is great at marketing fear. Fear of death? Life insurance. Fear of cancer? Critical illness plans. Fear of house burning down? Home insurance plans. There was a good one too: fear of having prenatal issues? Pregnancy insurance. The insurers do "turn your fear and indecision" into make you buy plans with "confidence and action".
Not to say insurance is bad. I did not start this blog to smash my own rice bowl. Insurance is needed by everyone, it is just a matter of who needs what and how much. So be careful of what your agent (over)sells you.
Back to training. We had a whole lot of products for every other occasion. This also means that we had to be sure of our products as well. What this plan does, how long, what can be added on ("riders" for those familiar with the term). There was non stop training and retraining on the products and how to sell them. It was not all about simple money making in this industry.
I praise myself but I think all good agents are very sharp people. When they say "we listen", they really listen out to clues, opportunities and chances to bring up a relevant product. Inject that little fear or thought in your head. Let it festers. One of my seniors taught me at the end of every appointment, even after I have sold a product on that appointment, to also insert another need or fear into the client. Like planting seeds for the future.
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