“Yes, I Sell Life Insurance”

You know as soon as people discover you’re an insurance agent they immediately form an impression about you that is a stereotype. Unfortunately, that stereotype is often negative.For Life Insurance agents, where the stereotype can be strong, I recommend you address the stereotype head-on. Here is what I mean- suppose you are asking a potential client to do a policy review Here is how I meet the stereotype head on:

“If I tell you I sell Life Insurance you probably think “plaid jacket” guy who is pushy and sells policies to unsuspecting clients, right?”

Then I pause. I want to give the person time to move the stereotype from their unconscious mind to their conscious part. They might even want to chime in about a negative experience they have had about dealing with “people like you”. That is exactly what we want. Now they are ready for you to explain how your business, your service is different. How your approach fixes the problem that everyone else in your industry has created.

“When we do our policy reviews, we always come back with three possible outcomes. One, we tell you can get the same insurance for less money. Two, we tell you you can get more insurance for the same money. Or three, we tell you that the policy you have is the best for you. That is a win-win-win for you the client. Doesn’t that make sense?”


About Jeffrey Berson

40 years in and around the industry has made Insurance a part of my DNA. I have had the pleasure of working with and for some of the greatest minds in our industry. My "Bersonal" View is an attempt to capture some of the best ideas, the best concepts and the best practices in a way that can lead to success for others. It will certainly be my point of view, so please...don't take it "Bersonal".
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