Too many insurance agents are partying like it’s 1999. It’s time to upgrade the way we sell. If you’re still selling insurance the way that we sold insurance back in the eighties and nineties, you’re selling into a world that had no technology, very low consumer power, and no millennials. That style of prospecting, pitching, and closing doesn’t offer much that consumers can’t get on a website where prices are lower and ai is becoming more effective. Ultimately, that kind of selling is a numbers game and the numbers are getting harder and harder to come by, so the result over time is a lower value clientele. It’s kind of like a race to the bottom, competing on price.

The better path forward is to serve your clients. You want to educate and empower them and demonstrate your expertise, right? Build trust and confidence. Show them that you care about them. That’s going to empower you to get the information you need. Then you’ll be in a position to provide them with real value by giving them solutions to their problems that they’re going to want to talk to their friends and family about.

If instead of closing them, you help guide them down the path of developing a solution and help them close themselves, then you’re going to have access to all of their repeat business and to their referral business. If you drive your sales program this way, you’re going to end up with a higher value clientele that makes you more money, gives you bigger impact and gives you more freedom as your career and your agency grow. So try that on and let us know how it works, and of course we’re here to help.