Knowing Who You Are
September 24, 2008
Every now and then I will be surfing the channels and come across one of those nanny shows. You know the type, the parents cant control the kids and they call in the nanny. At the end of the show the nanny saves the day and the family lives happily ever after. The premise of the show is simple. Identify the problem and fix it. Usually the problem is that mom and dad are too busy being best buddies to the kids instead of being a parent. As a result the kids are kids and end up running the house.
What does this have to do with selling health insurance? Everything. Too often an agent is afraid of being who they are, and they want the caller to like them. As a result, the caller maintains control of the call, and unless the caller offers to purchase, the deal never gets done. With that being said, I pose the question, Do you know who you are?
Think about it, if you want legal advice who do you go to? Aunt Jenny? No, you go to a lawyer, the recognized expert in the field of law. If you need your car fixed, who do you go to? The butcher? No, you go to a mechanic, the recognized expert in their field. When people need help finding a health insurance solution for their family, who do they go to? They come to you, the recognized expert in your field. That is who you are.
You are a highly trained licensed professional. You are an expert in your field. You have been educated I your product. You know your health plans better than anyone else. The recommendations you make are factually based on the information you are given, and because you are the expert, you can say with confidence that your recommendations will be the best for your clients. You are the person that solves health insurance problems for people everyday. You are the insurance agent.
Today, as you are on the phone, keep in mind that the caller is talking to you for a reason. They have a need, and they have called you, the professional, the recognized expert in your field, to get help. I implore you to help them. Set the expectations of the call. Let them know upfront what process you are going to follow. Let them know that you are going to ask some questions, get a quote, and then take the application. Then, ask the probing questions. Uncover their need. Get them the quote, and take the application.
You can do it. As always, if you have any questions, please contact me.
J. Timothy Clark is the founder of the Clark Insurance Brokers. He specializes in helping small business owners, Real Estate agents and brokers, individuals with health problems, find health insurance for their peace of mind.
Hailing from Orlando, Florida, he is married to a beautiful wife and has twin boys.
You can call him directly at 407-443-8523, email at jtimothyclark@cfl.rr.com and check out his website at http://www.clarkinsurancebrokers.com
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