Table of contents
- Why insurance?
- But I hate insurance!
- Thinking like an advisor.
- Be a student of your craft.
- Challenge yourself.
- Be a leader, not a boss.
- Control what you can control.
- Perception is reality.
- Show business
- Stage setting
- Practice being the best version of yourself.
- The “chair” problem
- Now what?
- Remember to re-apply for the job.
- Stay relevant to your clients.
- Stay passionate about what you do!
Confessions Of An Insurance Agent - From hating insurance to selling it! How I built a business using the heart and skills of a teacher.
by Allen Drew
When I committed to writing a book, I thought about what I wanted to say and who I wanted to hear it. I knew I wanted to share my journey to owning an insurance agency and I wanted to offer some guidance on operating an insurance agency.
I hope two groups of people will read this book. First, I hope my clients and prospective clients will read it and learn more about how I look at the insurance industry and how I view the nature of my relationship with my clients. Shopping for insurance is something most people avoid if at all possible. They approach the purchase of insurance on the defensive. Usually because their experience with insurance has involved salespeople that seem to be pushing them toward a purchase instead of guiding them in understanding what they need. I want my clients to expect me to educate them and to provide unique solutions for them because that is what they deserve.
Second, I hope current and prospective insurance agents will read this book, not because I need the validation, but because the competition in this business is so fierce and because the demand to sell, sell, sell causes many agents to cut corners, sidestep rules, and sometimes outright cheat to sell policies. I know agents can be successful when they educate their clients and build an advisor relationship. Yes, there will always be people in every sales industry, including insurance, that are only interested in the shortterm; those are the ones the rest of us have to protect our clients from. Hopefully, if you are already an insurance agent or are considering becoming one, there is an idea or two in here that will inspire you or confirm how you run your business.
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