FINERVATM

Insurance Selling in this Decade

Skills to Empower the

Insurance Agent

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FINERVATM

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Setting the scene for this evening

• Understanding Our Importance in Society

• Where do you stand today?

• What does the future hold for us?

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FINERVATM

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Our Role

• Buying Risk, not selling insurance• Providing Comfort when sick• Giving shoulders during grief

•And still make money out of it…

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The Present…

• Where do we stand in making money?

• Are we enjoying life or mere spectators to other people doing so?

• What do I need to do to get more out of life?...»WORK HARD???????????»BE THE BEST??????????»USE POLITICAL SKILLS????????

OR…..

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Dream... Think... Do...

BIG

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To quote Michelangelo

The greatest danger for most of us

is not that our aim is too high

and we miss it,

but that it is too low

and we reach it.

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The Future

Be a Businessman – not an Agent• Devote Time – Business has to be Your First

Priority• Employ Resources – Hire People for Non-value

Added Processes• Acquire Knowledge – Be Aggressive in Seeking

Knowledge

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The Future…

Consult – don’t Sell • Contact the Lead Immediately

(Goal: Become the prospect's first point-of-contact and beat out the competition)

• Ask Good Questions(Goal: Relax the prospect and get to know his/her needs)

• Listen Effectively(Goal: Find out your prospect's goals and decide how to best meet his/her needs)

• Provide Workable Solutions(Goal: Close the sale and gain a long-term customer)

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The Future…

Attitude• Set Goals – Your Imagination is Your Limit

Set SMART GoalsS – SpecificM – Measurable A – AttainableR – RealisticT – Time Bound

• Let Passion be Your Driver – Love, Fear, Hate, Pride

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FINERVATM

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The Future…

Develop Habits for Success

Your Habits are Your Future