Name negativity is a problem in almost all industries with different worker levels. A job title can be either terrible or highly respected. Which of the following options would you choose to tell your friend living next to you? What would you choose to be? A garbage man, a trash collector, a sanitation specialist or an environmental protection specialist. Your prospects and society place value on job titles.
As with all occupations, insurance salesman and agent have negative connotations. If you are an insurance agent, it is easy to create a negative impression on a potential client.
Sheryl Crow’s song “A Change Will Do You Good” is very popular. You can boost your confidence by simply changing the way you see yourself. Moreover, confidence means more sales results. Pros are not insurance agents. Professional sales pros can create results where none was before. This is possible only if you gain the trust and confidence of your prospects immediately.
You are no longer an agent for insurance. It sounds like an agent is a robot slave working under the direction of an insurance company. Your job is not to be cloned, but you are a sales professional who is unique. Clients hate salespeople, but they want to work with the best. Your brand is key to how fast you can build trust with your prospects and their product. You should never choose an agent or insurance representative.
Selling begins before the presentation is made. Insurance pros often sell themselves and their skills long before they dive into details about the products. They aren’t your average insurance agent. When it comes to selecting a ______ product, they explain that they act like a surgeon. They end up with customers who are eager to buy their product before they can “sell it”. Are you not in the right place?
Selecting the right name change is like choosing a hairstyle. These insurance references are some of my favorites. First, “account executive”, as it would more closely match financial products. Marketing adviser is more comfortable for me. The first sound like a lecturer, while the second sounds more like someone helping the prospect make the right decision.
A prospect will choose an insurance specialist over an expert to speak to about their insurance needs. A specialist sounds like someone who knows everything. The specialist seems to be very interested in learning about the product from the perspective of the prospect.
Two of my personal favorites are “___ product advisor” or “___ product consultant”. This skips insurance and focuses on the product you will offer. It could be an annuity or term life insurance, long-term care coverage, Medicare, retirement, or any other type of product. Whatever it may be, your prospects will feel like they are part of a team to solve the problem.
This is what “insurance agents” do not achieve. They believe they have the skills to sell insurance by using their company presentation manuals and a rehearsed speech. They are ready to sell and overcome objections.
I stopped selling insurance after I quit being an agent. I let my prospects sell themselves. I worked with them to find the right solution. My income and closing ratio soared when I became a product advisor/product consultant. Many more opportunities were opened by keywords.
