“I just want to educate my clients,” says every insurance agent you’ve ever met.

It’s an honorable mission - if for no other reason than it takes the pressure off of the sale.

Or at least it feels that way to us as salespeople.

But the problem is people often don’t want an education.

Do I go to the dentist to learn how to fill a cavity?

I just want the pain to stop.

Do I go to the repair shop to learn how to replace a tire?

I just want the flat tire fixed.

Want to know the best way to know what your clients want?

Ask them.

“I know we’re all coming from a different place when it comes to buying insurance. I’d love to learn more about your experience in the past.”

And then listen.

“My old agent was super pushy.”

“I felt overwhelmed so I didn’t call him back.”

“I just went with the guy my neighbor recommended.”

“I just hate insurance.” (this one is my dad!)

What might happen when you meet them here instead?

I’d love to know an area of expertise that isn’t yours - but that you are grateful others have. Mine is in the comments!

P.S. If you’ve mastered the difference between claims made and occurrence general liability coverage and are the expert in coinsurance - but can’t find anyone who wants to listen - it’s time for us to talk.