Stick with me on this one! I was enlightened around this concept and it directly related to our industry of Insurance in fact probably can apply to any Sales Industry/Business.
I understand that some of my readers have the ability to represent multiple carriers and there are many of you that represent a single Carrier, either way the concept that I will explain today will apply to you.
The Insurance Industry is a model of products that cover expansive price points, expansive coverages, expansive riders, exclusions and endorsements. That is true in probably every industry.
The title of today’s message spoke to me as I evaluated the Insurance Agencies I have had the ability to coach. They build their business, their revenue from the products that they sell YET many of them don’t even own their own products! How is that possible? Imagine for a moment you are working at that High End Retailer, selling Gucci, Louis Vuitton, Chanel, Ralph Lauren, Coach etc. while you are wearing Walmart brand (nothing against Walmart, proving a point). Do you see the disconnect? You are trying to convince your prospect to purchase your products BUT you, yourself don’t even own them. In Insurance they may not notice or know that YET I assure you that your energy and confidence shows it. You are lying! Sell me something, make a commission from me and you don’t believe in it enough to own it yourself, I CALL YOU A LIAR!
Can I find cheaper products in the marketplace than the Carrier/s I represent, 100% I could. The reality is BELIEF, belief in the products enough to utilize them to cover my family, my assets, my future. If I believe then I am not lying to my clients/prospects when I ask them to do the same.
THOUGHTS TO PONDER TODAY: Is there an area of your Agency that is struggling in Sales, i.e. Life, Commercial, Health, Accidental, Auto? If so, is there a possibility that you don’t believe in the products/pricing yourself and thus can’t convince your prospects/clients to purchase? If you were gone tomorrow, would your loved ones be shocked that you don’t have Life Insurance through your Agency, when you built your Business on those products? Are you wearing Walmart while working for Nordstrom and until today didn’t see the disconnect? Do you believe in yourself and your products enough to own them or ARE YOU A LIAR THAT SELLS IT TO OTHERS WHILE YOU DON’T OWN IT YOURSELF!
John Lucero, is a successful business owner with over 20 years of experience in multi-line insurance agency operations for several major National Brands. With an expertise in Recruiting, Educating, Coaching, Developing and Product Knowledge, his passion and drive to ELEVATE Insurance Agencies to higher levels of success is what keeps him inspired about the future and motivated about making a difference.
