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Prospects don’t need to be educated; they need relief from their pain.

Many independent insurance agents, both new to the industry and established agents, at some point find themselves asking the question: “Should I join an aggregator or agency network?”

Where calls, emails, and social media were originally meant to enhance the in-person conversation that took place, they have instead replaced human interaction altogether. I find this to be especially prevalent in commercial lines business, as many agents are tempted to simply go through the phone book and call the businesses you’re targeting in the area, instead of just visiting in person to make the sale.

Sales isn’t just about unloading your product to consumers. It’s about finding a pain point and fulfilling someone’s needs or wants – your job as a salesperson is to dissect your customers, identify what that need is for them, and find a way to fill it.

Many independent insurance agents, both new to the industry and established agents, at some point find themselves asking the question: “Should I join an aggregator or agency network?”

Many independent insurance agents, both new to the industry and established agents, at some point find themselves asking the question: “Should I join an aggregator or agency network?”

Travelers Insurance

Josh Seibert, Sandler Training

The STORY:

How many salespeople have the guts to state, “Off the record, since you have decided not to buy . . . what are you really looking for?”

As insurance agents, we are our clients’ first line of defense against all sorts of risks. It’s our responsibility to inform them about every threat facing their business and encourage them to protect themselves. So why are so many businesses going without cyber insurance?