Insurance Salesperson Or Benefits Counselor?

Are you in the insurance industry? Do you help handle the finances and/or human resources in the company you work in? Do you work with other people in the insurance industry? Let me address each set of people and give everyone some free advice…

To the Insurance Industry professional…

How do your clients view you? Are you just a person there to sell them something or are you a trusted advisor who guides individuals based on their separate and personal needs? If your clients hesitate to

talk to you about their real needs, then you may be in the wrong camp. If you are truly the licensed professional that your certificate says you are, you need to take time to get the whole picture of each person you comes in contact with you before you start to suggest options that can fill those important gaps in their insurance portfolios. To get the whole picture of someone and their needs takes a little more time, but it sure does help you sleep better at night knowing that you did what you could to help them fill needs in their own individual lives and not just assume (because you had a great new product to offer) that they needed what you had to sell.

Human Resources/Company Owner…

Who are your vendors for insurance in your company? Better yet, who are your representatives for those vendors? Are they selling your people or providing them what they need? Are they there when you need them for something that does not involve selling something? If your vendors for something as personal as insurance decisions for your individual employees are not attuned to taking the time it takes to talk with your people and see where their needs are, you are doing your company and your people a great disservice. Watch out for vendors who change up representatives every few months. That is a sign of either a harsh work environment (high turnover) or company instability. Do your homework to keep you, your company, and your employees safe from the insurance vultures that are out there.

Insurance Colleagues…

In most people’s eyes, insurance is insurance. If you have partnered with someone to help you with your clients, be sure they have your level of expectations when it comes to integrity and professionalism. If you are not careful whom you pick to partner with, you could find yourself replaced in a company or worse…given a bad reputation because of something “that person you brought in” did.

If you land in any of these categories and would like to be sure you work with a professional person and organization, contact me and I am sure I can help.