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How To Sell Insurance Using Powerful Stories By: Jason Hornung – President Jason Hornung Agency, Inc. I started off my agency career as a captive. If you've ever worked as a captive agent or are familiar with the corporate culture of captive insurance companies, you'll know how much of an importance they place on putting up big life insurance sales numbers. What's funny is that I've had the pleasure of working with two captive companies, one of them being the big dog that shall not be named. geez, I kinda feel like I'm writing a Harry Potter script here, but I. | How To Sell Insurance Using Powerful Stories By Jason Hornung - President Jason Hornung Agency Inc. I started off my agency career as a captive. If you ve ever worked as a captive agent or are familiar with the corporate culture of captive insurance companies you ll know how much of an importance they place on putting up big life insurance sales numbers. What s funny is that I ve had the pleasure of working with two captive companies one of them being the big dog that shall not be named. geez I kinda feel like I m writing a Harry Potter script here but I digress At each of these two fine companies I went through the six month agency training process. Basically they bore you to death with all sorts of stuff that doesn t matter one bit. .with hardly a passing thought on the rocks of this business like how to sell insurance Just like any home office they pump you up with product knowledge and computer system knowledge as if that s going to get a potential client to commit a few hundred bucks a month toward a life insurance policy Then they throw you out to the wolves and expect you to produce. I was a young buck of only 23 when I started my first agency so I really didn t know any better to think on my own. I jumped in and did what they told me to do. I d try selling life insurance to my prospects by talking about the features of the policy and then simply quoting price. I d get a couple sales a month doing this but it was nowhere near the production level the home office was expecting My District Manager would be calling me all the time asking why I wasn t selling more. It really started to wear on me. It sucks enough feeling like you are a failure but to be constantly reminded of it is even worse. Just so you know I m one of those extremely analytical types so I ended up spending a lot of time thinking through the process I was using to try and sell policies. And it didn t take long for me to come to the conclusion that it wasn t me that was a failure. It was the .