The Importance of a Good Fact Find

07b - 1920's Farmer's Insurance Agent (E)

Image by Kansas Sebastian via Flickr

I don’t necessarily believe or implement everything I read or hear about marketing.  I have a certain strategy that produces the numbers I need to reach my goals.

Also, after years of hearing preachers and other authority figures flap their gums just to hear themselves talk, I have become a little skeptical of things I hear.  Right now it is not so much preachers as it is politicians flapping their gums like they were experts in something they don’t know squat about.

Whether it is from a preacher or a politician, I can’t stand to be manipulated.  If the truth were told, I think most people don’t like the feeling of being manipulated.

As insurance agents, what we do is logical.  We do not have to be “high pressure” sales people and attempt to manipulate people into buying our products.

If we do a good job fact finding we will find out what our prospects need and how much they can afford.  If we are able to get their agreement on what they need and find a way to use our products to meet their needs at the price they told us, there should be no reason for manipulation.

It is a good thing for every insurance agent to learn all the techniques for handling objections that insurance companies teach.  If you do a full fact finding up front and learn what they want/need and how much they are willing to pay for it, as long as you find a logical solution using your product, you should never have to use those techniques.

If you did a full fact find before presenting your product and still have to handle an objection, it is probably because you confused your prospect when you were explaining to them.  Their questions are not really objections but an expression of confusion.

People do not like to feel like they have been manipulated.  Insurance is supposed to give people peace of mind, and not leave them with buyer’s remorse.  A prospect who feels like you have solved their problems will remain a loyal client for years, refer you to friends and family and give you the benefit of the doubt when you screw up.

A prospect who feels manipulated will lapse his policy within a year, speak negatively about you to friends and family and potentially haunt your dreams at night.

Now that you are an adult, it would be wise to remember the lesson your parents tried to teach you as a kid.  “Do it right the first time and you won’t have to redo it.”

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About The Insurance Barn

Husband of 1, father of 2, health insurance agent and insurance trainer.
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