Stop Selling Start Advising

ARE YOU AN AGENT OR AN ADVISOR? Episode 24 - How you position yourself with your clients makes the difference on being perceived as any 800 number or an ongoing valuable advisor. If you are an insurance professional, an agent bringing in new business or the principal of an insurance agency, this episode is for you. In this episode of the Business of Insurance podcast, we are talking about life insurance and other planning that everyone should be discussing with their clients. It's easy for us to tell people that we can save them money on their insurance, but what we are really doing is protecting them from a financial loss. Can you really put a price on doing that? Sell on Advice and you put yourself on the same level as an attorney and an accountant. We should be providing the same level of information that other professionals offer. You might already be doing this, but how consistent is your process?   IDEAS WE DISCUSS IN THIS EPISODE Look at the big picture. Get out of the commodity game Create resources that you can recommend to your clients Develop questions you can ask that will position you differently from other agents Create a system inside your CRM to prompt these questions Take classes on products outside of your comfort zone By doing the right thing as an advisor, you will actually save people more money than they could imagine because they had the proper financial instruments in place. ABOUT THE HOST This episode of the Business of Insurance is hosted by Debbie DeChambeau, CIC, AAI, CPIA. Debbie is an insurance agent with an extensive business and marketing background. Her focus is helping insurance professionals be more successful. She is the co-author of Renewable Referrals and hosts two other podcasts Business In Real Life and Divorce Exposed. Connect with Debbie on LinkedIn, Twitter or Instagram.