Insurance Journal's Academy of Insurance
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To succeed in the future insurance world, agents must transform themselves from “transactional” processes to “consultative” selling.
This 3-part series is broken down to three, 1-hour sessions which may be viewed at your convenience.
Selling insurance has dramatically changed over the past several years. The days of merely saying, “we have great markets,” “we have a special program” or “we have great service,” as an effective method for attaining new clients are long gone. It’s rare that your competition does not have access to the same insurance carriers as you, and they often make the same promise of service. This turns insurance into a commodity, and lowest price wins that game.
Professional agents must change with the times. Agents cannot differentiate themselves and compel decision makers to change with their insurance products using the same old methods. To succeed in the future insurance world, agents must transform themselves from “transactional” processes to “consultative” selling – or face significant risks to their career and livelihood. The consultative agent changes the rules of the game, takes over the game and separates themselves from the pack of transactional agents. Decision makers discover a new way of engaging with insurance professionals and dismiss the “we have great markets” agents. When done right, the consultative agent eliminates their competition. Participants in this webinar will learn: