In almost every industry with different levels of workers, there is name negativity. In other words, a job title can sound terrible or distinguished. Of the following choices, which you prefer telling your friend that you have living next to you? Would it be a “garbage man”, “trash collector”, sanitation specialist, or an environmental protection specialist? Society and your prospects put value on a job title.
If you purchased an insurance book on words that sell, insurance agent or insurance sales agent would never be mentioned. And for a very good reason.
Insurance salesman or insurance agent has as many or more bad connotations than other occupations. Creating a negative impression with a prospective client is what happens if you call yourself an insurance agent. Never choose insurance representative or special agent, as these are also regarded in the same manner as agent.
.A popular Sheryl Crow song is titled, “A change will do you good”. Just by changing what you call yourself, will give your confidence an emergency boost in confidence. Moreover, confidence means more sales results. The Pros do not call themselves insurance agents. Professional sales pros create results where there was nothing before. To achieve this, the prospects trust and belief in you must be obtained immediately.
As of today, you are no longer an insurance agent. The word “agent” sounds like you are a robotic slave under an insurance company. You are not a clone, but a unique sales individual who is a determined professional. Your clients detest most sales agents, yet want to deal with those that are the best in their field. What you call yourself, can determine how quickly you build your prospect trust in you and your product.
Selling starts before you ever begin making your presentation is made. Many insurance pros sell themselves and their abilities long before they get into product details. They put in plain words why they are not a plain vanilla insurance agent. Also, they explain how they are like a surgeon performing an exact procedure when in comes to choosing a ______ product. In turn, they end up with prospects anxious to purchase their product before they can even “sell” it.
Is this not where the situation you should strive to be in?
Like picking a different outfit to where that suits you best, make your insurance identity best fits you and your qualifications. Some of the ones I have used, and find most practical include the following insurance references. First would be “account executive”, which would fit in more with financial products. Personally I feel marketing adviser makes the prospect more comfortable. The word “executive” sounds like a lecturer or instructor while “marketing adviser” seems more like someone assisting you to make the proper decision.
I believe a prospect would pick an insurance specialist as opposed to an insurance expert as the person to talk
to. An expert sounds like a possible know it all, where the specialist seems very dedicated to knowing all about a product from the prospect’s point of view.
My two personal favorites are “ ______ product advisor” and “ ______ product consultant”. Both of these skip the word insurance and emphasize directly the product you will be offering. It could be an annuity, term life insurance, medical coverage, long term care, Medicare, retirement plan etc. Whichever it is, your prospects feel like they are working with you on a joint venture to find the solution. This is the ultimate place where you want to be. To the prospect the scales seem balanced, but in reality they are heavily leaning in your favor.
“Insurance agents” never get far enough to reach this situation. They want to sell the prospect and battle objections. When I quit being an insurance agent, and quit fighting objections, I no longer sold insurance. I let prospects sell themselves, while I merely worked with them to find the solution. When I became a product advisor and product consultant, my closing ratio and income soared. These 2 keywords alone opened up many more opportunities.
Now that you are no longer an insurance agent, what respectful replacement name will you use? It all starts with a name change, and ends up with a successful career.