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What Insurance Companies Don’t Tell You

By: Cheryl A. Clausen

Bob had been an agent about 18 months and he was free falling. When he was recruited his sales manager assured him he’d be making $100,000 a year in no time. After all, he was already a successful sales person. It was just a matter of moving from selling a tangible product to selling an intangible product, right?

Bob’s sales manager failed to mention a few things. Like how many new agents earn $100,000 by the end of their first year, and the number of new agents still in business after two years. Bob’s recruiter never mentioned that the insurance company doesn’t expect more than 3% of the new agents to last more than two years. He also didn’t mention that Bob’s experience of earning around $20,000 his first year and then earning even less in year two really isn’t uncommon.

The insurance company recruiter didn’t mention that the insurance company wins whether Bob makes it or not. They know Bob will sell his family and friends and few others. They also know that once Bob is out of the business they’ll continue to receive their premiums and won’t have to pay Bob his commission.

Unfortunately, once you hit the free fall stage like Bob you run out of time before you can save yourself because you simply don’t have the money to continue. However, there are a few things you can do to avoid sharing Bob’s experience:

* Learn how to promote yourself so you consistently attract highly qualified prospects to you

* Position yourself as a trusted adviser rather than a dreaded salesperson

* Uniquely package your services increasing your clients desire to work with you

You don’t even have to know how to do these things better than anyone else. You just have to do them well enough to produce some results. After that you have the luxury of making improvements. It isn’t that top producers do things so much better than everyone else. It is that top producers consistently do the little things that ensure their success when everyone else doesn’t.

Article Source: http://www.articlekingpro.com

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