STRESS
MENTAL TENSION RESULTING FROM THE GAP BETWEEN AN INDIVIDUALS EXPECTATIONS AND REALITY
THE BIGGEST OBSTACLE IN A INSURANCE AGENT CAREER IS THE FEAR OF REJECTION WHEN APPROACHING A PROSPECT. THIS CAN BECOME STRESSFUL WITH ALOT OF REJECTION. THE STRESS THIS CAN CAUSE IS UNBEARABLE. TO OVERCOME THIS OBSTACLE IN YOUR CAREER ASK YOURSELF. WHAT'S THE WORST COULD HAPPEN? THEN COME UP WITH A SOLUTION TO THE PROBLEM. TO MAKE A REJECTION NOT A FEAR NO MORE, ALWAY REMEMBER ONE REJECTION ISN'T THE END OF YOUR CAREER.
I HAVE HAD MORE REJECTIONS IN MY CAREER. I STAY POSITIVE AND REMEMBER THESE 2 IMPORTANT THINGS. YOU CAN'T SELL:
1. POVERTY
2 IGNORANCE
THAT'S HOW TO OVERCOME THE REJECTION TO NOT BEING STRESSED IN THE INSURANCE INDUSTRY.
SELLING POVERTY AND IGNORANCE CAN CAUSE STRESS WITH CHARGEBACKS. FORCING SOMEONE TO BUY BECAUSE YOU HAVE TO MEET A GOAL AND HAVEN'T WORKED LIKE YOU SUPPOSE TO IS STRESSFUL.
SCENARIO:
SUSIE THE CLIENT MAKES UNDER 20,000 A YEAR. YOU DONE A FNA YOU SEE THAT SHE DOESN'T HAVE HE RIGHT AMOUNT OF INSURANCE FOR HER NEEDS. YOU GIVE HER A PRICE FOR A BURIAL POLICY. AND SHE TELLS YOU JIM I CAN'T AFFORD THE INSURANCE RIGHT NOW. YOU NEEDED TO MEET A GOAL SO YOU USED HIGH PRESSURE SALES TECHNIQUES. AND 4 WEEKS LATER IT LAPSED BECAUSE THE CHECK BOUNCED FOR 50.00. SO NOW YOUR IN A NEGATIVE OF 5,000 AND YOUR STRESSED BECAUSE YOU CAN'T GET PAID UNTIL YOU GET OUT THE NEGATIVE.
IN THIS CASE: WHAT SHOULD YOU OF DONE WHEN SHE SAID SHE CAN'T AFFORD THE INSURANCE RIGHT NOW?
OPTIONS
1. DID YOU SHOW HER THE PRICE OF CREMATION OR JUST THE BURIAL?
2. DID YOU ASK HOW MUCH COULD YOU AFFORD? WE CAN WORK ACCORDING TO YOUR BUDGET.
REMEMBER YOU JUST GAVE HER A QUOTE OF 50.00 AND SHE SAID SHE CAN'T AFFORD THAT PREMIUM.
3. DID YOU GIVE HER YOUR CARD AND ASK HER TO CALL WHEN SHE CAN AFFORD THE INSURANCE AND ASK FOR A REFERRAL?
EVERY CLIENT DON'T HAVE TO BE A SELL.
STRESS CAN MAKE YOUR LIFE MISERABLE AND DEADLY. ALWAYS REMBER:
DON'T SELL POVERTY AND IGNORANCE!!
BY: MISS BELINDA ANN SCOTT
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