THE LEADER'S CIRCLE
Tips for the Young Professional
By Kitty Ambers, CPIA, CIC, CISR, NetVU CEO
We’ve got a lot of young guns in the industry today. Bright,
charismatic, driven and influential doesn’t even begin to describe them.
But as with every job, being a new comer can be daunting in itself.
Despite the fact that selling insurance is a whole lot different than
selling anything else.
Insurance can be expensive for some. But for all the young
professionals, keep this in mind: You aren’t selling insurance. Rather
you’re selling an idea, your trust and your word! And most importantly
you cannot do any of these without selling yourself first. A lot of
young professionals quit their careers in insurance too early because
they get overwhelmed by the perception that they are not meeting with
success. I personally, love to see young professionals thrive in our
industry. In fact even us veterans can learn a lot from their charisma,
their drive, their passion and their willingness to adapt.
For the young professionals in our industry, here are my top 5 suggestions for success:
1. OBSERVE EXPERIENCED AGENTS
Often, one can learn a lot through simple observation. Watch experienced agents as they interact with clients and prospects during appointments and at networking events. As you notice things, ask these veteran questions. Learn
from their challenges, observe how they handle objections, and watch
the different behaviors they display to effectively build relationships
with different types of individuals. While the veterans in
our industry may not be the ones to show you the latest app on your
iPhone, they have been around the industry for a long time. There is a lot to gain from simply conversing with them to learn their keys to success. Then, take the tips they share, and personalize them for your use.
2. EXCITEMENT IS VITAL
Have you ever watched a commercial that’s boring from beginning to
end? Can’t think of any right? That’s because almost every commercial is
lively, bubbly and packed with excitement, or you changed the channel
before it was over. People tend to gravitate toward excitement. Enthusiasm
is contagious. Find ways to stay upbeat and positive whether it’s
through music, meditation, motivational affirmations or exercise. Be a center of positive energy and it will overflow into your sales results.
3. HARD WORK WILL PAY OFF
Over the years I’ve seen some agents bow out of insurance simply
because their hard work didn’t bear any fruits in the time they expected
it to. In the insurance business, unless you are focused on single
product sales to a specific target market, if often takes time to build
relationships and comprehensive product knowledge. Finding your stride, and the balance between product knowledge and people knowledge, takes times. Work hard, but smart. Follow the examples that successful agents set. Don’t go trying to reinvent the wheel every time. Set goals; break those goals into daily action steps. Plan your work and work your plan. With focus on a daily action plan, your effort will turn into results. Remember to have a marathon, rather than sprint, mentality when it comes to long time success in our insurance industry.
4. DON’T TRY TO WING IT
Legendary, albeit controversial, basketball coach Bobby Knight said,
“It’s not the will to win, but the will to prepare to win that makes the
difference.” This is so very true. Remember those goals and the daily action plan? Be sure it includes time for learning and preparation. Understand the importance of that initial “fact finding” conversation with your suspect / prospect. If you determine that the account is worth working on, prepare your proposal presentation thoroughly. Take
into account the initial concerns uncovered during discovery
conversations, and be sure you’ve done your homework on the key decision
makers. When talking to prospects and customers alike, it
can’t be ad hoc. You have to know what to say and what not to say. Know
what words may put a prospect or client off and stay clear of them.
Initially, until you become more comfortable and practiced, create a
script for yourself. This helps you stay on point without talking too
much. Allow your prospects and clients to do the majority of the
talking; that’s how you learn what is most important to them. Take time to prepare and you’ll get lucky. Luck is when preparation meets opportunity!
5. SELL TO YOUR FELLOW YOUNG PROFESSIONALS
The Millennial generation is now the largest. This
target market segment can be a great source of business. Young people
are buying homes and cars, starting their own businesses or moving into
management roles, and they are determined to live exciting and fruitful
lives. These behaviors are clearly something that can be tapped into.
They are your peer group and you know exactly what to say to trigger a
conversation that can result in new business sales.
NetVU has a forum for young professionals in the industry. Check out our NetVU Young Professionals Chapter. This
dynamic group meets virtually and face-to-face throughout the year.
They are responsible for education sessions at our NetVU events and are
focused on the needs of the young professionals. If you have suggestions
for ways that we can help our members embrace the future of our
industry, please email me at [email protected] or call 800.456.7799
800.456.7799 FREE.