From my experience there are a number of stages life insurance agents go through when they come into the business.
1. Enthusiastic Amateur – This person is just starting out in the business and doesn’t know very much about it. This agent is very excited about the possibilities of working in the industry but lacks the knowledge to make the sales.
2. Total Gobbledygooker – An agent hits this stage of business when they try to sell a product they don’t know just because they hear about another agent doing it. When you don’t have a lot of experience with a product you end up talking total “gobbledygook.”
3. Sophisticated Confusion – This happens when an agent knows very little about a market but feels they can develop long sophisticated reports that ultimately confuse everyone involved!
4. Utter Simplicity – Once a salesman has gone through the first three stages they finally understand the marketplace and come to realize that simple sells. The simpler you make it, the more the client will understand it and the more sales will be made.
Once you hit the forth stage and learn that simplicity sells, you not only qualify for MDRT but also Court of the Table and in turn Top of the Table. So don’t lose your way if you are in one of the first three stages – the best is yet to come.
