We’re probably all familiar with the classic Arthur Miller play Death of a Salesman. But are we all ready to admit that the “bad apples” in our industry could ultimately lead to just that – the death of the insurance salesman.
In my latest Senior Market Advisor column I take a look at the need for integrity in our industry, especially when dealing with senior clients. Seniors don’t want to deal with someone trying to close the deal or “any old salesman.” They want to work with someone with integrity and experience, backed by a strong, reputable company that is highly rated in the industry. More than any other age group, this generation places the utmost value on the integrity of the financial advisor.
We must find ways to instill these values in new agents as well as those that have been in the industry for a number of years. Getting involved in a mentoring program and joining a professional organization with a strict code of ethics, like the one in place for MDRT, are direct and tangible ways to demonstrate our commitment to our clients and our profession.
I encourage you to share ideas on how to uphold and promote the value of integrity in our profession and read the online column for more information.
