Scott Simmonds - Insurance Newsletter

I occasionally visit the Insurance Journal's forum section. I like to see what's being discussed. Sometimes I post. Most of the time I lurk. There are always a great number of posts from new insurance people on how to get into the business. Some of the posting is pretty repetitive.

In the past, I have posted some stuff that really got the fur flying. I've also posted some ethics case studies that have been well received while getting some interesting comments.

For the umpteenth time this month I have been asked for insurance sales advice. The writer states, “I realize that I need to get to the Human Resources/Personnel department, but I am always stopped at the reception desk.”

That brings me to one of my rules of insurance marketing – HR is not your friend.

Frankly, the human resource department is almost never where insurance or benefit decisions are REALLY made. I've found few HR people who are real decision makers - they can say "no" but they can not say "yes" without approval from someone else.

Salespeople need to market to decision makers. Never sell without the decision maker in the room. You are wasting your time if you do.

You need to work with decision makers on a peer basis; you are their intellectual equal. Decision makers must see you as a valued resource.

If you are working with a decision maker’s subordinate, you are not the decision maker’s equal. You are a vendor. Vendors deal with underlings and are judged on price.

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Agents, is your book of business growing as fast as you would like? Is your retention as strong as others in your agency? Are you working longer and longer hours with little to show for it?

Consultants, is your practice thriving? Are you attracting the right clients? Any interest in working 75% of the time you work now while increasing your income?

New to the industry or changing careers? Get the best advise that will allow you to move forward quickly.

Comments regarding insurance policies or products in this newsletter do not constitute an endorsement. I accept no fees of any kind from any company mentioned in this newsletter.