From Heart Breaking to Record Breaking

Sales business especially insurance business is a tough business. It is not meant for faint-hearted. On the average 1 out of 10 insurance agents survive till the 4th year. The balance 9 agents walk out of their business and give up their dreams. Before you decide to venture into any sales business, you must understand…

Sales business especially insurance business is a tough business. It is not meant for faint-hearted. On the average 1 out of 10 insurance agents survive till the 4th year. The balance 9 agents walk out of their business and give up their dreams.

Before you decide to venture into any sales business, you must understand the rules of the game if you want to excel in this business. You do not want to be just an average salesperson. One of the rules of the game is that you must be willing to sacrifice your short term leisure for long term reward. There are no two ways about it.

Working hard alone is not enough, a salesperson has to face many challenges. In selling, the word a salesperson hates to hear most is “No”. Many salespeople react emotionally towards prospects who say “No”. The word “No” is a big blow to their ego and to their self-confidence. They simply interpret the word “No” as if their prospects do not like their face.

Is it true that when a prospect says “No”, he expresses his dislike against the salespeople? Unfortunately, many salespeople choose to interpret that way. Perhaps before we turn emotional, it is good for us to take a step back to understand why the prospects say “No”.

A prospect may say “No” due to a variety of reasons. She may say “No” because she does not understand the products or services you offer, she simply needs more explanation from the salespeople.

He may say “No” because he is having a financial situation, he needs some time to get the cash he needs to buy the products or he needs advice in a more affordable manner.

The prospects say “No” because they are still not able to see how this product or service can be of help to solve their problems, they simply need more explanation.

Many salespeople feel rejected when their prospects say “No”. In fact, if success is a package, rejection is an integral part of it. As if water is made from hydrogen and oxygen, water could not exist in the absence of oxygen.

Achieving success without going through the pain of rejection is like winning a tournament just because your opponent fails to turn up. You always have the doubt if you deserve the win and you do not enjoy the success.

Every rejection is one step forward to success. If your closing ratio is 1: 5 or on the average it takes you to see 5 prospects to close one case, then every “No” you get from your customer is one step closer to the close.

Instaed of feeling frustrated, we should celebrate every “No” we get. It simply means we are approaching a “Yes” soon.

We owe ourselves a duty to succeed in life. There is always a price tag attached to the reward we receive at the end of the day. The question we have to ask ourselves is “Are we willing to pay for the price?”

Armed with your mission, hold on to your dreams, stay focused on your goals and regularly recharge yourself with motivational and inspirational thoughts, you should be able to overcome challenges on your route to success.

Rejection is after all a perception. It is our interpretation of rejection that transforms us from being a victim to a victor, from heart breaking to record breaking.

Hot Way to Sell More Insurance

You have a burning desire inside you that leads you to act. This desire is so strong you seek out opportunities to fulfill it. It's so strong you immediately act on opportunities to fulfill that desire even when you've never thought about that opportunity before. Would not you like to trigger that burning desire in…

You have a burning desire inside you that leads you to act. This desire is so strong you seek out opportunities to fulfill it. It's so strong you immediately act on opportunities to fulfill that desire even when you've never thought about that opportunity before.

Would not you like to trigger that burning desire in your prospects? Would not you like your prospects eagerly taking actions and taking those actions now? Could you make that happen?

Yes, you can. Humans have basic desires they're driven to take action on. Some marketers refer to these almost irresistible desires as your hot buttons.

The key is recognizing those hot buttons and respecting that we are not all highly motivated by the same strong desires. That's not a problem though. You simply focus on those hot buttons that your service fulfills.

Here's a list of hot buttons that drive people to take action:

  • Winning
  • Getting ahead
  • Comfort
  • Making things easy
  • Fitting in
  • Making friends
  • Good health
  • Financial independence
  • Love
  • Authority and power
  • Pride
  • Making money
  • Saving money
  • Saving time
  • Safety
  • Self-improvement
  • Admiration

Think about how you present and talk about what you're selling now. If you're like most producers you talk about your product, your product's features, and yourself. You strike out on all three counts because none of those things trigger a hot button.

And because this is how you open the connection the other person immediately puts up a fence making it nearly impossible for you to get in. If you were in the ring with Mohammed Ali when he was in his prime you would not want to try and out dance him having to get in your knock-out blow before he had a chance to knock you out. No, you'd want to hit him with your best bundle as soon as possible.

You want to do the same with your prospects. Lead with the strongest hot button trigger associated with the output what you're selling produces. That way you enter the conversation and hold that conversation without the prospect putting up that fence that keeps you out.

More Sales – Unmatchable Insurance Sales and Marketing Strategy Selling Tips & Ideas

Insurance professionals obtain insurance sales and marketing strategy selling tips and sales ideas to make more sales and more income. Key sales and marketing strategy tips are provided for you to use. Selling Tips leading to more sales could be considered as a sales and marketing strategy ranging from deceitful to brilliant. Either way, the…

Insurance professionals obtain insurance sales and marketing strategy selling tips and sales ideas to make more sales and more income. Key sales and marketing strategy tips are provided for you to use.

Selling Tips leading to more sales could be considered as a sales and marketing strategy ranging from deceitful to brilliant. Either way, the one characteristic they share is psychologically persuading insurance prospects to buy products. Here is a four pack of unmatchable selling tips and sales ideas, choose will ones you want to implement in your insurance selling.

Insurance sales and marketing strategy tips and ideas

GREED SELLING TIP: The majority of people believe that people of wealth got there because of a magical short cut. Vast knowledge and hard consistent work is why they are where they are today. Greed is an non-evil emotional stimulant that pushed them along. They possess a strong desire to become financially secure as quickly as possible. These insurance prospects are experts as spotting con salespeople and those trying to appeal to their emotional needs of fear, pride, or anything but greed to obtain financial security. There are at least 6 key emotions used in a sales presentation. You have to press the prospects RIGHT button, all others have little value. The GREED, accumulating wealth-selling tip will increase more sales with these style prospects.

AUTHORITY SELLING TIP: While watching television. You have certainly heard. “3 out of 4 doctors in the _____ study recommend using ______. This is what you need to research about the product you are selling, the better sounding the source, like an insurance study; the more reliable you will sound. A prospective client tends to believe that if a study was done, then it must be true. This triggers the customer to also wanting to own this product. However, there is no need to make up a source or stretch the numbers. even use you own study. “In the last _ years my clients have chosen the ___ product by a _____ margin”.

LIMITED CHANCE SELLING TIPS : Using direct mail, you want to receive the highest number of insurance leads possible. This can be maximized further using a selling trick like this. “The first 71 people responding will receive this offer.” People do not like to feel that they are being left out of an opportunity. This does not only work in acquiring direct mail leads. Applying it during a sales presentation will also work .. After all, there are only so many prospects that you or going to see and sell in the next month, right? So you say “I am only going to have ___ more people in the next 30 days able to get in on this offer, right now you are being given the opportunity to be one of them.

VERY BUSY SALES IDEA. Prospects are much more apt to purchase from a professional salesperson with a busy schedule. Whatever you consider what I am going to present as an idea or as a Tip depends. If you think of yourself as a professional, it is a tip. Otherwise, you will think it is a sneaky trick. Think as you will, it rarely fails to help lead toward a sale. If you are ever going to become a sales professional now is the time to start! Professionals are busy selling, non-professional insurance salespeople are busy prospecting.

Here is the sales and marketing strategy: Find a large rubber band to wrap around a stack of 50 index cards or sales lead responses. Rough up the edges, so your pile looks well used. When you sit down at the table, before giving your presentation, you pick up the stack (with their name on the top) and gently plop them down. Then you say by saying something like this. “I am glad I am getting this opportunity to show you how my product should benefit you.” “I have been very busy, and I still have to see quite a few interested people.” Your prospect automatically realizes that this is their only opportunity to get what you are offereing .. Watch how few times you now will get the “I want to think it over” or other stop objections. More sales.

ADDITIONAL BONUS SALES IDEA. An easy sales and marketing strategy to increase prospecting lead response and get more sales is to give away something for absolutely free. Not be able to appreciate receiving something for free, especially if your client thinks it is of value to him or her, is potentially impossible to ignorep It also transparently changes the physiological feelings of you client (s). You are given the hard to achieve marks of caring, generosity, professionalism, and trust all at once. What a huge positive leap in to your sales presentation!

Your give-a-way must be unconventional and be of value. Base your gift value on increasing your closing percentage and upping the amount per sale. At a bare minimum, it should be worth $ 10 to $ 20 per sales presentation. Your gift has to be one that it immediately redeemable and useful. Here are selling tips and sales ideas which work extremely well. A gift certificate to a local pizza store is closely followed by gift certificates to the nearby gas station, or fast food restaurants. A great add on to these is for agents owning their own website. You can give them the website and page url to a “thank you” download page. They can download recipes, cookbooks, or saving money Ebooks. Your onetime investment is about $ 50.00

Remember your clients are more apt to buy based on their impression of you, than on the product you offer. Make yourself standout from other salespeople.

Agents of Insurance Companies Lie, Life Insurance Prospects Lie – Here’s Why

It is hard to visualize agents of insurance companies or wealthy life insurance prospects engaged in telling lies. To survive agents of insurance product selling try all kinds of techniques to make the sale. Few life agents do not salivate to make a nice juicy sale. Likewise insurance prospects tell lies to being pushed into…

It is hard to visualize agents of insurance companies or wealthy life insurance prospects engaged in telling lies. To survive agents of insurance product selling try all kinds of techniques to make the sale. Few life agents do not salivate to make a nice juicy sale. Likewise insurance prospects tell lies to being pushed into buying. Here is why.

BORN TO LIE

It almost seems we were born liars. However, it is the countless daily experiences with sellers and buyers that almost automatically triggers off a fast automatic response. These responses may be the total truth, or a lie to divert the subject and the subject matter that you might have no interest in. It is extremely frequent to have a situation where not just one party is lying. Frequently the life sales person and the prospective buyer both lie.

WHY AGENTS OF INSURANCE COMPANIES LIE

Life sales people are dishonest with their prospects for these three reasons:

Far too many life insurance agents carry dollar signs in their eyes. They worry either about making the money, or about the amount of money, they will potentially lose. The almighty buck rules when it comes to making a sale or not. If an undecided prospect situation occurs, exaggerated leasing about extra services or non-existent benefits can make an immediate sale a reality.

There are a multiple of sales reps that have an endless product portfolio of items to sell. Yet the agents of insurance companies may have only good product knowledge about the features and benefits of some of the product line. When a prospect is encountered where a different product fits the situation, problems arise. The prospect asks a few detailed questions that are not on the product brochure. The sales rep either attempts to save face, or eliminate embarrassment, by lying his way through. He tells the prospect what he thinks the prospect wants to hear. Instead of simply saying “I do not know the answer”, he is afraid of losing the sale.

Insecurity and empathy also causes additional life agent to lie. They look for the client to like and trust him. An agent feels trust can be obtained by telling lies and not being caught. The underlying problem however is not lying. The problem is that the sales person is insecure about not only himself, but his sales ability. To appeal more professional, he is willing to lie as much as it takes.

No wonder so many sales people, including life insurance agents, have become labeled as con artists, hucksters, snakes, and fast talkers. This sure puts a load of work on honest sales people to overcome this implanted image. The minority of sales people are successful. Could it then be conclude the majority of sales people are liars? YES

WHY LIFE INSURANCE PROSPECTS LIE

They feel sales people constantly lie to them, so why not get the upper hold and lie first. A lie can get can certainly get them out of a pesky sales call. Another lie will work when trying to be sold a product they are not even remotely interested in. Prospects also lie when the agent of insurance uses an overly quick sales pitch to get them to commit themselves. Liars are not buyers .

Honesty is the best policy, absolutely meaning the maximum sales potential is obtained without either party lying. You do not need a prospect that lies. Your prospect will not buy if he discovers you are a liar, you will not have a buyer. For agents selling insurance developing a trust relationship with your life insurance prospect before starting the presentation is the key.

Why $100,000 Income Insurance Marketers Are Rarer Than Prime Rib

WHY INSURANCE AGENTS FAIL 85% of new insurance agents vanish within their 1st 18 months. A blueprint pattern for failure usually emerges. These agents enter insurance fed with high expectations of a great income. However, agents waste 80% of their time prospecting to find the right prospects. They are never given the proper methods or…

WHY INSURANCE AGENTS FAIL 85% of new insurance agents vanish within their 1st 18 months. A blueprint pattern for failure usually emerges. These agents enter insurance fed with high expectations of a great income. However, agents waste 80% of their time prospecting to find the right prospects. They are never given the proper methods or tools. Because of this, so little time is spent on presentations. As a direct result, the sales made result in an income too small to survive on.

Providing a quality lead system can save up to 50% of the agents from fast failure.

WHY INSURANCE MARKETERS FAIL Amazing but true. Their demise is almost a mirror image of failing new insurance agents. Insurance marketers have anticipation dreams of at least a $ 100,000 income. However, this in reality sometimes starts as low as $ 40,000. 75% of their time is foolishly spent searching for agents to contract. Since their prospecting agent source is unrefined, when they do contract an agent, they have to cross their fingers. 50% of agents contracted in this manner do not produce any cases or premiums. This means that the insurance marketers have unproductive overrides, and miss qualifications for bonuses. Therefore, the career life of insurance marketers is often under 3 years.

A consistent direct mail recruiting campaign using quality agent lists, would give two thirds a chance at becoming successful.

WHY SOME INSURANCE MARKETERS DO NOT QUIT Quite a few of the minor league insurance marketers supplement their recruiting income by personally writing insurance policies. This is really a gray area, because it means they are competitive against the same agents they want to recruit. They have to write policies to help pay the bills .. Other insurance marketers are true bottom feeding sharks. Their prey is the business written by a broker who has now left the business. The policy holders receive an urgent call that a service call, policy review is required. The insurance marketers service is to roll the coverage over to another insurance company. This way a brand new broker's commission is paid, plus the plump overrides.

YOU CAN NOT MAKE $ 100,000 DOING $ 15 AN HOUR LABOR. Calling random insurance agents on the telephone is a common daily practice of far too many insurance marketers. I would be accurate in saying that between 40% to 50% engage in this activity. You can hire someone at $ 15 per hour to probably do the job just as effective. The shadow of a grim reaper is on their horizon. Check the rise of cell phones, unlisted numbers, and $ 11,000 fines for calling any of the 55% of phone numbers now on the do not call list. This leans heavily on in house phone calling as a dead dinosaur. If phone solicitation is to be done, it should be handled by a qualified telemarketing service.

INSURANCE MARKETERS MAKING AT LEAST $ 100,000 INCOME 80% of successful insurance marketers follow similar principles. They know that to make money you have to spend money. And the money has to be spend constantly attracting new agents and brokers. For most, this means getting your message in front on the top insurance writers, and spending very little on the rest. Their target market list must be of the highest quality available. It is not uncommon for them to wisely mail some of the top agents at least 3 times during a 12 month time period.

Successful insurance marketers know how important their time is. Therefore, they maximize the amount of time through mails, ads, and seminars, keeping them constantly on the move. Sufficient time is spent on recruiting while not forgetting the present base of agents. Their six figure incomes are earned by managing their time, budget, and steady flow of communication to prospective and contracted brokers.

Insurance Beyond Protection – Needs Vs Wants

“I am financially independent. Do my parents need insurance?” A customer may pose this question to his agent. I believe everyone needs insurance for a reason. One of the primary reasons for parents to get insurance is to ensure their children can still have three square meals on the dining table even though the breadwinners…

“I am financially independent. Do my parents need insurance?” A customer may pose this question to his agent.

I believe everyone needs insurance for a reason. One of the primary reasons for parents to get insurance is to ensure their children can still have three square meals on the dining table even though the breadwinners are no longer around.

For cases where the children are adults, parents may still need insurance especially health insurance, disability insurance or long-term care to pay off medical or hospital bills.

People from countries such as United Kingdom may need insurance for final expenses. Due to the growing population in the United Kingdom, the burial land is becoming scarce. Funeral is increasingly becoming a costly affair. In fact, many people purchase life insurance funeral policies so that they themselves can plan to have their funeral carried out to their own wishes.

While retirement looks to be remote to younger people, retirement is something that must happen if we live long enough. People may be concerned with their retirement. When we retire, our income also retires. We may depend on only our pension or savings to pay for food and household bills.

Many a time, the pension or savings we have may not be sufficient to combat inflation. Some people may even outlive the money they have saved for retirement. There are insurance plans or annuities out there to supplement retirement income. Given choice, people choose to retire with dignity and not on charity.

It is not necessary for us to associate insurance with uncomfortable or unpleased subjects all the time. There are occasions we can look at the function of insurance beyond protection. People need insurance for protection. However if the protection needs are fulfilled or no longer significant, it is time to move from the “needs” to the “wants” of the customers.

We can relate the “wants” of the customers with happy or meaningfulful events.

There are insurance plans designed in such a manner that the policyholders can look forward to receiving an amount of cash annually or every alternate year when they retire. The policyholders can use such cash payments any way they wish. If the amounts are substantial, they can use the money for vacation.

Such insurance plans are meant to fulfill the dreams of many people. People do not need an exciting retirement life but they want an exciting and eventful retirement life. In this instance, insurance is no longer serving the needs but the wishes of the customers.

For parents who children are financially independent, they can get them insurance to create a fund for a noble reason or to promote a good cause. With appropriate arrangement, the policy proceeds can be assigned or donated to charitable organizations under their name.

Again, people do not need to donate to charitable organizations. If they want to make pledges to charitable organizations using policy procedures, insurance policy can be an instrument to achieve this purpose. To some people, this could be a more meaningful way to help the needful. Imagine we can still help the orphans and homeless people when we are no longer around. Some people may find this a pretty cool way to earn them one more day in paradise!

We do not need to leave anything behind for our grandchildren to remember us by. If you want to, there are many ways to do so. Insurance may be a good option.

With necessary arrangement made, insurance can help a person transcend time and space to express his love and care to his grandschildren. Some love lasts a lifetime. Some love lasts forever. It is up to us to choose how long we want our love to endure.

Insurance Marketing in a Down Economy? Big Mistake Insurance Agents Make During a Recession Part 1

Can Insurance agents Really Thrive In A Down Economy? The answer just may surprise you. I was on the doing a paid phone consultation with one of my insurance agent clients the other day and we were talking about his insurance marketing when he told me- I always gain market share during a downturn in…

Can Insurance agents Really Thrive In A Down Economy? The answer just may surprise you.

I was on the doing a paid phone consultation with one of my insurance agent clients the other day and we were talking about his insurance marketing when he told me- I always gain market share during a downturn in the economy.

I know, I know, go ahead and close your mouth before a fly goes in it. Does this guy have a magical insurance marketing machine that gives him the power to grow his insurance agency regardless of the economy? The answer is yes, but that is not what I want to talk to you about today.

I want to talk with you about this very important TRUTH. This guy has it right. Because A recession is not a time to panic, it is a time to advance your business.

If you want to use insurance marketing to Recession Proof Your Insurance book then the very first and foremost thing you must do is to have the proper mindset.

So the first mistake most insurance agents make is they do not realize that a recession is a normal business cycle.

The impending recession is not the first nor will it be the last one. But you must approach your insurance marketing with the mindset that sees that a recession is like a fire that starts small and grows or can be immediately extinguished or at least kept contained depending on several factors. And you can use your insurance marketing to offset some of those factors.

Think about this: All fires need oxygen to burn. And with every recession the media provides the oxygen to try to build the recessionary thinking, or in other words, the fire, that your scared client will feed on. So The more your client listens to the media the more they will believe the recession is impacting their lives and act accordingly. This is basic herd mentality that is a strong governing psychological trigger. You have to be smart enough to recognize that the media has an agenda when they fan the flames of the recession type of thinking.

So what can you do about it? You insurance marketing can do a lot. For example, be the person who is out there looking for positive things going on in the economy and share that information with your insurds. It is called being a good news merchant. Local information is most effective because that will resonate better with your clients.

But unfortunately along with the number one worst mistake most agents make in dealing with a recession, they also are quick to jump on board with the media and start spewing all the negativism associated with a recession.

Why is it critically important that you NOT follow this path? Because of this truth.

Most people including your clients are walking around looking for someone to lead them, to show them the way. And YOU must be the strong, loving hand they are seeking in a difficult time. And you communicate this via your insurance marketing.

Now, I am not saying that you have to be a Pollyanna everything is fine as long as you have a positive attitude. I am not saying that the recession is not real.

I am not a proponent of sticking my head in the sand and pretending that there are no concerns. Hogwash. There are some real concerns, but what I am saying is that the issues will not and should not negatively affect an insurance agency unless you choose not to effectively use your insurance marketing to communicate a counter balancing results of good things going on in the economy and spreading the good news. Otherwise you are simply allowing your clients to believe and think that all there is going on in the world is the negative economic things spewed by the sensationalism driven media. You must focus your insurance marketing to not allow that to happen.

The reality is that people do not like to live in fear. They want confidence in the future, and they will be attracted to your insurance marketing if you show that confidence. In fact, the very fact that there is a recession coming when properly positioned should fuel an insurance agents growth in several ways.

I will cover mistakes 2 and 3 in Part 2 and Part 3 of this 3 part series.

By the way, feel free to pass this article along to other readers including portions of the article can be used in your agency newsletter to help educate your clients.

I honestly hope you have found this information helpful and more importantly I hope you apply and implement the business lessons.

Advanced Body Language For Insurance Agents – Palm Orientation

Regardless of your age, culture or ethnicity, take a moment and think of the image you've never seen before, of Adolf Hitler standing with his out stretched arm, palm open, facing down. Just notice the feeling this creates for you. Now, bringing this image back for just a moment, imagine that Hitler rotates his hand,…

Regardless of your age, culture or ethnicity, take a moment and think of the image you've never seen before, of Adolf Hitler standing with his out stretched arm, palm open, facing down. Just notice the feeling this creates for you. Now, bringing this image back for just a moment, imagine that Hitler rotates his hand, turning it so that he now stands with his palm facing up. If you are like most, the feeling has softened considerably.

At the very least, the monster we've all come to know as Hitler knew intuitively, that a palm down gesture signaled dominance, and strategically used this gesture as part of his misguided plan to control the masses.

Gesturing with your palms down, unless used in a very precise manner, can wreak havoc and destroy any chance of creating feelings of trust in your prospects. By simply turning your hands so that your palms face up when gesturing, however, can instantly convey the message of “I'm trustworthy, honest, and safe.”

Open palms, facing up, are a universally accepted sign of openness.

When making your case, and you want to nonverbally communicate “I'm no threat to you, I'm telling the truth, and I'm open to your point of view” use ample doses of the open palm, palm up gesture.

Be careful though. When you get to the part of your presentation where you want to communicate more powerfully, you can quickly undersine your message with the palm up gesture. Remember, when the words you deliver and your nonverbal communication are in conflict with one another, people will generally go with the nonverbal component. If I say “yes” while slowly shaking my head “no”, you'll probably agree with the head shake, or the “no.” Likewise, the palm up gesture will decrease the “power” you are trying to communicate verbally.

Until now, insurance agents all across the United States have focused on the verbal aspect of their communication as a means of increasing their income. Interestingly, this is the one aspect of communication that matters least. The nonverbal part of our message can account for as much as 93% of the impact of our communication. Master body language and nonverbal communication and you may be guided to discover that you are closing more sales with less effort.

© Copyright 2008-Vincent Harris-All Rights Reserved.

Advanced Body Language For Insurance Agents – Eye Contact Ratio

When we were children, many of us had parents that said “When you are talking to someone, make eye contact with them!” By and large, this was good advice; however, some people took that too literally. While not making eye contact with someone can give someone the impression that we do not care about what…

When we were children, many of us had parents that said “When you are talking to someone, make eye contact with them!” By and large, this was good advice; however, some people took that too literally. While not making eye contact with someone can give someone the impression that we do not care about what they are saying, making eye contact, and never breaking that contact, can make people feel very uncomfortable. In fact, one key tactic of police interrogators is to make prolonged eye contact.

In an effort to escape the pressure created by this tactic, a suspect will often make a full confession on the spot-all because of the uneasy feeling that follows having someone “burn holes” in them with their eyes.

Studies have shown that the best ratio for eye contact / breaking eye contact is 70/30. When we spend 70% of our time making direct eye contact, and 30% of our time breaking eye contact, by looking away, or at the floor, for example, others will sense that we are interested in what they have to say, sincere about what we are saying, and yet, they'll have the “breathing room” they want and need.

This is especially important when asking someone questions. For example, let's say someone has contacted you because they are interested in obtaining life insurance. When you are asking the kinds of questions that are critical in determining what kind, or what amount of coverage they need, making eye contact without breaking it can make them feel as though they are being interrogated. Nothing about this feeling equates to rapport, and as you know, if they do not like, or have good feelings about you, they probably will not buy from you either.

One technique that can be used to soften the eye contact you do make is to imagine a triangle on their face-the corners consisting of their two eyes and the tip of their nose. While making eye contact with a client or prospect, move your eyes around in this triangle from time to time. This will make sure you are making the needed eye contact, without making the “interrogator” stare down.

One side note: The appropriate ratio will differ from one culture to the next. Many Asian cultures perceive direct eye contact as threatening and rude. What I have found, however, is that even within these cultures, if they have become acclimated by living in the United States for a significant period of time, the 70/30 ratio still works well. As always, pay more attention to the person in front of you than the ratio “rule”, and adjust if necessary.

© Copyright 2008- Vincent Harris-All Rights Reserved.

What Are Motor Insurance Brokers?

What do motor insurance brokers do? They take on the role of an intermediary between the client looking for motor insurance and the insurance company that provides it. From the client's point of view, it can be an especially useful and rewarding relationship since the broker's experience and knowledge of the motor insurance market ensures…

What do motor insurance brokers do? They take on the role of an intermediary between the client looking for motor insurance and the insurance company that provides it. From the client's point of view, it can be an especially useful and rewarding relationship since the broker's experience and knowledge of the motor insurance market ensures that only the most appropriate type of insurance is found, but that it also represents the best value for money .

One of the most reassuring features of the insurance broker's role is that it is an entirely independent one. The independent insurance broker is not tied to a particular insurer or even a selected panel of insurers, but can genuinely – and independently – recommend to his or her clients. Because they are not agents tied in to any vested interest, such brokers can establish the precarious needs of a particular client and trawl through a huge range of potential providers to find the perfect match – both in terms of the insurance coverage provided and the price .

But finding the most appropriate insurer is just the beginning of the broker's job. There is an ongoing relationship between client and broker that enables the latter to:

– Anticipate future insurance needs, such as scheduling renewals of the policy;

– Offering specialist advice if the insurance needs are more complex – whether the complexities arise because of the driver's personal circumstances or because of the particular type of vehicle involved;

– Advising on ways of mitigating some of the risks involved in motor insurance – for example, by installing security devices to protect the car from theft or by advising on the most appropriate level of excess for the client to take on, and so reduce the amount paid in insurance premiums;

– Adding the current insurance policy – if you change your car or want a further vehicle added to the existing insurance, for example;

– Providing advice in the event of an accident, or other loss or damage to the car, that gives rise for the need to make a claim under the policy;

– Collecting the premiums due on the insurance policy.

In other words, there is a whole lot more to the insurance broker's role than simply selling the customer the motor insurance policy in the first place. With so many different providers of motor insurance, a broker can play an applicable role in ensuring that his or her clients buy an essential product not only at a competitive price, but also in the comfort and knowledge that the insurance will perform exactly as intended if and when the time comes to make a claim.

The time for making a claim is often the moment when a particular insurance policy is really put to the test – when you can really measure the value of what your premiums have been paying towards. Far better, then, to have had the motor insurance broker's input from the very outset, rather than discovering an unpleaser surprise when the cover you thought you had actually failed to live up to its promise.