People Skills
- Puts the needs of the client
first - An agent who is only out to earn a commission, regardless of the
needs of the client, is not likely to last long in the business. Agents
and brokers who listen carefully to what their clients and
prospects say will be able to earn their trust, which is the hardest part
of their job. Those who are willing to put their clients into a product
that pays a lower commission because it better fits their needs are much
more likely to be successful.
- Good customer service -
Customers who are able to get a hold of their agents when they need them
are much more likely to stay happy and reassured. A timely response to
inquiries and phone calls is a must, and you must be able to do what you
say you will do, when you say you will do it - or at least have a good
reason as to why you can't. One of the major complaints of those who buy
life insurance policies is that there is no one around to answer their
questions after they have purchased the policy.
- Emotional intelligence -
This includes the ability to listen and empathize with clients on a deeper
level in order to discern what they really want and need. A good agent is
tactful and knows how to help a client see financial reality clearly, even
when the client is dead set against it.
Strong Personality
- High energy level - One of the
most important traits of a good insurance agent is that they appear to be
excited and eager at all times. A worn-down or dreary disposition will
immediately rub off on clients and discourage them from buying anything.
- Persistence - This is
perhaps the most vital quality of any good insurance agent. Those who work
in this field absolutely must be able to handle rejection on a daily basis
over the course of their careers, and do it with a smile. Good insurance
agents understand that each "no" only brings them closer to
someone who will say "yes."
- Honesty - Insurance agents
who use deception to close business seldom stay with the same company for
very long - and can end up behind bars in some cases. A good agent knows
that telling the truth up front will win them clients' respect and trust
and is likely to lead to repeat business over time.
General Knowledge
- Wide array of products - As
the old saying goes, if all you have to work with is a hammer, then
everything in the world looks like a nail. A good insurance agent will be
able to offer a comprehensive selection of products and services that can
meet any reasonable need a client might have.
- Technical knowledge - A good
insurance agent knows much more than how to sell a policy. The agent must
understand the tax and legal aspects of the products he or she sells and
how they are designed to fit into a client's overall financial
situation.
The Bottom Line
- These are just some of the
qualities that life insurance agents must possess in order to be
successful. The life insurance business can be very challenging and
immensely rewarding for those who are willing to learn the necessary
skills to build their business. For more information on how to become a
successful insurance agent, contact the recruiting offices of a few
different agencies or a headhunter who works with insurance agents.
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