Selling Insurance isn’t Just About Making Money – It’s About Helping People

As an Independent Insurance Agent do you ever hear “I can’t afford it?”  Most people have two reasons for not having the insurance they need to protect them and their families.  It’s either because they put it off and think they have plenty of time to get it done, or because they think they can’t afford it.  And from experience if they THINK they can’t afford it, they probably can’t, so it’s the first thing they drop when things get tight.

So teach them how to afford the insurance they need.   You don’t have to be a financial planner, just guide them on how to set aside money for the insurance they need.

When my wife and I first got married, the only thing we ever fought about was money.  You see, she pays all the bills, both personal and for our business.  She was in a constant state of frustration because of our finances.  She knew there had to be a better way so she designed what we call The CFO Tool.  We’ve used it for about four years now and we no longer fight about money.  We simply don’t make any financial decisions without looking at the tool.  You can find out more information about The CFO Tool at her website: but the bottom line is that we incorporated the amount of insurance we need into The CFO Tool.  We make it part of our spending plan.

Selling insurance is not just about making money.  It’s about helping people.  It’s about helping individuals and families afford the coverage they need when tragedy strikes.  It’s about helping them gain the peace of mind that comes when they know if something bad should happen, they and their family are protected.  So help yourself by helping your clients.  Show them how to make purchasing insurance a part of their spending plan.  Everything in life is about perspective.  Do your clients (prospective clients) think you’re trying to sell them insurance and make money off of them, or do they know you care enough about them to sell them the coverage they need?

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