{"id":1229,"date":"2015-12-30T20:53:52","date_gmt":"2015-12-30T20:53:52","guid":{"rendered":"http:\/\/mydiscover.net.in\/sms\/?page_id=1229"},"modified":"2020-11-07T09:48:12","modified_gmt":"2020-11-07T09:48:12","slug":"7words-insurance-agents-should-never-use","status":"publish","type":"page","link":"https:\/\/mydiscover.net.in\/blog\/7words-insurance-agents-should-never-use\/","title":{"rendered":"7 words insurance agents should never use"},"content":{"rendered":"\n

Mark Twain once said, \u201cThe difference between similar words and the right words is the difference between lightning and the lightning bug. words insurance agents should never use<\/strong><\/p>\n\n\n\n

\u201d In sales, your choice of words<\/strong> can make the difference between getting the sale \u2014 or at least, getting closer to the sale \u2014 and having no opportunity at all.<\/p>\n\n\n\n

For example, have you ever asked prospects when their insurance renews? What does the word \u201crenew\u201d suggest? Does it give your prospect the impression that insurance automatically continues year after year,<\/p>\n\n\n\n

when in fact the current carrier will re-underwrite the account, and may decide not to \u201crenew\u201d at all? And if the insured is offered a \u201crenewal,\u201d it will be at a different premium and possibly different terms.<\/p>\n\n\n\n

Isn’t the appropriate word \u201cexpire?\u201d That is, after all, where the term \u201cex-date\u201d comes from. So when you say to a prospect<\/strong>, \u201cWhen does your policy expire?\u201d what message do you convey?<\/p>\n\n\n\n

Cheap or inexpensive?<\/strong><\/h2>\n\n\n\n

Have you ever told a prospect your policy is \u201ccheaper?\u201d Your proposal should never be the cheapest. Do you want to drive the cheapest car? I don’t. Do you go to the cheapest doctor?
Focus on value, not on price. The aggressive ad campaigns on the part of some national carriers suggest low price is the only criterion for the purchase of insurance. You and your agency bring so much more than that to the table.<\/p>\n\n\n\n

\"BID
<\/figcaption><\/figure>\n\n\n\n

Stay away from using the words \u201cquote\u201d or \u201cbid.\u201d<\/h3>\n\n\n\n

Those words suggest your product is a commodity, the same as everyone else’s, with the only difference being price. <\/p>\n\n\n\n

It’s a huge red flag to learn that your prospect puts the insurance out to bid periodically. <\/p>\n\n\n\n

Do you really want to bid on an account knowing that more than 90 percent of all commercial accounts are going to remain with the incumbent agent in any given year?<\/p>\n\n\n\n

Another word to avoid is \u201cdeal.\u201d<\/strong><\/p>\n\n\n\n

Do you look for the best deal from the surgeon who’s going to do your heart bypass operation? Probably not.<\/p>\n\n\n\n

\"Do
<\/figcaption><\/figure>\n\n\n\n

Don’t say \u201cTruthfully\u201d or \u201chonestly\u201d or \u201ctrust me.\u201d<\/h3>\n\n\n\n

Have you been untruthful or dishonest up until now? The use of these words may plant a seed of doubt in your prospect’s mind.<\/p>\n\n\n\n

<\/p>\n\n\n\n

<\/p>\n\n\n

\n

\"contract\"<\/a><\/p>\n<\/div>\n

\u00a0<\/h2>\n

\u00a0<\/p>\n

\n

\u201cContract\u201d can have a negative connotation.<\/h2>\n

This suggests red tape, lawyers and cause for caution. Say \u201cagreement\u201d instead.<\/p>\n<\/div>\n

\n

\"signature\"<\/a><\/h2>\n

Avoid saying \u201cSign here\u201d or \u201cI\u2019ll need your signature.\u201d<\/h2>\n

We\u2019ve all been cautioned about signing a contract. Instead say, \u201cI\u2019ll need your approval on this agreement,\u201d or \u201cWrite your name at the bottom of the agreement.\u201d<\/p>\n<\/div>\n

\n

Your clients aren’t \u201ccustomers.\u201d<\/h2>\n

You\u2019re a professional, and professionals have clients. Walmart has customers. Which would you rather have?<\/p>\n<\/div>\n

Avoid speaking in \u201cInsurance-ease.\u201d Don\u2019t talk to a prospect or client using the language you would use with a coworker or underwriter<\/strong>.
What prospects will typically do is lead you to believe they understand. Then, you\u2019ll walk away scratching your head when you don\u2019t make the sale even though your proposal includes critical coverages missing from their current program. You didn\u2019t make the sale because the prospect didn\u2019t understand the value of your product.
Always approach things from the perspective of your prospect. Imagine the letters \u201cWIIFM\u201d stamped on your prospect\u2019s forehead. WIIFM, of course, stands for \u201cWhat\u2019s in it for me?\u201d Focus on benefits to your prospect. Describe how your prospect will benefit from the program you are recommending.
Describe too, how they will be hurt if they don\u2019t accept your proposal. For example: \u201cWithout host liquor liability coverage, if one of your employees should be involved in an automobile accident on the way home from the annual company Christmas party, the resulting lawsuit could threaten everything you\u2019ve worked for.\u201d
Your words should suggest that you expect your prospect to buy. Never say, \u201cIf you buy,\u201d instead say, \u201cAs my client, you can expect \u2026\u201d If your words suggest uncertainty on your part, why should your prospect have confidence in you? A lack of confidence on your part will quickly be reflected by your prospect who will then lose confidence in you.
Remember, people make decisions based on emotion, and then justify their decision with logic. Professional salespeople appeal to both. The words you use help establish expectations. Be sure those words convey a positive message, and move the prospect toward the sale.
\"strictly-sales\"<\/a>\n

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