Selling Insurance One Coffee at a Time (

Selling insurance is difficult, and it hardly matters what type of insurance you're selling. Some insurance of course is required when you borrow money, as the bank wants to insure their property until you pay for it, at which point you own it, and then that is your business if you buy insurance or not.
For instance if you buy a new car, the lender whether it be Toyota Motor Acceptance Corporation of America, Chrysler Acceptance Corporation, GMAC, or any of the others they will wish to make sure that you have comprehensive coverage. And if you don't buy coverage of this type they will buy it for you and tack it on your payments, and if you don't pay they will repossess your car.
If you get a mortgage for your home you will have to have homeowners insurance, because if something happens to that house, let's say there is a fire, an earthquake, or something else the bank wishes to be protected, in case you walk away. And it does happen, it has happened, and I'm certain it will happen in the future. If you do not buy homeowners insurance, the bank will buy it for you and tack it onto your payment.
Those types of insurance are rather easy to sell, but then there are other types of insurance which are not mandatory and people even though they are risk adverse, also like to hold onto their money, and not let loose of it. One of the hardest types of insurance to sell would be life insurance of course, because number one; no one wants to die or even talk about it. And, no one wants to be worth more dead than they are alive, there is just too much incentive to knock them off, and they know this.
Still others love their family so much, that if they are the breadwinner they want to make sure their family will be provided for. Not long ago, I was talking to an insurance agent who sold health, life, annuities, and commercial insurance. This guy was a walking, talking, insurance salesman from the get-go. He was a member of the Chamber of Commerce, several service clubs in town, and on the Board of Directors of a couple of other nonprofits.
He told me that his best technique for selling insurance was to buy someone a cup of coffee at Starbucks and talk over what their life was about, the types of assets they had, their income, and try to figure out solutions which made the most sense for them, he called himself a problem solver, that's how he approached it.
Basically he was selling insurance one coffee at a time. After he told me this, I told him that I didn't need any insurance and I wasn't going to die. He just laughed at me and just then someone walked up and shook his hand, and sat down, it was a potential customer. Indeed, I sat there and listened to his selling techniques. Very interesting, and so I thought I would share this with you.

Lance Winslow is a retired Founder of a Nationwide Franchise Chain, and now runs the Online Think Tank. Lance Winslow believes writing 23,333 articles by May 26, 2011 is difficult because all the letters on his keyboard are now worn off..