Insurance Industry Must Revolutionize To Survive
Sunday, February 24th, 2008People are not as stupid as they used to be. The hard sell no longer works. People understand the sales process better and they demand value for their money. The Internet age is taking its toll on the dinosaurs who are still in the information age and think that sales is a numbers game. The world is now in the communication age and sales are on auto-pilot.
Thankfully for everyone else in the business of offering consumers investment options, insurance agents are being trained the same way in this post-Internet period as they were in the pre-Internet period. The Internet has changed the game drastically and so too the insurance industry needs to change drastically if it is to survive.
At many insurance companies the recruitment and training process remains obsolete. Trainees are told that for every no they get, a yes draws closer. They are told that they need to develop tough skin and be prepared for any rough treatment that may come their way. The truth that fortunately they don’t seem (more...)
