You’ve got the right products. You’re talking to the right prospects. And, you’ve got your pitch down. Sounds like a recipe for success, doesn’t it?
Probably. But there’s one thing that will absolutely derail you if you don’t address it.
The polling firm Gallup conducted a survey last December where they asked people this question:
Please tell me how you would rate the honesty and ethical standards of people in these different fields -- very high, high, average, low or very low?
Then they showed people a list of all kinds of professions, including accountants, dentists, journalists, lawyers, nurses… and insurance agents. Nurses did the best. So how’d insurance agents do?
Not very well.
Insurance agents ranked almost at the bottom, barely beating out members of congress and car salespeople.
Now why’s this important? Simple. Without trust, you can’t make the sale. Given how poorly insurance agents are ranked, it wouldn’t be too much of a stretch to call this an industry crisis. So what can we do?
Here are a few suggestions:
What are you doing to build trust?