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Everyday, since we published our original article about surviving the bad publicity in our industry, we’ve been receiving positive responses like the following… “I just wanted to commend you and your dad for the best article I have seen in years about the reasons for the bad name and hard time insurance agents are going thru. I just wish that 90% of the industry fat cats would wake up and return to some integrity.” “There was some good advice in this article. Of course with the negative press difficult times will follow. The truth of the matter though, is that the best will stand out and capture even more business.” “Great article and a very timely one as well! My office was just raided by a brokerage competitor who chooses not to train but instead to allow me to do it for them and to try and reap the results of my company’s hard work.” “I read the article on bad publicity for the insurance industry. Thought it was very honest and true. It will certainly help us stay focused on the ‘right’ way to do things for the sake of our clients and others in the industry.” Obviously, there are quite a few agents who are doing the right things, the right way, for the right reasons for their clients. These agents are reaping the financial rewards because they are actually helping people to better their financial lives. “When you help enough people to get what they want, you’ll get what you want.” If you want to survive the bad publicity in our industry… It’s not about the products or investments you offer! There is no one product or investment that is right for everyone. And, none of us has a crystal ball and knows which products or investments will perform the best over the next 30 or 40 years. It’s not about the company you represent! Many of what appeared to be the best companies through the years like Executive Life, E.F. Hutton, Kentucky Central and others are completely out of the business today. Other companies like Met Life, Prudential, The Equitable, Allianz, Northwestern and others have received a lot of extremely bad press in the past sixteen years, because they seem to have forgotten they serve the people. It’s not about a slick new sales idea or product! New sales ideas and products come and go. Some are good and some are bad. Most new sales ideas and products tend to go too far and get into the grey areas of ethical conduct, income tax laws, etc. And, it’s not about your credentials. Your credentials alone won’t attract people to you, get you an appointment, or close a sale. It is all about YOU, and your actions when you are with prospects. It’s about your total belief and commitment in what you do. It’s about your knowledge, your ability and your willingness to really help people! To quote the ‘Father of Financial Planning’, Loren Dunton, it’s about you… "Helping average people to learn how to spend, save, invest, insure and plan wisely for the future, to achieve financial independence." It’s about you learning as much as you can ‘everyday’ to become an expert in what you do. It’s you understanding the financial problems we all face today and finding solutions that you feel comfortable doing for your own situation. If you were in your prospect’s situation, what would you do? If the prospect were your own mother, father, sister, brother or best friend, what would you recommend? It’s easy to survive the bad publicity in our industry… When you are totally committed to doing the right things, the right way, for the right reasons. As one of the responders stated, “The truth of the matter though, is that the best will stand out and capture even more business.” Lew and Jeremy Nason What did you think about this weeks newsletter? Or, our past newsletters? Please send your comments to: coach@insuranceproshop.com
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