誰應該從誰購買人壽保險？
誰應該從誰購買人壽保險？
 I have given a lot of thought to this question. As you know, I sell life insurance professionally. It is a very competitive marketplace, and consumers have many options. You can go to independent brokers. You can go to captive agents. You can go to P&C brokers, group benefits consultants, financial planners. You can go to bankers, accountants, stockbrokers, and virtually every other financial professional who cross-sells. You can go on-line. You can go to some companies directly. I have staked my ground as a self-employed, independent, life insurance specialist. I think this model equips me to give not just good service, but outstanding service to my clients. I will tell you why. You cannot be a jack of all trades and master of none. Life insurance is not an add- on commodity. It happens to be the most complex and extensively underwritten financial product in the marketplace. In some cases, you can go through more hoops buying life insurance than if you were buying a business. A life insurance broker needs to be a master of the underwriting process. He has to guide people through those hoops to get the most desirable results. Therefore he has to specialize in this product, and this product only. Financial representatives who have become expert in another niche simply cannot master a second one. How many master builders out there are also master electricians and master plumbers? The broker also has to be independent. Its not just a question of having access to multiple companies because different companies will be competitive for different insurance. Its also a question of having access to different distributors. Different general agents will have leverage with different underwriters in different companies. You cant just affiliate with one wholesaler and expect them to get the job done right for everyone of your clients. You need to spread your business around. Treating your sales practice like a business is also key. You are not just a salesman, and you are not just an expert. You are a businessman who cannot survive without clients. You do not get paid until they are happy with the policy they bought. You need to have an attitude of keeping the customer satisfied. And that starts with making integrity the core of your business model. Every quote given should be both competitive and reliable. People should know what theyre getting before they sign on the dotted line. They should expect to get approved at the rate quoted. This is a normal expectation every consumer has. Whether you aree buying a toaster, a car, or an entire corporation, the product must be delivered at the agreed-upon price. This means that the life insurance salesman must make a commitment and an investment in every client taken on. He will have to negotiate and advocate on behalf of the client to make sure that all parties involved in the prequalification and underwriting processes perform with integrity. This way you as the consumer will be a happy camper when you do business with that broker. And that is the bottom line.
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