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How I Found My Niche in the Insurance Industry

Maybe this is where you’re at, or perhaps you are just starting out in the field. Well, here’s my story.

First, three examples of why I was about to leave the industry after three years:

1. There I was, sitting in front of an elderly woman who was telling me that she had no life insurance and wanted to pay $40 per month for $1,200 in whole life insurance. Thankfully, before the sale went through, I found out that she forgot she was already paying on a policy she had for years. $20 for $50,000. This woman was on a list of leads that I purchased for $50 each. (strike one, no more final expense sales)

2. I walked into the business, my “lead” that I purchased was a man who was told he was going to get a discount travel coupon. Great. Listen to me talk about IUL (Index Universal Life) and I’ll give you this coupon. This got old after I memorized the half-hour long presentation, and found out the travel coupon was how they got their leads. (strike two, no more purchasing leads)

3. I knocked on countless doors of people with whom I made appointments, only to find no one home. (strike three… over and over again)

After taking a two month sabbatical to move into a new house, I took a hard look at what I had been doing for the past three years, and was not amused. I had a wealth of knowledge, and I knew I could truly help people create a comfortable retirement… but how do I get in front of the right people who want what I have for them? It seemed like I tried “everything.”

I started looking on Craigslist for a job (translation: NO freedom, plenty of aggravation, a commute, low pay, leaving my cats at home, and on the upside, maybe get to know a few nice people).

I quickly migrated to the insurance sales section of Craigslist, looking for non-salesy, no BS or super-amazing “wow” ads. Just a sales position.

That’s where I found my treasure. I found a company that educates people on insurance and annuities, there is no selling involved. The clients simply choose the product(s) they like, or they don’t. There are thousands of these clients waiting to hear from us. Now I educate people on insurance products with peace and dignity. Nearly all of my clients show up to their meetings.

Sometimes looking for what is less “sparkly” will lead you to your true treasure.

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