People who want to become insurance agents generally have a basic desire to get to know people and build relationships. And that should be the case, since being a good agent means understanding not only the technical aspects of risk management and coverages, but also the more personal nature of people.
An agent may make the sale initially for tangible reasons such as a good product, a good carrier or a good price. But ultimately it is the intangible qualities and the client's confidence in the agent's advice that transform a simple transaction into an enduring relationship both parties value.
Establishing these relationships isn't always easy. Personalities vary, and to ensure effective communications, agents must have a real understanding of these differences. Here's a quick look at five of the most common mindsets agents encounter and tips on how to best serve these clients.
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