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Your prospects don't speak the language of insurance. Translate for them

Avoid E&O: Be ready to translate forms and policies into a language your prospects or clients can readily understand.

By Chris Amrhein | Updated on November 20, 2015

November is the perfect time to pause and consider those for whom we are grateful. For those of us who list among our pursuits “insurance instructor,” students will always be at the top of that list. Particularly those who, over the years, have truly inspired, invigorated or simply stumped us with their questions and examples. Ranging from deadly serious to seriously funny, these “scenes from real life” render even the most creative and well-crafted theoretical classroom illustrations or examples downright embarrassing in contrast.

Although certain topics are more prone than others to inspire a multitude of student questions, Errors and Omissions (E&O) represents the true motherlode. For me, over all the years, one student’s plaintive plea still stands out among all the rest. Not just for the question or the implications of its answer, but for the near desperation, exasperation and resignation clearly expressed in her voice and body language. Her hand reluctantly rose. “I hate to ask this,” she began.

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