Credibility is an important quality to have when working with prospects and clients in the insurance business.

But credibility cannot be achieved if you do not possess the following three attributes: expertise, track record and respect.

Let's explore each in more depth:

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1. Expertise

Expertise means that you actually comport yourself as an expert. Experts' opinions are believed and sought; they are not generally subject to quibbles or arguments. No one has ever walked up to Peter Drucker and challenged his thinking about management strategy.

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