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Agent to Agent: Proposals that Win

As insurance agents, what we sell is an intangible. I've often heard it said that we sell peace of mind...
April 10, 2013

As insurance agents, what we sell is an intangible. I've often heard it said that we sell peace of mind. Quite frankly, we sell insurance protection. And unlike the products sold by manufacturers, distributors, or retail businesses, our clients cannot see, touch, smell, or taste our product. The only time our clients truly use our product is when there is a claim, or a need for evidence of insurance. Our final work product is our proposal, and it is the only representation of the quality of service we intend to deliver in support of the products we sell.

Consequently, the proposals we build, and the presentations we deliver become of utmost importance in the sales process. Ironically, few agents give proposals the level of attention they deserve. The very best producers in our business understand this, and build exceptional proposals and practice their delivery, and as a result, win more business.

For any piece of business worth winning, the goal of our proposal should be to make all others pale by comparison. Our proposals should stand out, and leave a lasting impression to create desire on the part of our prospects and clients to do business with us.

So what are the ingredients of an exceptional proposal?

Read the rest of this article by David Connolly of iQ Consulting here:
Proposals that Win

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