Tuesday, June 24, 2008

Meaningful stories can move heart & mind.

A good life insurance agent has many roles to play. First he has to be an effective salesman plus knowing how to be an actor while selling. On top of it, be an interesting stories teller to those he meets. Not many prospects like to meet salesperson but if an agent could sell like an actor who dramatizes with emotion and action, then everyone loves to see him. Actor talks with reality, whereas salesperson speaks with intention. Actor moves with feeling, whereas salesman commercializes fear. Actor makes you laugh and cry, whereas sales surely drain you dry. A professional agent who has much experiences in life, story tells more than he sells. An inexperienced agent hard sells on his products by explaining all the benefits. He might not even know his prospects are the least interested in his selling. Prospects are not drawn with excitement and acknowledgement. Chances are rejections could be higher than acceptances.

As far as I am concerned, I sell when I need to be but I love to act more than to sell. All my words are spoken with the right tune, meaning and purposes. I practised my role plays many times before I act to sell. Today my acting is part of my natural character when it became real and entertaining for those I interact. There is a saying, "A picture is better than a thousand words!" Similarly I believe, "A meaningful story moves the heart and the mind!" Is difficult to explain the need of life insurance by illustrating just the product benefits. Telling emotional true stories depicting death and suffering are much easier to understand for the purpose to solve mankind living problems. Stories excite with feeling. Stories moves all obstacles. Stories make things easier to understand. Stories help prospects to buy. So why just be a salesman to sell when we could act and be a good stories teller in our challenging career. I hope these little information could be useful to those who excel in selling life insurance.

Food for the thought - "Don't bother just to be better than your comtemporaries or predecessors. Try to be better than yourself" - Willian Faulkner


Anonymous said...

Hi Young Man!
Thank you for your encouragement on
selling by telling meaningful stories.

Similarly, Preachers like Jesus Christ, other Saints & Sages illustrated the Truth by telling us stories to enlighten us.

I am sure most of your readers have been enlightened by you through this topic.

From Young Kat

Anonymous said...

Nice post. I believe insurance agent should be original. Have you seen W. Allen's movie Take the Money and Run, in which hero is sentenced to jail with a life insurance salesman? As the door is slammed shut, we hear a man in a business suit say, “Let me tell you about term life insurance.”
- I mean, if you search through internet, 90% of insurance stuff is extremely boring and repetitive. I am Toronto life insurance broker and I always try to be natural, but original...
Take care!

Robert Foo said...

Hi Young Kat...

I believe even my blog is stories telling of my experiences and selling. With you around, you give me strength to continue to share. Thank you from the bottom of my heart.

Robert Foo said...

Hi Lorne..

We speak the same language of love. We understand each other with the truthful mind. We both have the similar natural and original hearts that matters. Thank you for offering your sincere comment.