There he is. Pulling up into the car park. That dark blue Porsche. Oh wait, wasn’t it a BMW M5 some months ago? You can’t keep track of Philbert’s cars any more – he changes them like underwear.
Philbert is here today for an appointment with you – just to keep in touch, say hi. He doesn’t want you to feel he abandoned you after selling the first policy. Indeed, he carries himself so well and smoothly, the appointment leads to an uncovering of a new financial need – and a new sale.
That night you ponder: Are my policies financing his latest mode of transportation? Am I being taken for a ride? Am I contributing more to his financial success than my own?
Every now and then, we see agents having “made it big”. We may even have some friends or acquaintances that belong to that category. They sport all manner of designer accessories, dress to the nines daily, and drive cars that are more expensive than HDB flats. Should that bother you or affect your decision to purchase insurance (from them)?
Here is a candid look at why it really is OK that your agent is wildly successful.
It shows perseverance
Lets face it, selling insurance is a tough way to make a living. I’ve been there and done that before, I would know. Long hours on the streets, on the phones, on your feet – you name it, and most Insurance agents would have done it.
The reason for the tough sell is because Insurance is inherently sold, not bought. This means that hardly anyone goes looking for Insurance plans on their own accord (something we aim to change), like buying bread in a supermarket. Instead, insurance needs to be painstakingly sold – from one person persuading another.
For an agent to truly succeed, he or she may have had to grind and battle it out for years – which is why an agent that does well is someone that has the determination to carry on in the industry despite the odds and hardship. All other fledgling wannabes drop out after a few months.
They are good at what they do
A common misconception about insurance agents is that they ALL earn big money. That is about as fallacious that saying that all doctors and lawyers are rich. Perhaps a good proportion of them are, but for good reason. There are crappy doctors and there are bumbling lawyers – they are the ones that tend to go out of business and wind up their practices.
Same goes for Insurance Agents – not all of them are equally good at what they do. Their job is to understand a client’s financial goals, and uncover some needs that may not have been foreseen by the client previously. Some mildly successful agents get by using their charm, or looks, or charisma – but those need to be supported by sound financial planning ability in the long run.
Financially successful agents reach that pinnacle because they can perform their role to perfection – which is to take care of their client’s needs.
Sometimes its just an act
You step into a Lawyer’s office and see tonnes of leather bound books. Thick, heavy, and expensive looking. There is a platinum globe at the corner, and he invites to you to take a seat on his chair. Full grain leather, you note. Awards and certifications adorn his wall. He is the right guy for the job, you decide – even before he gets right down to business.
Appearances do matter. Any fool would tell you otherwise. No GE candidate takes a bad mugshot of himself, and you can bet your last dollar there was a good deal of photoshop done too. Politicians, doctors and lawyers take pains to dress up their offices – so why not agents as well?
That agent you see carrying the Mont Blanc Pen, the luxurious attache, and wearing the handmade shoes – he could be trying to project a professional image, one that inspires trust in his clients (it does work, because no one shows up for an interview with a crumpled shirt and 3 day stubble). Would it be that bad of a thing to buy from someone who is trying hard to project a professional image?
In the end, its all up to you
What we’ve listed out here in this article are some reasons to buy from a successful agent. It doesn’t mean that its always the best choice out there, or that you don’t have to do your own homework. At the end of the day, its still up to you to guard your own interests carefully – whether your agent drives an M5 or takes the bus.
Would you prefer to buy from a successful agent or a struggling one? Let us know in the comments below!