B29 - THE FIRST-RATE AGENT

THE PROFESSIONAL LIFE ADVISER’S GUIDE (Little Gems Series)

B29. (THE PERSON) - THE FIRST-RATE AGENT

What are the characteristics of the agent who is a real star?

First, he is imaginative. He doesn’t just understand his prospects intellectually; he empathizes with them. He puts himself in their shoes. Because of this - because his prospects’ needs and problems are his own for the time being - his prospects respond well to him. He gains their trust and confidence. They have faith in his judgment.

Second, he can select the pertinent facts. Many facts may emerge during the interview, but not all of them will be relevant to the current matter. The first-class life insurance agent is able quickly to sort out the ones that will help him close the sale. He knows how to analyze what he hears.

Finally, and perhaps most important, he has a goal for himself. He knows he can’t succeed unless he is ambitious and knows what he wants. He bends all his efforts to reaching his goal.

—Capital Life’s Contact