Summary |
Selling Life Insurance: The Practical Way is a compilation of the author’s knowledge gathered over five decades of his experience as a Life Insurance Agent. When Mr Raman began his career, there were no books or manuals to consult as far as this profession was concerned. Mr Raman considered it his duty to share his experiences in this field in order to assist Life Insurance Agents who seriously engage in the profession of selling Life Insurance.
The book starts by welcoming people to this profession and advising them on how to begin a successful career and what is expected from a Life Insurance Agent. An explanation of what life insurance is and why it is an important part of planning for a family’s future is also provided. This leads to discussions on prospecting introductions, cold canvassing and sales talks. The book addresses how to handle objections and how to face rebating. Servicing the policy is expected from an agent, but servicing the policyholder with sound advice will retain a client as a permanent source for new business. A list of qualities that make a top insurance agent and how to remain on the top by organizing and maintaining records is also explained. This book educates agents and tells them how to face issues without compromising their ideals.
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