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... x No Thanks Loading.. The Three Biggest Secrets In Insurance 6/1 /2015 by Randy Schwantz This content has not been rated yet. Motivational speakers love to put the word "secret" in the title of their presentations. I've sat through many sessions, and I've always wondered what kind of "secret" you can tell on the stage of a packed auditorium? In truth, when it comes to sales, the most important "secrets" are those things that experienced, successful people know but won't necessarily say. So let me tell you the three biggest open secrets of our insurance business. Secret No. 1: We're All Selling the Same Thing Many producers waste a lot of breath trying to convince prospects that the insurance products they sell are different from those sold by the competition. This is a very hard sell in itself. Why? Because insurance is a fairly uniform commodity. All of the Big Dogs in the carrier and agency community are offering the same basic thing as their competitors, because it's virtually impossible to design a new, exclusive product. If you can create a new coverage or rate deviation and file it with the state, I guarantee you that your competitor can, too. This is a powerful "secret'" because it undermines the intuitive approach to sales, which is to announce, "Buy mine, because it's the best!" When there are 10 other agents lined up behind you with the same product, that's a tough idea to sell. Unfortunately, most producers insist on sticking with this approach. They spend most ...