It's Not Always Knowing How To Sell

I bet some of you are wondering where I am going with this.  We have all been trained to sell, sell, sell, since day one in the Insurance Business.  What was it they said to me on my first job, oh yea I remember.  "Hey Harris when you come in tomorrow bring a list of 200 people you know.  Don't worry about what to sell them just bring that list."  So of course being green and a little intimidated, I did what me Manager asked of me.  Funny thing was, at that time, I sort of understood the business of life insurance and when I started calling from my list, I soon realized that selling wasn't my challenge, it was product knowledge.  Again, I sort of understood what life insurance was for, but not always how to apply it to the cases that came to me.  

My point to this short story is learn your products.  If you really feel like you need to represent 30 companies, good luck.  Because about every 6 months, 5 of those companies will change something that will require you to train on the new material all over again.  Maybe take a look at your arsenal and pick 3-5 really good companies with exceptional products and just learn those.  When you have an unusual case, then call a broker.  His job is to be a magician not you.  I can tell you with almost a 100 percent degree of certainty that if you follow this simple system your sales will increase!  Oh and by the way, if you are not having fun studying, tell me what child likes to study, or adult for that matter?  Think about it.