What type of insurance agent are you?: BLOG
September 16, 2015 by Andy Hickman
How about a little fun?
A long while ago, I read a book called “SalesDogs.” I haven’t seen the book in years, but I recently began thinking about all the insurancepersonalities I encounter. Anyone can succeed in this business if they recognize their profile and amend their habits accordingly.
Types of insurance agents
I’m sure you can add to the list and I’d be eternally grateful and likely well entertained if you’d send me your additions to this list in a similar format. This is just a fun way to identify how to improve our production by recognizing our typical hard-wired behaviors.
1. The squirrel
Last month it was LTC, this month it’s final expenses, next month it’scollege planning and eventually it will be the next highest commission or highest visibility or most successfully marketed opportunity. The problem here is that depth of expertise is likely never established, nor is becoming a relevant factor in your industry.
- THE GOOD: The squirrel will have terrific success in spurts that absolutely correlate with their excitement over the latest, newest thing.
- THE BAD: Eventually, their focus (product) becomes uninteresting and they’ll have to find a new “SQUIRREL!” They will be forever challenged by a lack of referral business, they will not be seen as a long-term expert, and will fight for every paycheck.
- HOW TO SUCCEED: In order to succeed, the best solution for the Squirrel is to find that one product/problem/solution combination that will serve as the bastion to their practice and the one area they commit to a long-term relationship. The “extras” can then be integrated and extricated as the excitement ebbs and flows.
2. The hamster
To some extent, the hamster is the model of efficiency. When hungry they’ll eat just enough to get them around that wheel enough times to get tired enough to have just enough water to be able to eat enough to get back on that wheel to … you get the picture.
For many, this would be the ultimate in an fulfilling career, but the hamster always gets fed, the owners of the hamster are usually young and don’t need much in the way of instruction on care and feeding and their expectations of performance are relatively low.
- THE GOOD: The hamster will build success over time. Even within the role of hamster, there are multiple types:
The hermit hamster will work on his own to the fullest capacity necessary to support his existence.
The entrepreneurial hamster will continue their own life on the wheel but will invite others into their cage to expand overall production. The hamster is an expert on cedar shavings, water, and wheels.
- THE BAD: There is no celebration to the life of the hamster. It is routine. It is comfortable being a hamster. There is no pressure to be a hamster.
- HOW TO SUCCEED: Hamsters must find the perfect cage (product) and operate within that cage. Once they find it, they’ll become completely comfortable there and may resist (bite) any attempt to pull them out to a different cage (product). Hamsters will succeed because they are diligent, focused and never stop for anything other than food, water and rest.
The Show Dog:
(I’m sure I’m stealing this one from the book, but it’s so appropriate.) The show dog believes HE is the reason for his success. It is not his owner, his grooming, the regimen created for him by his handlers. The show dog is likely to provide his clients with brochures and illustrations, forecasts and marketing slicks. As a client finds him, the show dog will assume the client has already heard of his reputation as the top dog and will concede to his obviously superior recommendations.
- THE GOOD: Everyone likes to associate with a perceived winner. For this reason alone, the client base is likely to grow. Another analogy here is to suggest that if you dress for success, you’ll be successful. While there is some truth to that …
- THE BAD: Eventually, the show dog is determined to be less superior to his clients when they find a new, prettier show dog. Depth is not necessarily a dominant characteristic of the show dog, and when this becomes obvious to his clients, the clients may ultimately seek more fulfilling relationships.
- HOW TO SUCCEED: Volume. Show dogs must assemble an impressive portfolio of “feats” (product benefits) that appear magnificent at first pass. That portfolio must be distributed to the masses. Show dogs succeed in a high volume, quick decision environment.
That’s all for now. Leave your new animals below in the comments.
