1. You educate your clients on the bad.
Many insurance agents tend to tell their clients all the positives about a plan. This, in their mind, keeps the client happy about all the coverage they will get. Telling them the downsides could make them second guess the policy and not buy. This works until your client experiences one of those downsides and the relationship you thought you had blows up in your face. Now they may have feelings of being lied to. Technically, you didn’t lie, you simply omitted the negatives.
Educating your clients about the downsides of a policy actually enforces your professionalism. Yes, the downside may be negative, but not telling your clients is far worse.
2. You give your clients resources that don’t involve their checkbook.
How many resources do you give to your clients in an average appointment? 1? 2? 0? If the answer is 0, then in the eyes of many clients, you may be nothing more than an insurance salesperson. When you start to offer resources to help your clients, such as disease-specific organizations or local non-profits, then you are expressing to your clients you are a resource and not just an expense.
Every client should get at lease one resource per appointment. This is what many clients will tell their friends about.