Updated: Oct 15, 2020
First, I’m going to start with a rant and then show some understanding. The training in the life insurance profession is severely lacking, and I don’t just mean selling skills to help agents be successful.
In my first agency, we had product training every Monday morning from 9am to 11am. However, this was not GOOD product training. We learned WHAT we could do with the company’s products, but not WHY someone would want to do it. Why would someone WANT to spend $10,000 a year for a $500,000 policy, when they could cover the need for $500 a year? I didn’t understand. And I also knew that if *I* didn’t understand, then I couldn’t communicate that reasoning for the client’s best interests to help them see why they would want to do the same. I probably also had plenty of baggage of old myths in my own head at the time as well.