We frequently engage in conversations with agents to discuss what prospects think and how they behave. Let’s just stipulate up front that the vast majority of prospects you meet will not be following an effective process to manage risk and buy insurance. That’s just the way it is. Accept the reality and develop skills to lead them out of the woods.
Instead of being frustrated by this reality, embrace it. Your competitors will not likely lead, but instead will follow the prospects’ process down a dangerous path.
Insurance agents desire a way to differentiate from the pack. There is no better way to differentiate than to assist the prospect to discover that they are in harms way and their current agent is enabling them to stay there.
If you believe that the prospects process is flawed, how can you in good conscience allow them to move forward without at least trying to lead them? This takes some gumption. It also takes skill. But, is there really any other choice?
This does not mean that you need to be arrogant or a jerk. Demonstrate empathy and concern. Your body language, tonality, and facial expressions will convey your message if you believe your leadership is critical to them.
Step up and lead. The marketplace is full of agents, but few have the belief, gumption, or skill to lead.