Super Agent

Discovery = Opportunity

What kind of producer are you? Do you search to find what most prospects think they want—the lowest price—or do you help them discover what they didn’t know they needed?

Seth Godin recently wrote an excellent blog post on the difference between search and discovery. He said: “Search is what we call the action of knowing what you want and questing until you ultimately find it…discovery is what happens when an organization, or a friend help you encounter something you didn’t even know you were looking for.” He argues that helping your clients find something they didn’t know they needed is a huge opportunity, and we agree.

Most employers are satisfied with where they are; they have no idea that their business may be at risk or that their process for engaging with insurance agents is putting up barriers to their own success. The good news is, the majority of agents aren’t leading prospects through a process of discovery. So, if you do, you’ll not only help the prospect along the road to better outcomes, you’ll also differentiate yourself.

As Ralph Waldo Emerson said, “We are all inventors; each sailing out on a voyage of discovery…the world is all gates, all opportunities.”

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