IBM Post on Internet Insurance Sales - Kinda' Old but Still Relevant

I just came across a post on the IBM network about internet insurance sales. It's a couple of years old, but I don't think as much has changed as it has in other industries. We insurance people are fairly conservative, and maybe insurance consumers - which is everybody - are conservative when it comes to this sort of purchase.

Anyway, The IBM POST ON INTERNET INSURANCE IS HERE.

The good news, is that the author does not believe that internet insurance sales will do away with agents. Face it, insurance products are complicated, and most of us are continually learning. That's our job. It is also our job to educate clients, who all - of course - have other jobs!

Selling insurance is still about service. It takes a human to wade through policies, underwriting rules, and changes to present a qualified client with options that will suit their lifestyles, budgets, and needs. However, internet selling can offer convenience to consumers and agents. It is so much easier to qualifiy a client, researc policies, and then come back with well analyzed options than to be under the pressure to close a sale in one 45 minute sales call. This is called high trust selling. You are listenning to your client, analyzing their needs, choosing solutions, and then presenting them. What the internet does is eliminate the need for multiple visits, and it probably also cuts down on phone calls.