WHAT DO YOU STAND FOR?
We've all seen Jerry Maguire. We all know the part where, after he leaves his huge sports management firm, he's set up in his new, small remote office, desperate to hang on to Rod Tidwell, his sole remaining client. This is the part where Regina King, who plays Marcee Tidwell (Rod Tidwell's wife), delivers one of my favorite speeches in the movie. The Tidwell's lives are essentially in Jerry and Dorothy's hands when Rod gets a lowball offer from the Arizona Cardinals. Jerry is begging them to stay on with him and Marcee rails against him in frustration and distrust, demanding to know what he stands for. Concerned for her husband. Scared for her family.
This is an extremely pivotal point in a famous, fictional film, but for insurance agents this scene could be playing out every day in your offices, or at least in your heads . And honestly, it probably should be. As someone who is offering and providing health, home, auto and life insurance to your customers, you are QUITE LITERALLY their Ambassador of Quan. You are selling them security for themselves, their families, their futures. There is a significant, unspoken level of trust that exists for each client. And you do this every day, for every customer. Simply put, whether you realized it or not, as an agent, you chose a career based in ethics.
Whether this is a new realization or this is something you've thought about every day since the first policy you wrote, are you prepared for someone to ask YOU what YOU stand for as an agent? What would you say? Actually. What you would say to that person isn't nearly as important as what you KNOW you stand for. You can SAY anything to anyone. We're sales agents. We sell. We spin. We are trained to tell people things they want to hear.
But laying in bed at night, going over the day's successes, what brings you the most sense of pride? We're always happy when we're successful. Of course. But are you happiest that you've made a sale? Or are you happiest that you've given someone the peace of mind that they're family will be taken care of in the event of an accident or an illness. Is your main goal giving your customer a quality product or filling your bank account?
Because just like Marcee Tidwell, your clients are coming to you to give them a life raft in case of rough waters. They want to know that you are giving them what you'd insist upon for your own family. They want you to stand for them the way you'd stand for yourself. They want to believe that. They want to trust that.
We know there should be integrity in any industry. In every industry. And we know that isn't always the case. But when someone is coming to you to be their insurance Ambassador of Quan, they're essentially asking you to be their life raft salesman. They want to know that the life raft you're selling them is the same one you'd put your own family in.
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