One really important piece of marketing and selling that I’ve learned over the years has to do with understanding the psyche of your prospect and catering to it.
To put it frankly, people buy ideas and concepts that solve their problems…not products! Far too many agents focus on selling features of the product instead of selling the prospect a benefit laden idea that solves a pain or problem in their life.
I just read a really great article over on Insurance News Net that explains how to do this with current events.
You can read it by clicking here.