25378670 - young attractive couple during an interview at an officeGenerally, people get nervous walking into someone’s office, even if they need the service they are about to be offered. Why is this? Because people hate being sold to. Humans are often skeptical of sales pitches and worry that most products or services won’t even address their needs or current situation. The easiest, most effective way to combat this mentality is to listen.

If your clients feel like they are truly being listened to, you’ll have customers for life. Listening is an easy concept to grasp, but it’s far more difficult to practice. Truly take the time to hear what your clients are saying. Ask about their specific pain points and challenges, and do your best to understand their fears and desires.

One of the best ways to show you are listening is to paraphrase what has already been said during the conversation. For example, you can begin by saying, “so what I’m hearing is…” and then sum up what you heard and what you think their underlying problem may be.

Once you understand what a client is experiencing, you can offer them a better, more satisfactory solutions. If you can take steps to improve your listening skills, your clients will be pleased with your work, and they’ll continue to rely on you for all of their insurance needs. Good luck!

COST Financial Group, Inc.

©2021 All rights reserved.