Surviving as an insurance agent is a challenge in these times of increasing industry compliance requirements. Ethics and The Sale leads agents through difficult ethical and compliance issues in a conversational style, interspersing humorous references and quotations from famous authors. There is a discussion of these issues at each stage of the sales process, including prospecting, recommending a policy to the client, rebating and replacement, and self-disclosure.
You will be on the right track with information about:
How to sell the "sizzle and the steak"
What is meant by compliance, ethics, and market conduct
Who regulates the insurance industry
How to identify the need for insurance and how to choose the solutions
The importance of self-disclosure
The ethics of rebating and replacement
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