Selling health insurance is a tough business. It’s not a created sale, it’s a replacement sale which means relationships must be destroyed before any chance of a sale is possible. Destroying relationships takes time, effort and money. The sales cycle is long.
“I have a high value relationship for sale” says Joe the insurance broker to the insurance company. “Bidding starts at $100,000, high bid wins”
“I destroy relationships for a living” say Bill, the insurance agent across the street. “I’m going to destroy Joe’s relationship however long it takes. His margin is my opportunity. I’ll settle for $50,000, sharing the difference with the client once he signs the divorce decree. God Save The Queen!”
Since health insurance is a replacement sale and not a created sale, the only constant is relationships. That’s what makes the difference in winning or losing.
“Hi Honey, I’m Home!” says Bill. “I had a great day today, I destroyed two relationships! Let’s go out to dinner and celebrate!”
Meanwhile Joe plots his revenge………….
