“People don’t buy what you do; they buy why you do it. And what you do simply proves what you believe.” This powerful quote by thought leader, Simon Sinek, shows the relationship between your actions and beliefs. Simply put, your beliefs control your actions. All of us have beliefs we have found to be true and others we have discovered to be myths. The impact of believing myths can be mild or major. In the world of insurance brokers, myths can actually cost you time and money. Here are three insurance broker myths that could be costing you. 

Myth 1: Always Be Closing (ABC)

Always Be Closing (ABC) is the idea that every step that is taken in the sales process must be taken with the end goal of winning the sale in mind. And while that’s true to an extent, there is a delicate balance that you constantly strive to maintain in order not to come off as too pushy. Why? Because you understand that people need to believe that they and their company’s interests are more important to you than making a sale.

Myth 2: Good Talkers Make Good Brokers

You know that it requires more than just being a good talker to make it in your business. There are people all around who, due to their communication skills, make great teachers, politicians, organizers at a HOA or customer service representatives. However, your role as an insurance broker requires a unique skill set, an important one being the ability to build successful relationships. In this relationship, your client knows they can trust you because you have made yourself invaluable to them by:

• Being well-versed in their industry
• Educating them on upcoming benefits trends
• Researching healthcare advancements and how things like private exchanges can save employer groups money
• Understanding new laws and regulations, such as those associated with the Affordable Care Act, and how they will impact your client
  
  

Myth 3: Small Fries Can’t Refuse Business

It may be tempting to believe that because you are an independent broker or work for a small agency, that you are not in a position to refuse any business, regardless of how you may feel about the potential client. But choosing to pass on a client whose way of doing business does not align with your business values may be one of your best decisions. You will have less “fires” to deal with and therefore, you can spend your time strengthening your relationships with current clients or pursuing promising prospects.

Being aware of dental insurance broker myths like these can help you strengthen your relationships with your clients and increase your bottom line. Speaking of strengthening your relationships with clients, make sure you are showing your clients just how your skills can help them with our FREE guide below!