What Do You Expect of An Insurance Marketer

What Do You Expect of An Insurance Marketer

Some persons with political clout are trying to prevent people wearing WWE merchandise (T-shirts, headbands, sweatbands and the likes) from exercising their right to vote in the state of Connecticut, USA. What sort of politician is scared of Wrestling fans and folks? Regardless of their political ideologies or leanings, why and who are they afraid of anyway? They had better be wary of the NEXUS though, those guys who 'bumrush' and ambush anybody, I mean, they would literarily 'whup' any politician; trash 'em bad! Google the NEXUS folks, the results would scare you. Enough of the 'ad' for wrestling, let's come back home.

The EFCC is trying to prevent persons who have 'allegedly' dipped their hands in the public till from exercising their 'God-given' rights to be voted for. These blacklisted individuals (who happen to be past governors mostly) swung into action straight. They got court injunctions (wonder what those mean these days since anyone can't get one for the slightest reasons) and 'big mummy' in glasses to denounce putting up such a list in the first place. Now, people, this is where the law is the proverbial 'donkey' (trying to be polite, this after all is a business blog.) Innocent until proven guilty, right, Lagos? Tune in to NTA news for that, to me, personally,
it's sad news when the has to take its course in the favour of the EFCC blacklisted politicians. Forgive the sad and boring digression, Lagos.

Why are Lagosians afraid of purchasing insurance? Seriously, why are we afraid of buying into insurance right now? Unfortunately, it's the level of professionalism portrayed on the part of us, the insurance marketers! I'm not talking about all of us (please take it easy guys, read on) but some of us. Most people are afraid of the guys who knock their doors and ask for their cash, cheques and signatures on their forms. Lagosians, in fact, I'm talking about Nigerians in general, are afraid of us insurance marketers, financial and investment planners and whatever names we call ourselves these days. Buy, why? Why, Lagos, why?

How many of us, insurance marketers, are credible? How many of us are trustworthy? Stories abound out there of how many a young, dashing, sweet-talking insurance marketer worm his way into the heart of an unsuspecting prospective buyer or investor, fill the form and 'bolt' with the cash! Oh! I'm lying? In the course of prospecting, I've heard countless accounts of how people have been swindled of their hard-earned money by these fraudulent guys. Ask yourself, Mr marketer, how many times have your objections taken the shape of prospects expressing their fear of being swindled and their investment being intact? Take a minute, make that two minutes...there you go, you've lost count. The question is, how does the prospective buyer know a credible, trustworthy insurance marketer when he meets one? Is it by manner of speech, sight or composure? How do you tell that sleek-talking, handsome/beautiful marketer is not out to take your money and dash off?

It will be a rather exhausting exercise (and boring too) to lecture anyone about credibility and trustworthiness, that's what parents and religions teach (my pastor will be proud if I decide to take the issue up though, besides people have read countless books and articles about that and I don't want anyone yawning to my blogs) What should the prospective buyer have at the back of his mind when he/she meets an insurance marketer? What areas of credibility should that person possess?

As an insurance marketer, ladies and gentlemen, after putting on your good looks, well-coiffed hair or close shaven head, that charcoal black suit, the strong but gentle-and-kind on-the-nostrils powerful perfume (or perfumes, depending on what you like,) the black shoes polished to military precision (or high-heeled Jimmy Choos for the ladies), the 'swag' aka confidence (you definitely can't leave home without the swag,) don't leave these qualities behind in the house if you want to be seen as credible

1.   Competence
2.   Expertise
3.   Character
4.   Personal integrity
5.   Trustworthiness

There are many others but these qualities mentioned above would serve you quite well.

As an insurance marketer, one's competence would prepare you for a lot. With competence you're putting the 'right' forward all the time. Competence would portray the right individual as
 -   Being experienced
 -   Informed about his business and other things as well
 -   Qualified to handle his business
 -   Skilled (armed with the knowledge, ability and training to perform the activity)
 -   Intelligent

When I started out in the business of insurance prospecting, I was always scared of sounding right, like Clark Kent. I'd always rehearse my speeches and run through all the routines in training because at the beginning I knew nothing about the business. Thank god, now I'm on top of the situation like a cowboy at a rodeo on a bronco...like hanging on to a speeding bus like a Lagos bus conductor! No falling off that horse, yee-aah! Competence does that for you, it supplies a good dose of confidence.

With expertise, one would be able to gather information that will be useful in delivering in his business, no matter how rough things getting you'll ride the storm to Graceland. You don't have to sound right, you have rightness living inside of you, you're not Clark 'clueless' Kent anymore, you're superman. If you don't have
expertise today, get it, go to bed as Clark and wake up as Superman and don't wear the clumsy glasses and goofy attitude anymore.

Now with character, that's every one's Kryptonite. Examine yourself, take time and look at yourself and ask the question, "What are my strengths and weaknesses?" Take stock and learn to project yourself on the basis of your strengths not your weaknesses, build on your strengths, never your weaknesses. There's no reversal to that rule! Don't let your weaknesses do a Jekyll and Hyde on you, always be in control of your weaknesses ( and emotions.) Character matters a lot to prospective buyers, hone and sharpen yourselves people. People without character are unreliable, if you don't stand up for something, you'll fall for anything. Character won't make you fall for anything. Go on prospecting with good character, you won't go wrong and if they say no...well, make sure you don't leave your pen in the prospects chest...(control yourself and go away with pride.)

Personal integrity slightly interwoven with character, let's look at P.I as that quality that stands you out.  Personal Integrity defines who you are when nobody is looking. As a kid, it was street smart to go in groups of three or four to buy sweets from the mallam's counter right? How many of us didn't sneak wafer bars, sweets and bubble gum while mallam was attending to Junior and Segun's orders? Is it because you can't, that you'll get caught or you're just plain scared or sissy or you're too much for such childish ploy? How many of us, Lagos, return the change when the bus conductor overpays us? Did you do it because of the scowl on the next guy's face or that lady you don't even fancy in the first place or you just don't feel right with cheating other people? That's what personal integrity adds to you as a business person, you won't lie, you won't cheat, you won't steal, even when you have the chance to do it and be away a million years before anyone would notice. Whatever is wrong won't stick with you even if you'd get away with it. You know I'm not trying to be sanctimonious, Lagos, there are people out there who feel what I'm saying about personal integrity.

What does trustworthiness do to you as a business person? It just backs you up! It should radiate out in your speeches, it should ooze out like your swag. You won't sweeten any deal with what you or your company cannot deliver. You wouldn't tell prospective buyers they can pull out of a five year contract anytime they feel like even next year if they feel like. Trustworthiness makes you walk the line, when you make a promise or condition, you deliver not matter what. Why are we having problems in the financial industry? Because some people can't be honest, that's all! The deals are too sweet to turn down, ethics fly out the window and conscience, God...the Big guy understands how much you need this one he won't hit you with the
thunderbolt, he'll take a chill pill while you're cooking the filthy schemes! Lord have mercy! May the good Lord have mercy...

As an insurance marketer or as an individual in any sphere of life, I don't want to end up like Mr Maddoff, he siphoned $65 billion and would spend the next 150 years in jail! I wouldn't survive 1 day of house arrest, let alone 18 months concurring for mis-appropriating 191 billion like madam...When I go out to do my job, I do the best I can, that's all. When next you go out for business, to build your credibility, do the following

- Stress your knowledge in the business and experience
- Be a fluid communicator
- Pick up your speaking pace (that's one of the things swag'll do for you)
- Be likable
- Use humour...carefully

You don't want to define mixed feelings as "Watching your most disliked mother in-law reverse into the path of a speeding trailer on Ikorodu road...in your just newly bought customized Rolls Royce Phantom." to a happily married prospect.

 Have fun, Lagos and don't forget to call or text a credible and trustworthy insurance marketer, Olumide Ogungbemi on 07033588160 and 07056989820 for all you need to know about life assurance policies and
products in Lagos, Nigeria.