Never Sell on Price

An Insurance Agent Guidebook to Developing a Consultative Sales Process for Auto and Home Insurance

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Never Sell on Price

By: Michael Bonilla

Narrated by: Carl Ameen

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There is no such thing as a good deal for the wrong insurance policy. Yet, why is it that so many people have the wrong insurance? The biggest problem facing consumers in the insurance market is what? What is it?

Consumers understand what they are paying for insurance, but they don’t understand what they are actually paying for. The reality of purchasing insurance in America is that people do not fundamentally understand what they are purchasing.

96% of drivers misunderstand at least one key aspect of their car insurance policy, and more than half have false assumptions about multiple features of their coverage (Vohra, 2022). Think about that for a second.

The best case with insurance is that you purchase insurance, pay for it until you die and hope you never have to use it. Yet, people will pay for something their entire life, and never truly understand it. That is unless, they have to actually use it, then they become veritable experts overnight.

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