With everything going on in the World, discrimination is top of mind awareness today. So let’s bring it into your agency. Are you discriminating against leads in your business? You may think “no way”, but let’s stop and break it down for a moment.
Have you ever, and I mean ever thought “Ohhh man! This is a great lead. This person wants to spend gobs of money on insurance”? Probably not ever. Instead I’m sure you routinely think, “Ohhh I don’t know if they can afford this or want to pay for this.” Why do we do this? We tend to lean towards the belief that people don’t have money for insurance.
How about when someone calls in with a thick accent and is maybe challenging to understand. What do you think? Generally people get frustrated and some times assume that the prospect is not a good lead. When in fact many wealthy entrepreneurs are immigrants with accents and they are often under-served. Wouldn’t you be best to serve them?
Then how about my grandma. We have her in almost all presentations. I always say “What do you think is most important to her in selecting her insurance agent?” What do you think most response are? PRICE! Shes on a fixed income right? I say no, she has done rather well for herself. She’d rather work with someone she has a relationship with.
The bottom line is we cannot jump to our own conclusions on leads. We have to think the best of everyone and work with them to give them what they need and not what we assume they want.
