Job Title: Personal Sales Representative
Education: BS in Business administration, University of Southern Maine
Previous Experience: I worked as a real estate agent in a small company owned by my family. I started a property management company and used it to manage many of my own multi-family properties as well as some clients.
Job Tasks: My primary responsibility is to bring in new business to the company as well as maintain relationships with current customers to keep retention high. I am a direct writer for an insurance company and I sell personal lines of insurance to the public.
A typical day starts with checking email and following up with any internet leads that may have come in via email. I review people's insurance and create proposals on our systems and call/email advising what our price is and what coverages they should have. There are times in the day when cold calling is key to generate more prospects. The goal is to call 50 people a day. In sales, we often have to go out and "run for mayor" trying to meet new people and encourage them to allow me to quote their insurance.
On a usual day we will also cold call face-to-face people at other places of employment. I then come back to the office and enter the information that I was able to gather. I take the second part of the day to make more phone calls and hope to connect with someone who will allow me to quote their home or auto insurance. My company requires that we sell six policies per week. The numbers break down as follows, 250 phone calls per week, talk to 65 people from those calls, quote 20 people and sell 5 policies per week. It can become overwhelming when the numbers don't work.
Many times the position can be rewarding when you are able to help individuals and families. The financial reward can be rewarding as well. There are also long days trying to get in front of people to discuss their insurance. Many times, people do not want to review their insurance unless it is absolutely necessary and often times you will do a lot of paperwork during the day and make phone calls at night.
Best and Worst Parts of the Job: The best part of the job is the flexability a sales position offers. I am able to come and go as I want and I am the one who decides what will happen on a certain day. The worst part of the job is the rejection. Many people do not want to be approached about their insurance and it can be hard to get motivated to get over the negative part of the job.
1. The best tip that I have ever received is to remember that I am providing a valuable service. You are not selling something that people can hold, therefore you need to sell the sizzle not the steak.
2. Be patient, insurance sales in not a sprint, it is a marathon at a sprinter's pace. People looking to get rich quick should look into another field, but insurance is a hidden gem where you can make a great living and often the companies offer great benefits.
3. Finally, don't quit. Get back up and brush yourself off. There is always tomorrow and something will come from hardwork.
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