One of the less surprising findings of the Trailblazed Sales Project Study is that successful sales professionals focus on their clients. Indeed, high-growth producers (defined in the study as brokers enjoying 20 percent growth year-over-year) are driven to earn the trust their clients place in them, their abilities and their expertise.

A California producer interviewed for the study did a good job of describing this dynamic (let's call it sales professionalism) saying that it's about knowledge, integrity, stability and a lot of hard work. That knowledge should be about both the industry and the product, he says. “And listening to the client and client needs. Saying what is really true and not speaking out of both sides of your mouth. Being there for the client and letting the client know that you are always there for their needs.”

Why do knowledge, integrity and stability matter? What's so important about listening and being there for the client?

Continue Reading for Free

Register and gain access to:

  • Breaking benefits news and analysis, on-site and via our newsletters and custom alerts
  • Educational webcasts, white papers, and ebooks from industry thought leaders
  • Critical converage of the property casualty insurance and financial advisory markets on our other ALM sites, PropertyCasualty360 and ThinkAdvisor
NOT FOR REPRINT

© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.