Why Life Insurance Agents Need to Ask Questions

By Dean Cipriano

The other day I was working at home… or shall I say “Trying to.” My youngest son was trying to get my attention for about 45 minutes when I realized something… “He must have asked me 50 questions in that period of time.”

This made me think for a minute…

As we get older, we stop asking questions. We let our own egos, laziness, busyness… whatever… stop us from this important function.

Smart Questions

So let's talk about questions for a minute… Smart Questions. Because after all, the quality of life you experience will be directly related to the quality of the questions you ask.

Most life insurance agents miss the boat in this area many different ways. They even fail to ask themselves questions.

If you notice, I often raise questions in the newsletter, to help people question themselves. Most people avoid ever being put on the spot, confronted, challenged. But successful life insurance salesmen seek it out.

Failing to Ask Questions

I have a long-time friend, who has seen his tiny business become a giant business, who no longer likes being questioned; has surrounded himself with yes-men; exiled those who challenge him; and I'm afraid he's heading for a crash because of it.

Most life insurance agents fail to ask their customers a lot of questions. In coaching, I'm constantly frustrated by agents who think and believe and presume they know what their customers think and want, but actually know nothing for sure.

They fail to ask smart and successful people lots of questions. Ego is enemy, busyness obstacle.

Often, I'm asked a question structured in such a way it telegraphs the desired answer. Just for the record, the best questions impose no limits on the answer whatsoever.

Curiosity may kill cats - I'm not an expert on felines. But it definitely does NOT kill life insurance agents.

No, it’s quite the opposite. The best life insurance agents always ask the best questions of themselves and of their clients, Period, End of story.

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