Building Trust with Your Client

This article was written by LifeAdmin, on August 26, 2021

Four inspirational quotes about trust for Preneed and Final Expense insurance agents

“Trust is earned when actions meet words.” – Chris Butler

You know that selling preneed or final expense insurance is not about strategies and tactics that are flashy and fast. Agents, think about clients as long-term relationships. You take time and make conscious efforts to build personal relationships with your clients. Clients trust you because you do what you tell them you are going to do; you speak in terms of what can be changed, what can be worked out, what you can do for them. If you don’t have the information they need, you seek it. If you commit to something, you follow through every time—even on little commitments that may not seem crucial to the relationship. Agents who have trusting clients focus on how they can help those clients, not how they can get them to make a purchase. There is no room for empty words when you work in preneed and final expense insurance.

“Whoever is careless with the truth in small matters cannot be trusted with important matters.” -Albert Einstein

Whether it’s being on time for a meeting or calling when you say you will, you know that being consistent and honest in all the little commitments you make to your clients will demonstrate that you are trustworthy in all regards. Being genuine in all aspects of your conversations with clients lets them know that you are an advisor and an authority on preneed or final expense insurance, not a flashy salesperson worried about a quota. Your relationship with each client is like a bank account—you have to work to balance the withdrawals with deposits that you make consistently.

“Trust is built with consistency.” -Lincoln Chafee

Many of your agent-to-client relationships will last for a number of years, so you know that each conversation is building a foundation of trust that will carry on for a long time. As your client is getting to know you as their final expense advisor, they are looking for reasons to trust or distrust you. You know that being consistent in your words and actions with them will demonstrate that you are trustworthy and genuine.

“Men trust their ears less than their eyes.” -Herodotus

It is a tired trope that salespeople are like magicians who direct your attention at distracting details while they make your money disappear. You fight this stereotype by creating a foundation of sincere trust with your clients. As an agent, you know that the “product” you are offering is more than a package of funeral options. It’s a personal, difficult decision for each and every client you encounter. Because they trust you with their final expenses, you make sure they know that you genuinely care about them. You use honest business practices to prove that you mean what you say. You don’t give them empty words, you show them that you are an expert who truly cares through your actions.

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