Insurance is a solid business, as many as 90% of insurance agents leave the business within 3 year after joining the industry. While some agents make lucrative income in insurance business, but many others are never easy to be insurance agents.
There may be circumstantial factors that lead to the exit of some agents, a number of agents who leave the business probably feel that they are not suitable for the business. They may even wonder if it has something to do with their personality.
Is there such a thing as the right personality to be insurance agent? Do you need the right personality traits to be successful in insurance business?
Let’s look at different types of personality. There are many personality models. One of the popular models is DISC Profiling Model designed by John Geier based on the work of William Moulton Marston. In this model, there are four observable personality styles, namely:
Dominance – relating to control, power and assertiveness
Influence – relating to social situations and communication
Stability – relating to patience, persistence and thoughtfulness
Agreement – relating to structure and organization
So, people of what personality type are the most suitable for sale profession?
Generally, sellers are required to see people, know them, build report and persuade them to take action.
It is always believed that people with high influence styles are born salespeople because they are good communicators. They are in their element when they are in sales business.
Sellers with high influence styles are friendly, appetizing, enthusiastic and outgoing. Being good chatters, they always want to be the ones who start a conversation. They love to mingle with people and use humor to improve relationships. They know a lot of people and have extensive social network. These are the qualities that make them a natural salespeople.
Could this mean that other types of personality are less capable of excellent sales producers?
In fact, all types of personality have their unique strengths to do well in sales business.
Sellers with high dominance styles are determined, ambitious and aggressive. Success has a special meaning in them. Its challenging lovers, they like to raise the bar and set high standard.
Their job is to win and they will not be satisfied with mediocre achievement. They can be extremely hard working to ensure that they stay ahead of their competitors. For them, failure is not an option.
Insurance producers with high compliance styles excel in sales business by diligently following the sales systems and processes. They are also good at organizing work in a systematic manner.
They appreciate accuracy and attention to detail. They do quality work and provide quality results by staying focused and demonstrating high degree of commitment and professionalism.
Insurance salespeople with high steadiness can be easy to connect with people. Being patient and caring, they can empathize with customers. This helps them understand the needs of customers better.
Regardless of what personality you belong to, you can be immediately successful in insurance sales business. Discover the strengths in your personality traits and use them. At the end of the day, it’s you who shape your own destiny.