Recommended Reading For New Insurance Agents ?

[undisclosed]

I'm new to the business and am wondering if there are any particular books that are generally considered a must-read for newbs. So far I've read Tax-Free Retirement by Patrick Kelly and How I Raised Myself from Failure to Success in Selling by Frank Bettger. I really enjoyed both of those and plan on reading them again, but am looking for new material as well. I do most of my prospecting through cold calling and focus on consumers rather than businesses, by the way.

 

[undisclosed]

really, nothing?

 

[Bob Klee]

Missed your thread or I'd have posted.

First, what type of insurance are you selling?
I haven't read either book you've mentioned but that doesn't mean they are not any good.

For P&C agency, I'd recommend a book by Troy Korsgaden: Power Position Your Agency.

Great P&C Book

Also there are a couple threads with "books" as a subject that you might search for.

It is a GREAT career IMHO. If you'd like, give me a call for some pointers.

 

[DHK]

The Whole World is Out or Busy - Irwin Burt Meisel
Pocket Full of $ales - Irwin Burt Meisel
High Touch Selling - John Savage
You Can't Teach A Kid To Ride A Bike At A Seminar - David H. Sandler
Building A Financial Services Clientele - O. Alfred Granum

 

[CHUMPS FROM OXFORD]

"Ball Four" by Jim Bouton. I have read it three times.

 

[xrac]

"Hot Prospects" by Bill Good.

 

[charrington]

"How to Master the Art of Selling" by Tom Hopkins

 

[DecisionMan]

Two books by Nick Murray which you can obtain at nickmurray.com along with a free newsletter:

"The Game of Numbers" - this is the book to read to get over the prospecting hump. Plus as you read the book he has a lot of great lines that will find there way into your sales talk, and even some scripts on how to start conversations that lead to estate planning and investments.

"Behavioral Investment Counseling" - if you decide to go into investments as well, or want insight into client behavior such as panic, or performance-chasing, or other behaviors that drive us nuts, this is a great book to read.

Nick Murray is one of the best industry veterans out there.

 

[xrac]

Has anyone ever read the old book "Secrets of Successful Insurance Sales" by Napoleon, Foundation Staff Hill, Jack, Jr. Kinder and Garry Kinder? Is it any good or just rehash of all the other books out there?

 

[TXInsuranceAgent]

This is the thread that has quite a few books recommended by other agents.

http://www.insurance-forums.net/forum/general-insurance-agent-discussions/books-read-t28071.html#links