My personal experience was that during my recruitment, I didn't fully understand the role prior to accepting an offer - that was my responsibility. In my defense, it is truly difficult to fully understand any role without actually doing it. I based my decision on generalities rather than hard facts and I probably added some ego in the mix as well.
With 10 years prior experience in B2B Outside Sales, I felt that my understanding of people and general business acumen would be sufficient to allow me to be successful. I was wrong.
My hope was to develop my book of business as more of an "assets under management" type model with insurance as an added necessity. Slow, patient, sustainable growth built on willing referrals. My personal situation was that I could afford to be patient with the growth.
It is said that insurance is never purchased, but always sold. I understand now... No one wants insurance. It's not an exciting product and it involves self evaluation on the clients part, which let's face it; no one loves to do. Also the strategies that were encouraged, involved obvious leading questions into how a person would feel if they didn't make it home that night etc. Not trying to place a moral judgment on this, but it just felt manipulative and unnecessary.
I guess that I much prefer a straight business proposition - this is who I am, this is why I'm here, and this is why I'm the best choice for your business solution. With insurance there is very little proprietary about your product. There's not much benefit from one provider to the next other than consumer trust in your brand.
