They say insurance is a relationship business. How do you forge and maintain relationships with your customers and prospects? Consider the answer as a question.

Long-term success is achieved by your ability to relate to others, manage conflict and solve problems. Selling is not telling, so, use questions instead to drive your relational success.

Questions foster two-way communication. When a prospect answers your questions, they feel important and it allows them to tell their story. Without even realizing it, they are beginning to relate to you. Their answers provide insight into their struggles and set the stage for you to deliver solutions. Because the solutions were developed through this process, there is no need to persuade the prospect to buy what you are selling — they simply recognize their need for your solution.

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