Insurance sales are clearly different from other sales.
In other sales, quitting a job and changing jobs doesn't have a big impact on interpersonal relationships.
However, if you quit selling insurance midway, the good interpersonal relationships you have built up over time will be in trouble.
You can lose people, hurt them, and be hurt by them.
It's because people around me who were customers trusted me and signed contracts.
In other sales, the sales process is almost complete with the sale of a single product, and the process ends with after-sales service or customer management for several years at most.
But insurance sales are different.
After signing up, you will have to pay premiums for a long time.
In other words, it is something that requires working with customers for a long time.
But if you quit early, that trust will be damaged.
It will disappoint those who trusted you.
Customers who sign up for insurance do not sign up for insurance, but rather seek to receive insurance benefits.
So, you need to think carefully before starting insurance sales.
Even if you quit, you must do your best to end the relationships around you well.
If you do something wrong, you could lose people, who are precious assets in your life.
So, insurance sales should not be something you try out just for fun.
I've seen consultants who think, 'If it doesn't work out, I'll just go back to what I was doing before.'
Of course, a person with this kind of mindset cannot succeed in this work.
Plus, you lose people you care about.
I also never thought about insurance sales this deeply.
I confess that in a corner of my heart, there was a thought like, 'I'll try it first and if it doesn't work out, I might go back.'
Of course, not everyone in the insurance business will necessarily succeed, but at least you must have confidence in yourself from the beginning.
Otherwise, customers will naturally lose confidence in me due to my lack of confidence and will not be able to trust me to take care of their home for a long time.
You can't entrust your precious family's future to someone who might quit at any moment.
--- p.17~18

Many salespeople worry about hospitality.
In particular, I wonder how you can do business without serving alcohol.
What is the original purpose of hospitality? Hospitality is to increase intimacy with customers and foster deeper relationships.
So, what if we could increase intimacy in ways other than alcohol? Does it have to be alcohol? As someone who can't drink, I've come to this conclusion.
So, when a customer introduces me or signs a good contract, I express my gratitude in other ways.
We prepared gifts for the customer's family and sent them to their home.
Most of the fruit was good.
In conclusion, you can sell insurance and be recognized by customers without drinking alcohol.
I also believe that it is essential to express gratitude to our customers.
Of course, it is best to do so to a degree that does not burden the customer.
However, I would not recommend giving gifts or hospitality for contract purposes before signing the contract.
Our priority is to provide genuine help to our customers through thorough and professional consulting.
As a result, when a customer makes a decision, you can express your gratitude for their trust and confidence.
Some people burden their customers with large gifts or alcoholic beverages before signing a contract.
It may seem good for a while, but in the long run, it doesn't help either of you and only makes the relationship more difficult.
Let me emphasize this again.
Insurance sales is essentially about competition.
It's never about the alcohol or the entertainment.
--- p.186~187

If there were no 'rejections' in insurance sales, many more people would take on the challenge.
Rejection is a scary concept not only for insurance salespeople but for all types of salespeople.
That's why we need skills to overcome it.
In fact, if you look closely, customer rejection is a very natural phenomenon.
This is the customer's fear of 'what if I make the wrong decision!'
It's just an expression of wanting to have a little more time to think before making the final decision.
You can think of rejection as just a normal greeting.
There is no need to go through the trouble of giving it special meaning.
You don't get hurt by greeting people in a casual way when you meet them.
There is no need to think of rejection that way and take it so seriously.
Of course, I'm not saying that being rejected is easy.
Of course it's hard work.
Even I, who have been working in the insurance sales field for 17 years, do not welcome rejection and want to avoid it.
Whether it's before or now, being rejected hurts.
it's tough.
But there is something different from before.
At least I learned that a customer's rejection doesn't mean they're rejecting me.
Customers are not rejecting us, they are rejecting their own problems.
Customers may feel hurt by the rejection of 'me, us'.
But that is not true.
The customer has rejected their important issues and rejected our good intentions.
So they have to take responsibility and deal with the problems that come up for which they were not prepared.
We must help our customers, with whom we will spend a long time together, avoid making these mistakes.
So, you need to let customers who refuse know that they simply want to postpone and help them make a decision.
That is the role and mission of a consultant.
If you look at customer rejection with this sense of mission, rejection is not so difficult.
Rather, it is something to be overcome and can become a new beginning.
Looking at it this way, sales without rejection are too boring.
The beginning of a sale begins with rejection.
When someone says no, I feel like the selling has really started.
When you change your perception of rejection, the fear disappears and new possibilities appear.

--- p.304~305