Do Active Clients Make for Better Decision-Makers?

ASJ recently covered the topic of consumers and the overwhelming access they have to information about the insurance industry. When its easy to do a Google search for life insurance and come up with a ton of information, plan options, and the like, many clients are meeting with agents already knowing the plan they want. And its up to the agent to help them understand why that plan may or may not be the best option for them.

In a world where information literally surrounds us I can use my BlackBerry to search for insurance quotes while I grocery shop! who makes the better client? The one who meets with an agent blind, not knowing anything about financial products? Or the one who knows so much that they cant be swayed away from a product theyve already determined is the best one for them even though it may not be?

I think the ideal client is one whos right down the middle. One whos familiar with terms like premiums, deductibles, and perhaps even the major players and product types, but who is open to your recommendations as a professional advisor. Of course, you dont always get the ideal client, and its never a good business decision to turn clients away. What you need to be willing to do is accommodate everyone from those who know nothing from those who think they know everything.

What has your experience shown? Do your clients tend to make different decisions once they learn more about the products you offer? Or, either way, do they tend to let you the professional make the major decisions for them? Does it tend to depend on the client? Comment below and let us know!

Heather Trese is the associate editor of the Agents Sales Journal.