Relationships matter.

March 21, 2023 by Sheryl J. Moore

I won’t forget the day that changed my career, while I was working for my first home office.

I worked for the #1 seller of indexed life insurance and indexed annuities, in product development.

A had just received a directive from the top: I needed to assist other insurance companies in developing indexed insurance products.

Wait! WHAT?!?

**We were a BIG fish, in a tiny pond. We wanted to be a big fish in a HUGE pond.**

I was to use PUBLIC information about my company, and our products, to get outside insurance companies to join the fray.

The first thing I had to do was establish relationships at other home offices. I began dialing 800 #s. I tried to identify the person responsible for competitive intelligence, at every company I could identify in the life insurance and annuity markets.

>>Before competitive intelligence was a “thing” at most insurers…>>

I got transferred A LOT! But, I usually found the person responsible for the CI responsibilities.

I learned about these people. I learned about their jobs. I became a student of their company and their products.

And I taught SO MANY people about indexing!

But mostly, I formed friendships.

Ultimately several insurance companies entered the indexed insurance industry, with my help, while I was being paid by their competitor.

Little did I realize though that my employer had just enabled me to build-up my future client base.

And later, when my job was eliminated at my second home office, I was in a better position to start my own business! -sjm 

Wink’s Note: Did you know that “Wink’s Sales & Market Report” represents the sales of 122 different insurance companies on just the annuity side of the business?