Publisher's Synopsis
Surviving as an insurance agent is a challenge in these times increasing industry compliance requirements. Ethics and The Sale is a guide that leads you through difficult ethical and compliance issues in a conversational style, interspersing humorous reference and quotations from famous authors. There is a discussion of these issues at each stage of the sales process, including prospecting, recommending a policy to the client, rebating and replacement, and self-disclosure. You will be on the right track with information about: - How to sell the "sizzle and the steak" - What is meant by compliance, ethics, and market conduct - Who regulates the insurance industry - How to identify the need for insurance and how to choose the solutions - The importance of self-disclosure - The ethics of rebating and replacement
