Page 19 - IC23 life insurance application

These changes are all pervasive and an intelligent insurance agent must know how

to react to these changes and take advantage of the situation. He should know how

he can present his products and services to suit to these changing needs. Life

insurance is a universal need and the insurance products are varied. Combination of

products make them more flexible. A knowledgeable agent can meet any situation

and can become a smart agent. A salesman with a laptop today is not an

unimaginable sight.

We will consider these changes in the following six areas which have undergone

significant social and economic changes and which are relevant to an insurance

agent :

1) The changing role of women in our society.

2) Smaller families, and their spending patterns

3) Double income families, and their spending patterns.

4) Changing buying patterns , specially a home, Car and other comforts of life.

5) Growing trend of small enterprises.

6) The aging population.

We will discuss each of the above changes and shall observe that to an experienced

and intelligent agent, each of the above changes presents an additional opportunity

to sell. There are more illustrations of the changes in the social and economic

sphere. An agent who is circumspect and has developed an attitude to look at any

event as an opportunity, shall benefit from any changed situation. Every agent does

not succeed in any market nor does every agent can sell each insurance product.

Copyright Dr Rakesh Agarwal Sashi Publications Private Limited

Sashi Publications Pvt Ltd Call 8443808873/ 8232083010