Communication Profile Michael Lewis About Michael Lewis Some
Communication Profile Michael Lewis
About Michael Lewis • Some College • Manager and Sales Rep Bally Total Fitness • American Mortgage Wisconsin & Michigan • Owner Mortgage Firm Las Vegas • Humana Wisconsin
Present Job Title and Products Market Point Sales Representative and Trainer Humana • Life Insurance • Long and Short Term Disability • Individual Health Insurance • Medicare Supplemental Insurance • Medicare Drug Plans • Compliment Health Insurance • Cancer and Accident Supplements • Memorial Funds
Communication Used With • Clients – 80% sixty and older (In home) – 20% under sixty (In home) – Seminars • Trainees – Sales and products • Business Employers • Business Workers (In groups) – To understand their coverage
Defines Effective Communication LISTENING “God gave you two ears and one mouth, LISTEN twice as much as you talk” “Listen…get insight…come up with a solution… it’s a win”
Importance of Listening • “The core of any business is listening” • “What they originally tell you the problem is, after talking to them, isn’t the problem at all, it’s totally different. That’s why it is important to listen”
Importance of Listening “People are guarded” “They skirt around it because you haven’t built any trust with them, but if you sit with them and take the time to effectively listen, pretty soon they’ll open up” What I really need is …
Get Them Talking “I use open-ended questions to get them talking…when I need to keep them on track I use close-ended questions” “It’s important to know which one to use and when”
Ethics, Values, and Standards “Honesty and integrity is very important…it’s the core” “I lost sales because of it, but I’m ok with that, sometimes they go with me even if it cost them a little more. I have been told I help them understand in their own language”
Ethics, Values, and Standards “How many people do you know understand insurance” “Like a painter you paint a picture only verbally” “I use examples, even examples of their concerns. It’s hard to explain and sell products that are not tangible”
Rewards “At the end of the day I’m happy to work for a company that puts honesty and integrity first or I wouldn’t work for them … no sale is worth that”
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