They sell air, something that cannot be seen, that cannot be grasped. Your sale item is not a physical product like an apartment or a car. For this reason, in the opinion of the two certified insurance salesmen Matthias Forthuber and Ivan Jurisic from Zurich Insurance, it is more difficult to sell an insurance. In her opinion, you get the customers who look like you.
SALZBURG. Matthias Forthuber and Ivan Jurisic form the Forthuber team at Zurich Insurance. The two certified insurance salesmen are preparing for a consultation with a new customer. He wants to change insurance and hear what the two can offer him.
“There is a two-phase consultation for new customers: the current situation is discussed in the first conversation, we get to know the person, introduce ourselves and basically create a basis”,
explains Forthuber. Born in Mattseer, he continues: “On the basis of the first consultation, in the second phase we present the customer with a tailor-made concept and discuss the whole thing with him. Any questions that arise are also clarified from the first appointment.” A risk analysis must be carried out at every consultation on insurance matters. For this purpose, Zurich Insurance has its own tool called “Plus Advice”. For Jurisic, that is
“Getting to know the person is the most important part of the consultation.”
“There are a lot of black sheep in the industry”
What one shouldn’t do is for the customer to think “to believe that they know what their needs are without ever having said a word with that person,” says Jurisic, who has been in the insurance industry for eight years. For the 34-year-old, it is crucial not to pretend. “I have to stay ‘myself’. Coupled with honesty, this is the best prerequisite for being successful as a consultant.” According to the two, there are many black sheep in the industry who are just out for profit.
“But if a customer rejects our offer or wants something else, then we accept this decision and do not urge them to sign”,
emphasizes Forthuber, who has been an insurance salesman for three years. He learned a lot from his father Johannes Forthuber, who was an insurance salesman for over 25 years until his sudden death two years ago.
“He was a role model in our company and everyone wanted to talk to him. Matthias is 100 percent like his father”,
says Jurisic.
–The two sell air, something you can’t see
A real estate agent sells apartments or houses. A customer service representative in a dealership sells automobiles. In both industries, these are physical products that can be seen and attacked. An insurance broker sells air, “something you can’t see. And that’s why, in my opinion, it’s more difficult to sell insurance than a car. Because it’s not a physical product,” explains the more experienced of the two. The fact that you always have to put yourself in the shoes of your counterpart also comes into play here. Especially with entrepreneurs, the two Salzburgers have a harder time because they are not themselves, as Forthuber confirms:
“That’s why we have company specialists in our company who you can take with you to your appointments. Nothing is left to chance.”
The change caused by Corona
The deliberations have changed due to the pandemic. Above all, sitting together for a long time like in the past is completely eliminated, as the two of them report. Likewise the spontaneous visits.
“We try to get in touch with every customer every one or two years or drop by. The life situation could have changed or suddenly the youngsters need accident insurance because they are over 18 years old. That is what people think of Not often”,
says the 28-year-old Forthuber. For him, digital consultation is different, because the expression is different for him in a personal conversation, a completely different basis of trust is created and the ice is broken faster.
The future in the insurance industry
“The longer I’ve been in the industry, the more I’ve learned. It’s a constant development process and you have to be open to it. If you want to be successful and serious, you have to keep the fire high, even when, as everywhere, there are phases.” that are more difficult. We always try to motivate each other “, Jurisic reveals the secret recipe from the” Team Forthuber “, which also includes the secretary Melanie Denkmaier.
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