Do you have the right personality to be in the insurance sales business?

Insurance is a tough business, up to 90% of insurance agents leave the business within 3 years of joining the industry. While some agents make a lucrative income in the insurance business, many others find that being an insurance agent is never easy, there is always rejection, despondency, and abjection.

There may be circumstantial factors that lead to the departure of some agents, a number of agents who leave the business probably feel that they are not suitable for the business. They may even wonder if it has something to do with their personality.

Is there such a thing as the right personality to be an insurance agent? Do you need to possess the right personality traits to succeed in the insurance business?

Let’s take a look at the different personality types. There are many personality models. One of the popular models is the DISC Profiling Model designed by John Geier based on the work of William Moulton Marston. In this model, there are four observable personality styles, namely:

Dominance: related to control, power and assertiveness.

Influence: related to social situations and communication.

Stability: related to patience, persistence and consideration.

Compliance – related to structure and organization

So what personality types are best suited for the sales profession?

In general, salespeople are required to see people, get to know them, build rapport, and persuade them to take action.

It has always been believed that people with high Influence styles are born salespeople as they are good communicators. They are in their element when they are in the sales business.

High-influence style sellers are friendly, optimistic, enthusiastic, and outgoing. Being good talkers, they always like to be the ones to start a conversation. They love to mingle with people and are good at using humor to improve relationships. They know a lot of people and have a wide social network. These are the qualities that make them natural salespeople.

Does that mean that other personality types are less capable of being outstanding sales producers?

In fact, all personality types have their unique strengths to perform well in the sales business.

Salespeople with high-dominance styles are determined, ambitious, and aggressive. Success has a special meaning for them. Being challengers, they like to raise the bar and set high standards.

Their job is to win and they will not be content with mediocre achievements. They can be extremely hard workers to ensure that they stay ahead of their competitors. For them, failure is not an option.

Insurance producers with high Compliance styles excel in the sales business by diligently following sales systems and processes. They are also good at organizing work systematically.

They value precision and pay attention to detail. They do quality work and deliver quality results by staying focused and demonstrating a high degree of commitment and professionalism.

Insurance salespeople with high Stability can easily connect with people. Being patient and caring, they are able to empathize with customers. This helps them better understand the needs of customers.

Regardless of which personality you belong to, you can be just as successful in the insurance sales business. Discover the strengths of your personality traits and take advantage of them. At the end of the day, it is you who shapes your own destiny.