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   What is a "typical" day like for a Western & Southern Sales Representative? The short answer is, “There is no typical day.” When you join The Western and Southern Life Insurance Company (Western & Southern Life), you become part of a professional team focused on helping clients define their financial goals and providing guidance and expertise to reach those goals. You’ll work with your manager and team to learn how to build and nurture client relationships. You’ll participate in lots of training to learn about our products and services – insurance, annuities, and mutual funds. You’ll learn how Western & Southern Life provides solutions for our clients’ financial goals. You’ll also learn how to prospect and set appointments and do joint field work with your manager. As you learn to prospect and sell, your manager will be there to support you every step of the way. This will build the foundation for your successful career with Western & Southern Life. With a book-of-business of 200-400 existing clients, there will be plenty of opportunity to learn the ropes quickly. You will provide services for these clients when they need to update beneficiary information, when they have questions, or when they want to purchase another product. This gives you opportunities to stay in touch with your clients and their changing needs, and it helps you expand your base by requesting referrals. You’ll spend time on the phone or at event marketing activities prospecting for appointments. You can also use the Agency Intranet to purchase Precision Leads, where Home Office will drop targeted mailers addressing customer needs (for example, home mortgage, wealth transfer, long-term care, and more). You’ll schedule a specific number of appointments each week, and your manager may accompany you on calls, especially at first. You’ll meet and talk with many different people, and you’ll listen to their goals and learn about their lives and what’s important to them. Your clients, while unique, will share a common goal – financial security – whether they are newlyweds setting up housekeeping, couples or individuals looking for retirement savings strategies, parents worried about saving for college, or a single parent concerned about a child’s future. They’ll rely on you to provide answers to their questions – and you’ll quickly see how you have an impact on people’s lives and sense of well-being. Your sales calls won’t be routine. On any given day, you may be making a presentation to a small business or explaining to someone else how life insurance can be a charitable legacy. Or you may help a retiree learn how an annuity can provide a secure income for life. You may even spend some more time studying before you go to bed. You will be busy and learning all the time. The "learning curve" is steep, but as you learn more and gain confidence in your ability to make a sales presentation – and this happens faster than you would imagine – you focus more and more on building relationships and making sales. Financial Focus & Prospecting While you have to be friendly and enjoy interacting with people, that is only the beginning of a successful client appointment. Your goal as a Western & Southern Sales Representative is to help clients understand their financial needs and goals. You accomplish this by "fact-finding" – asking probing questions, getting to know your prospect's needs – and by establishing a solid, long-term relationship based on your ability to give sound advice. Using your laptop computer and Western & Southern’s fact-finding software, Financial Focus, you can explore the client’s insurance or financial needs. The Product Profiler segment of this software will assist you in determining how Western & Southern’s products will help meet their needs and goals. |
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