active listening
...ins that, “the best agents in the insurance industry talk only 20% of the time during an interview with a new prospect, and that 20% is in the form of questions.” David Connolly is an independent agent, owner of Splinter Group Consulting, and executive vice president of the Cabinetmaker’s Association. David also stresses that listening more than talking is unnatural for most people, but active listening is a key point in building relationships and gaining knowledge. Some tips for active listening include: attending to yourself, focusing on the speaker, and then being able to reflect back. Employing these techniques can help make the sometimes burdensome task of listening more enjoyable and rewarding. All the while, you are building a better relationship by showing real interest in your prospects and their business. In my opinion, the article gives good advice and tips for bette...