Features of selling insurance services (how to succeed in the insurance business). How to work with typical objections when selling insurance and financial products

Today we want to introduce you to an incredibly talented marketer, sales specialist in insurance, Telman Knudson. Telman is the author of the unprecedented charitable project Run Telman Run, as well as one of the leading professionals in the field of insurance marketing and organization of sales. And today "Insurance Special Forces" will introduce you to 10 principles for the sale of insurance services.

Secret sales number 1

You must sell only one thing - your status.

Not first of all, you should take care of how to sell insurance to the client. No sales of insurance products should disturb you.

The first and most importantly, from what you need is and "sell" the status of an expert, an insurance specialist. With an expert somehow inconveniently try the dispute about the price. If most of your meetings begins and ends with a conversation about the price of the insurance product - it means that, perhaps, you are a good agent and a good person, but you did not sell status insurance agent- Expert. This applies to all sales in insurance: and to sell insurance products, and to sales of investment (accumulative) life insurance, and to the sales of box insurance, as well as cross-sales in insurance.

Secret sales number 2.

You must bring to the client to the truth - it is very profitable to work honestly.

According to sales in insurance, there is such a stereotype, as if the "Sales Insurer" can be expected to expect anything, only not honest work. It is not necessary to dissuade the client in injustice of this opinion at all, it is enough to tell him that it is you - an expert in insurance, on sale insurance products (see Secret No. 1), and also honest.

Secret sales number 3.

You must sell when necessary, not all the time.

There are no insurance agents that are well "selling insurance", there are agents who skillfully work at all stages: the primary attraction of the client, the qualifications of the insurance expert, identify the needs of the client, the direct sale of insurance services, responses to objections and signing insurance Polisa.. Choose your "strong place" that you get the best. For example, maybe you are strong in determining customer needs or in cross-sales in insurance?

Secret sales number 4.

If the welfare of the entire insurance agency depends on sales results, and participation in this process of the entire company will be logical.

If "We" say in the sales department, bearing in mind the sales sellers, and "they", meaning everyone else, this is a common trouble. The seller has no right to not sell. Especially if he has a lot of sales.

The head of the Insurance Agency should be engaged in the organization of sales in insurance. If the seller says that there could be more sales of insurance productions, but ... he is bothering accounting, dealer auto show, insurance Company-Parter, - this means that he must have 95% of the time to search for customers and transmitting them to those who do not have such excuses. The head for this should trace.

Secret sales number 5.

You must make the client when choosing an insurance agency or an insurance company, cannot compare you with others.

Find a way to be distinguished. Do not allow the situations "All this is the same." Do not compare. If the first phrase of the client is about the "same", then the second will be about the discount. Our positioning occurs in the client's head. He must feel and perceive differences.

If he does not see the differences, consider that they are not. If the client must become an expert in sales of insurance products and give you a year of life to understand the difference between your insurance agency and competitors, look for more recognizable and tangible differences.

The differences can touch the product, additional insurance service, the company, but the main thing - the insured agent itself should be honored. If we can influence the insurance product and the insurance company only partially, they themselves, as an insurance agent, we can improve infinitely.

Secret sales number 6.

You must understand what the client is afraid.

At the beginning of the 20th century, sales agents were clowns in European countries. Today they are client partners. It is also characteristic of the CIS market.

Partners respect each other, listen to each other and sign only mutually beneficial policies. When, promising to think, the client goes from you, understand: if everything is done as it should, he must buy immediately; If everything is wrong, then what to think about him? Your know-how is to find out what he is afraid. And, accordingly, adjust the sale of insurance services.

If this is the price of the insurance policy, then you will have one action plan if the solvency of the insurance company is another, if the lack of their own experience in insurance, uncertainty in the possibilities of your insurance agency - you know what to do.

Secret sales number 7.

You must manage customer expectations.

The panic fear of losing the client leads to the fact that we sometimes generously promise him more than we can offer, or sluggishly limit his impossible wishes and expectations. We are working with the client again, guided by the fact that urgently, and not what is important.

For the insurance agent, the professional expectations of the client - not trouble, but the possibility. For example, the ability to make cross-selling policies (make an additional sale of insurance services). In addition, it is an opportunity to ask a dozen questions about the previous experience, concerns, the necessary insurance risks, the client budget and analyze the decision system.

Then the expert streamlines expectations, say, what happens and what does not happen, in what time frame, for what money and under what conditions. And the client will understand it. And if your client does not understand? It is not him, but your wines.

Secret sales number 8.

You must create a new "value" of the insurance product

The secret is that we cannot work more successfully, remaining in the previous framework. The British have long been playing the words product (product) and service (service), coming up with combinations such as Provice and Serduct, which suggest that there are no products without services without services without products.
What can you offer to your customer, what will improve the insurance service and the content of the insurance product?

It is necessary to improve the indicators of your insurance sales!

Secret sales number 9.

You must work more, and in a different way.

Armand Hummer said: "As soon as I start working at 14 o'clock a day, 7 days a week, I starts to carry."

For many, the sale of insurance products is an unpleasant and difficult task, especially if it is accompanying (cross), and not the main product. Newbies in sales are often asked: "How to sell insurance to the client in the load to the main product? After all, it is not easy and many refuse to insure ". Not easy, but we will learn to do it.

Insurance like a cross-product

Let's consider in which areas, insurance intersects with the main product:

• real estate agencies, offer their customers an apartment or home insurance;
• private clinics can offer medical insurance;
• airports offer baggage insurance;
• electronics stores stubbornly offer household appliances insurance against accident.

These types of insurance are a cross-product to the main, so selling such a product is difficult, but quite profitable. The difficulty lies in the fact that your offer for the client is unexpected. The client is perceived as unscheduled unforeseen expenses. Therefore, the offer to buy insurance should be brief and clinging.

Many car dealers have difficulty with the most popular financial products of Casco and Osago - Cars are sold, and there are no insurance. Why? Because for the sale of expensive insurance, special technology is needed, and not all sellers and agents own it.

Casco insurance - what is it?

Casco Insurance is a complete insurance of anyone. vehicle (All Risks as property), from several risk species: hijacking, natural disasters, unlawful effects of 3 people, accidents and other risks. In our case, we will consider insurance of new cars in the car dealership.

If with insurance insurance (liability insurance to other road users) everything is clear - it is a mandatory type of insurance in the CIS and has a low cost, then insurance is full of Casco - this is a voluntary type of insurance that can afford not every buyer or owner of the car.

CASCO insurance cost

The cost of a quality product is about 4-5% of the cost of the vehicle, multiply these percentages for the cost of the car and you will see the cost of insurance.

Often the acquisition of a new car in the car dealership, it looks like an exciting cost, but a pleasant event. Man who buys new carFor a long time plans and displays its budget for the purchase, where it comes:

• Cost of cars;
• Registration in the traffic police;
• Taxes;
• Additional equipment;
• Winter tires;
• Osago.

But here is the insurance of CASCO in 95% of cases of car purchases for cash not included in this budget. And the cheaper the car, the hardest to sell full casco.

What prevents selling CASCO?

Factors that interfere with selling insurance:

• Unreleased customers in essence and in the possibilities of insurance products.
• Think: "And suddenly carry and nothing happens."
• Simple misappropriate. "Save on insurance!".

Use the love and concern of a person for their new car on sale of insurance - these feelings are your helpers.

We will not consider car loan transactions, since CASCO is a prerequisite for obtaining a car loan, and this is not the sales of insurance, but a co-product, to sell a loan.

On average, the percentage of retail CASCO sales ranges in the range of 15% of all car retail sales. This indicator drops to 3-5% in the economy class segment. All these percentages suggest that we are dealing with a complex product and great potential for development. So let's learn to sell this difficult product and increase the proportion of cross-sales in transactions.

Objections when selling car insurance

Making a proposal to the client to insure his new car, get ready to work well with objections. Let's consider the main objections when selling insurance:

"I do not trust insurance companies."If the client had a negative experience with insurance companies (SC), find out how it was exactly what was wrong. If you hear, about the SC accumulating with his spam, or the story about the purchase of insurance in the kiosk with the name "Buy Insurance!" That here everything is clear.

It is necessary to make a small presentation of your SC (history, payment rating, the number of customers, the location of the office, the site SK, personal experience etc.). And only then go to the product.

This objection can be overcome only by facts and authoritative sources of statistics, for example: Forinsur. For example, so: "Our car center cooperates with several SCs, and all of them are tested not one hundreds of insurance cases. Among them are companies that are more than 100 years in the insurance market. Good reviews of our customers - we are quite enough. "If this is not enough to offer the client to visit the office of the company, let him see everything himself and even talks to clients.

"Not now, a little later!"This is the standard exclusion of the buyer, which makes it clear to the seller, which is not ready to talk about the acquisition of insurance. How to enroll in this case?

First, you do not need to impose anything to the client. Prepare a commercial offer (KP) and give it to a person, with words "You made an expensive purchase, do not tighten with insurance! Here you have prepared a commercial offer on special conditions for our customers. If you get 5 minutes, I will tell you brief about the benefits of complete insurance. "Further on the prepared KP, make a presentation of the product, measure the risks and the cost of insurance and give CP with you. Two days later, call the client.

"I do not need insurance!"In order to sell the product having this objection, you must convey the idea of \u200b\u200binsurance. Only so you can form a need for insurance. Without thinking about the consequences (accident, hijacking, natural disasters, unlawful actions of 3 people), a person does not feel the need for insuring his new car and will never buy a policy.

But, you should talk about it, tell a couple of stories about your customers who used insurance services, and are satisfied, you are opening the client's eyes to the harsh reality and the possibility of a favorable event of events.

Pronounce the high cost of a new car - it will awaken a sense of responsibility for the client

It is necessary to tell the horror stories, so as not to cause anxiety and negative by the client. Prevent only positive culmination of incidents, and not just tragic events

"This is expensive for me!"

• Expensive - the concept is relative: the cost of casco \u003d the cost of the new bumper or repair of one small body part. And if we talk about the damage that receives a car during accidents, repair in such cases has repeatedly exceeds the cost of insurance, not to mention the hijacking or total damage (more than 70% of the cost of a new car). The reporting of these facts to the client will be forced to rethink the cost of insurance and reduce the perception of the high cost of the product relative to possible risks.
• Principle: "Only $ 2 a day! Think about - it's not so much! But you know exactly what even if you happen to happen to your car, you are financially protected by 100%. "
• As in any commodity niche, there is a very expensive product and less expensive. If the goods are inexpensive this does not mean that it is bad. For example, to identify the needs of the client, you can offer it a one-time (until the first insurance case) Insurance, which means that the tariff will already be 5%, but only 2%, or split the payment into several parts, which reduces the pressure and significance of the high cost of full insurance. Read more about the objection "expensive", read.

Companies have different tariffs (relative to the franchise), so there should always be less expensive alternative to you in service. An idea of \u200b\u200binsurance and suggesting flexible terms of payment of the insurance product, you can count on the fact that, after a couple of days, the owner of the new car will be interested in and buying your insurance.

"I can solve my problems yourself!"Sometimes you hear from buyers: "Do you think I can't pay the repair of your car?". Answer: "Yes, of course, you can, but who will return to you spent time and money? In total, half an hour of time you spend on the design of the Casco Polis, save you a lot of time and nerves. While the insurance "destroys" the situation, you can pay time more important things. "

Objections when selling insurance can be a big set, but everything you need for efficient sales is in question issues, the ability to hear the client, the ownership of sales of insurance products.

Output

Now you understand how to sell Casco insurance to the client, even if your offer is immediately rejected. Using the technique of work with the client's objections when selling insurance, you will not only give the customer peace of mind on the roads, but also earn more.

If you had experience with insurance products, share it with us in the comments!

For employees of the call center, texts are specially created for the effective delivery of information to the calf person. Such cribs are called scripts.

Scripts are something other as a scenario in which the employee is talking to a calling insurer. This step-by-step instruction It will noticeably facilitates the work of managers and call center operators. A properly compiled script can increase the efficiency of the call center employee. It takes a lot of time and strength to create an effective script. Before the script will be used in practice, specialists will carefully work, which in their own queue will compare, analyze and substitute different options for phrases, offers and various combinations that contribute to the client a sense of trust, the feeling that he is in his hands in a professional. After all, if this is not done, the employee will not be able to delve into the client's question. In this case, both parties will remain unsatisfied according to the results of their conversation.

One of the main functions of the scripts is the sale of the insurance product. The main goal of the scripts is to make the sale of insurance products controlled and projected. There are 5 main stages that are focused on effective sales insurance products:

1) Establishing contact. At this stage, it is important to properly start a dialogue with the client. This stage includes a greeting of the client, submission of itself and an insurance company, whose employee you are.

2) identifying needs. At this stage, the main role is played by the issues specified by the potential policyholder. If you competently build a chain of questions, then the need for a potential policyholder will certainly be apparent.

3) product presentation. According to the results of the previous stage, the client is invited to a list of insurance products from which he chooses the most suitable of them. Attention is focused on the benefit for a potential policyholder from this product.

4) Work with objections. Most customers are not ready to immediately make a deal. They have a lot of doubt, right up to excuses. At this stage, it is important that the client in place bought this product, or agree on a meeting in a particular place at a specific time.

5) Completion of the transaction. This stage is the final in this technique. If the client entries an insurance product, you should request a recommendation. If the transaction did not take place, it is necessary to take contacts with this potential client, for further work with it.

Types of scripts

Scripts have an extensive role in different challenges of the insurance company. Scripts can be divided into 3 large groups:

1) Scripts applied when selling insurance products. In the same place, this species is subdivided into the following subgroups:

1. Establishing contact;

2. Detection of need;

3. Work with objections;

2) Scripts used to inform the client.

3) Scripts used to maintain contact with the client.

Analysis of scripts of various insurance companies for general characteristics

1) the presence of scripts at the insurance company;

2) Existing species scripts;

3) the volume and variation of the granted scripts;

4) Using scripts by insurers.

The first insured company underwent analyzes is Rosgosstrakh LLC. This insurance company is one of the strongest competitors on insurance market. In his archive, the company has a colossal amount of information aimed at facilitating the communication of customer insurers. This insurance company has ready-made texts to communicate with customers for all possible dialogs that may be between an insurance company employee and a potential client.

Further analysis will occur in the form of a table.

Scripts of the insurance company Rosgosstrakh are universal, they are suitable for communication with any age category. These scripts are official and hold the potential insured at a distance, while maintaining only business relationships, as they are based only on property interest between the parties. The cliché of the Insurance Company Rosgosstrakh is effective, due to the frequent circulation of the insurer to the potential policyholder by his name. This technique adds trust in the client's subconscious, and it is more difficult for such a customer to give up the acquisition of a particular insurance service. Scripts are built on the basis of issues, giving customers the right to choose: you are convenient to talk now? Ivan Ivanovich, you are satisfied with the current payment method? Tell me, everything suits you? How do you have any questions or wishes? Is it interesting for you? Are you interested in this offer? These questions are the main indicator that for the insurance company Rosgosstrakh the main thing is that the client is satisfied that all of his interests are respected. In the scripts, denial is not used, therefore, the receipt of a positive response from the potential client increases much. These models of scripts are effective, as they are based on the Insurer's interests, reflect the company's interest in the client to be satisfied with the service. In the dialogue, the insurer and potential insurer are on the same level, thereby establishes a comfortable environment between the parties. The scripts of the insurance company Rosgosstrakh are effective on the basis of the above evidence.

The second insurance company undergoing analyzing is the SC-Warranty. The reso-warranty has a better school for training insurance agents from all insurance companies existing in the territory of the Russian Federation. This insurance company thoroughly took care of its employees. Each employee of this company directly working with clients is studying in the above school. One of the many courses leading in class is a customer communication course. The insurance company of the re-warranty thoroughly approached this. In the arsenal of the scripts of the insurance company, the reso-guarantee there is a wide range of any situations that may arise between an insurance agent and a potential policyholder. Script developers approached very seriously to the preparation of templates for their insurance agents. Due to this, the insurance agent can get out of any established situation. The scripts of this insurance company make it possible to establish contact between the parties, discharge the dishellion atmosphere and interest the potential insured. Analysis of the scripts of the insurance company reso-warranty will be reflected in Table 2.2

The scripts of the insurance company reso-warranty are official, but at the same time they create a friendly atmosphere between insurance parties. The main part of the scripts occupy the issues of the insured by surprise. It is these questions that pushing the insured to buy an insurance product, thereby implementing one of the most important tasks of the call centers to sell the insurance product. In addition to questions in scripts, examples are provided from life, which are weighty arguments to the issues raised. These models of the scripts can be described as aggressive: the scripts are built in such a way that they attack the potential policyholder, and the insured is difficult to resist such submission of information. This method is very effective, since it allows you to achieve positive dynamics on the sale of insurance products. The insurer dominates the conversation over the potential insured, throughout the dialogue, you can trace that the insurer is always on the step higher than the insured. This manner allows you to control the potential policyholder and not let him deviate from the purpose of the insurer.

Comparison of scripts of different insurance companies for general characteristics

Insurance companies of Rosgosstach and the reso-warranty are leading insurance companies at the Russian insurance market. To identify a company with a more efficient call center, compare their structure of call centers. Comparison of call centers will be implemented in Table 2.3

According to the table, it is possible to draw the following conclusion that the insurance company of Rosgosstrakh became between the insurance companies of Rosgosstrakh and the resoli-guarantee, the Insurance Company Rosgosstrakh became the leading and more efficient. The Insurance Company Rosgosstrakh has an effective call center with the largest base of scripts. The Collerty Center of the Insurance Company Rosgosstrakh has a well-established system that includes many units that interact each each. This system allows you to combine the caller with that specialist who specializes in the client's question and can give him the most complete and understandable answer, to advise how to go to his situation. To maintain the leading position of the call center allows scripts that are specifically designed for the insurance company Rosgosstrakh. It should be noted that more than 90% of operators operating in the Rosgosstach Insurance Company are used by these cliches. The scripts of this insurance company possess the following characteristics: politeness, mobility, manifold. High level Call center services were formed for a long time, which made it possible to achieve a high plank.

Average time reading ~ 7 min

Insurance or insurance product is a service that can not touch, hold in your hands. This is essentially air. But exactly until then, until the insured event comes. And it makes such a sale more complex - not every potential buyer sees the meaning and necessity in such an acquisition.

Nevertheless, we have the task before us - how to sell insurance, about the lower and will we are talking. A few moments that will help to cope with the difficult task of sale additional product financial protection.

How to sell insurance

An image of an expert

Buyers accepting the decision to pay attention among other things on the seller itself. It is in this that it is worth looking for the reason that one manager is buying, and there is no other.

If the client sees in the expert manager, then his proposals will be perceived completely different. The expert is not the person with whom you can talk about such trifles as the price or that "this is a game in which I am not participating." The opinion of the expert listened, he is trusted.

In order to become an expert, you need:

• Know your product, know those problems that solves your product. Know customer needs. Know all those difficulties with which our buyer is facing. Know Market Features and Niche
• Use references to norms. To do this, we use phrases, like "Research Talk about ...", "According to statistics ...", "As experience shows ..." and so on
• Asking questions to the Client, it is necessary to show that each such question has its meaning. We explain to the interlocutor, why ask him

Proper terms

Different words can cause completely different emotions. Even if different words have the same meaning. For example, the word "insurance" can cause negative emotions from the client - our buyer may have prejudices about this product.

Instead, you can find other terms. For example, the term "financial protection" will transmit the same meaning, but cause other associations and emotions.

Pricing

it classic methodwhich allows you to work with the product price that will be used for a long time. For example, instead of talking about the full value of the financial protection program, it makes sense to divide this cost for its validity.

For example, if the full price of insurance is 11 thousand rubles for two years, then we share the number of days close to 15 rubles a day. Only 15 rubles, and this is less than the price of a pack of chewing.

Less focus

It makes sense to draw up a presentation in such a way that the client will, if desired, to refuse to refuse our additional offer to show the initiative.

For example, in the United States, to convince employees of one of the companies to deduct voluntarily from its income of 2% in the pension fund, they simply redid labor contracts. By default, in the new contract, an employee had to put a tick opposite the point of refusal. As a result, only a small part of people showed an initiative to refuse deductions, which made it possible to significantly increase the budget pension Fund Companies.

Do not take something to introduce a client in error - this is a dead end direction and the buyer should have the opportunity to abandon the additional offer.

Examples of life

The best way to demonstrate is a demonstration on real examples and stories. People tend to identify themselves with the heroes of these stories and "trying on" their adventures. Stories from real lives where insurance products saved the same buyers can be a good argument.

Often the source of arguments that can be used in the presentation is the client itself. At the stage of identifying needs, we can learn about the experience of our buyer. And quite often the experience of our Visavi suggests that the presence of an additional financial airbag could help help. This is often used for example when insuring technology:

"To avoid similar risks, we can offer a financial protection program ..."

Dialogue instead of sale

It can not always be achieved. But success in sales can be achieved where we achieved trusting communication. You ask your interlocutor, he shares with you with his thoughts and problems. At this level we are on the side of our visa and we can advise him. At this level, our potential buyer is inclined to trust us, because we do not sell, but we advise.

For example, with understanding it is worth referring to voiced doubts. Doubts in distinction from unambiguous failures - a request for additional information. Let's say if the client talks about the offer of other companies, then this is not a refusal. The client wants to understand that you can offer him. This is an invitation to dialogue.

But such a dialogue can not always be provided, but the closer we will be to such a model, the better.

Why do I need insurance

In order to sell something, you need to talk about the benefits for the buyer. The sale of insurance products of the bank is no exception. The question of the manager "Do not want to file insurance" expects a completely expected answer - I do not want. And it is not surprising, because the client does not see his benefits in this, he sees only extra spending in such a proposal.

Simultaneously with this in insurance banking products There are potential benefits. If our offer is to satisfy the needs of the client, then the sale will take place.

Benefits of insurance products:

What if something happens

Credit, especially on great amount Money is a commitment for many years. In our unstable time for clients, the awareness of possible uncertainty can spoil the nerves. In his head, the question is constantly scrolled - "What if something happens?".

To sell insurance to the client, you need to give to understand - insurance is needed just in order to close such questions. And if the client's situation changes, an additional insurance product will provide stability.

More favorable conditions

Need insurance among other things and for more favorable conditions obtaining credit products. Some banks increase their loyalty in the case of insurance - the client gets the opportunity to get a loan with a lower percentage. In some cases, the time of consideration of applications is reduced, and the probability of a positive solution becomes higher.

Confidence in the future

Insurance of credit products can significantly reduce risks. So, for example, if a client in the future some time cannot pay a loan, the insurance company will help him in this. And this will save the credit history.

Air to sell hard. His many around. Nevertheless, being on vacation in Iceland, I saw the jar in which instead of beer was ... Pure mountain air of this country! She was offered to tourists "For Memory"! For 6 euros ... Beer is cheaper.
I am 8 years old engaged in selling "Life", and they told me that the one who sells insurance could sell everything. For it is air. The promise, in the truth of which the client will be convinced only in 15 years. Therefore, some do not buy it ...
I will share with you the main ideas that I learned in 10 years in insurance businessAfter passing the way from the agent to the director. And you can sell not worse than Icelanders!

Idea 1. Insurance is not needed to anyone!
Yes this is true!!! People need a picture of the bright future, which they will come thanks to the accumulation. They need a pension, confidence in tomorrow, money for the education of children, calm, in the end. All of this they will receive thanks to the financial security, which is given insurance.

Idea 2. Grandma does not see.
In the heyday, my father came home and said:
- Imagine, she does not see!
- What are you talking about? - I asked.
- I was at my mother (my grandmother). And he was surprised that with her scrupulous choplost, she had a web in the corners of the room. When I pointed it to it, she said that I am invented!
- There is nothing there!
- Yes, here, look!
- No, I'm carefully cleaned! She insisted.
He removed the cobweb of the corner and brought to her eyes. She rushed her hands and silent. He understood - she just does not see away. Age gave himself to know.
After this story, I thought. Now it seems to me that I can easily make money, I have energy and strength. Therefore, I spend them thoughtlessly. But at the older age, a person not only loses his eyesight. It begins to figure out worse, hardly move and so on. He needs to secure himself simple operationsthat will bring it the most necessary. For example, he can come to the bank once a month, put a passport and a card into the window, and ask to put another one on it pension payment. Agotum is a month to spend her, not afraid that his purse purse will be stolen, relatives will find a snack in a stocking and decide that the grandfather "I don't need so much", etc.
The psychology of the pensioner differs from the psychology of the young. He needs to protect himself from loved ones and outsiders. And even from himself - from her incompetence, from what he can simply not understand the new world, which rose next to him while he became old. And so he does not know how to earn in it. And the insurance company will provide him with protection against all these situations. And he will ensure a lifelong financial pension, opening the program with young.

Idea 3. 5th Wheel.
Can you imagine the driver who will have a long way, and he left without taking a spare 5-wheel on the road? Because "expensive", or "I better spend this money for new jeans now," or "what if you don't need", etc. Moreover, if it does not need, he will not regret it for a second! After all, he saved the nerves and strength necessary to replace the wheel, not to mention the wheel remained as much, i.e. not financial losses. Yes, the money nested into the wheel, "not grew up." Even depreciated slightly - not a new wheel for the same price you will not sell. Do you know what "left" lost interest? Imagine - you are one on the track. Winter, minus 30. Night. Gasoline ran out, and in the car is already specifically cold! You curse everything in the world, but it is impossible to go - the wheel is punctured. You are outside the city, so you won't go to the outbound tireage. Walk away. What to do? The rescue service or a friend can pick you up, and then after 2 hours. During this time you will pretty freeze. Capture? Hooray! Only in all these cases you throw your car in an unfamiliar place. What if she "will" find it "before you return it in the morning?
My friends, in a person's life, there are also dark and cold nights. From them and insure. For this and pay "missed" interest.

Idea 4. Law of meanness.
Insured?! Now it will not happen exactly. As it called. So I want to use insurance, but not! You do not get into accidents and money just lie. Do not work for you, hurt! Now if an accident - immediately it would have increased several times ...
I do not know how you, but for me - so let them go better. I do not need these payments for damaged health. Let it be oil down. I smelled it specifically here. So that you want to dye the side.

Idea 5. Product - Nothing, Opinion - All!
Do you think someone interested in reliability? A person suggests, and God has. No one knows what will happen. But when a lot of people expect good, they behave this way that they provide it with their actions. We sell hope. Already, she gives a person for his money so much the calm and preservation of nerve cells, which even if he does not return contributions, he will definitely provide 15 years of psychological health!
So, if you sell insurance, you have no choice. Your insurance municipality is reliable and that's it!

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