Introduction

Advocacy System Tools

Overview

How it’s Different...

Dr. Sziklai's Advocacy System™ departs significantly from other approaches. It was developed by Hungarian-born clinical psychologist, Csaba Sziklai, after more than 30 years of counseling and studying insurance professionals and the insurance sales process.

Current approaches to selling life insurance are based on the same sales psychology that all sales people use, regardless of the product or service they represent. Yet selling life insurance poses a unique challenge that this generic approach to selling is poorly suited to handle.

Unlike consumers of other products, prospects for life insurance are resistant to discussing the product and surrounding issues. Their need to avoid dealing with the emotionally unsettling issues of death and disability causes them to develop a negative psychological disposition toward the agent and the product. They deny their need for insurance, and they see the agent as someone who is after their money. As a result of this negative perception, agents are forced to deal with their prospects from a position of a power disadvantage.

Dr. Sziklai's Advocacy System™ is built on a new paradigm in the psychology of the sales process which changes the power relationship between the agent and the prospect. This power shift is the result of a change in the agent's agenda and their presentation of themselves.

Rather than seeing the agent as the stereotypical sales representative, motivated by the desire for personal gain, prospects come to see the agent as their advocate, committed to the welfare and protection of their family and business. Call reluctance, not asking for referrals and other symptoms of avoidance behavior related to prospecting cease to be problems for agents who use this approach.

Not only do agents prospect more effectively using this system, but they find that the initial meeting with the prospect is almost always significantly "warmer" and that the agent is able to move toward the close in a shorter time frame.

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