How many years of sales experience did you have prior to working for SHC?
8 years prior sales experience.

What was the most difficult part of your learning curve with SHC?
I understood the 30K presentation as early as the BCU, but it was difficult to not stray from it. Typical "insurance agents/brokers" make price the issue. Unfortunately, having prior insurance sales experience, I found myself doing the same thing. At times I sold on price and benefits, but wasn't always the cheapest price. If I continued to sell that way, a "broker" coming in behind me could always save my customers $1 or more and not even mention the loss in their benefits and my client would cancel immediately because I originally sold them on price. It took a little time for me to learn not even mention price until after the agreement was made, as I had been trained since I started on staff. This was tough for me to learn to do because price is what I was used to sell on in the past. Once I figured out the 30K, that is about education and value for the money spent, it made far more sense. You know the phrase, "The only business that pays, is the business that stays". It is so true. Now my policy retention is over 90% and I am getting closer and closer 100%. Cross-marketing is the key to keeping business on the books. I knew this from day one, but it was initially hard for me to learn how to sell more than just one product in every home. Another key to getting over the learning curve is simply remembering to ask in every home. You will not sell that for which you do not ask!