The value of third-party endorsement

By kschilling

The Advocacy Network

Trust has always been a key element in relationship building. There was a time long ago when trust was commonly applied to anyone. It was simply a human relations trait in which the majority of people believed that all were trustworthy. It was the common sense human nature of optimism.

Well, that has been replaced by a healthy dose of skepticism; more and more people commonly distrust first and then need to have their walls of distrust lowered. Many companies and sales professionals have determined that the best way to do this is with pre-planned manipulations geared to elicit the trust of their prospects. This works for a time. Usually the first time you are pressed to deliver on one of these manipulative promise-based techniques the reality comes to light and the trust is dissolved instantly.

The power of advocacy is that it is trustworthy. It doesn't have to manipulate to elicit the trust of a prospect. Because the concept is geared on the best interest of the prospect and client only, it is enlightened enough to earn trust over time. When you can provide an independent third-party endorsement that has no conflict of interest, you have a trusted source. Organizations today have manipulated prospects, customers and clients into believing that their endorsements are not paid for. The majority of all so-called senior-based associations are pretty much paid for insurance agencies marketing to the members of the association — I won't name this organization as you clearly know who they are.

The third-party endorsement's only concern should be the best interest of its members. They need professional financial services provided by strong professional individuals who are compassionately concerned with the welfare of their clients, as opposed to the welfare of the professional's paycheck. There is, of course, a balance that allows for a win-win scenario for the client and advisor/agent/broker, as advisors are all subject to certain restraints and conditions placed upon them by their companies and the industry itself.

In an industry that has consistently disdained any consistent compensation other then "eat what you kill" platforms, it is difficult for a sales professional to build relationships and take into consideration the welfare of their client. Regardless, it is up to us as individuals to find ways to institute an advocacy-driven practice whose only concern is the best interest of the client.

It is important to find a third-party company that has zero conflicts of interest and can serve the insurance and financial advisor segment. When you can provide a prospect with the emotional hedge of a safe decision-making process for their best interest, then you have created a trusting environment. From that platform, you can take the time to educate your prospect so that they can make smart decisions about money and feel that they have made the decision, as opposed to feeling manipulated into a decision.