As insurance producers, we talk to people all day long.
Do you pay attention to the words that you use?
An artist needs paint & canvas.
A chef needs food.
A mechanic needs tools.
You need WORDS to be successful at your craft! It’s important to choose them wisely.
In this article, we share 10 Power Words that you should incorporate into your everyday vocabulary at work to help you become more effective in your delivery and work toward the big goal to write more policies.
#1) 𝗔𝗠𝗔𝗭𝗜𝗡𝗚 (or STUNNING, or FASCINATING)
Everybody wants to be AMAZED! It tugs on people’s emotions and makes them move to take action. If I told you a dinner or show was AMAZING or FASCINATING would you be more interested than if it was just good or even great?
𝙼𝚛. 𝙲𝚞𝚜𝚝𝚘𝚖𝚎𝚛 𝙸’𝚍 𝚕𝚒𝚔𝚎 𝚝𝚘 𝚖𝚎𝚎𝚝 𝚠𝚒𝚝𝚑 𝚢𝚘𝚞 𝚝𝚘 𝚛𝚎𝚟𝚒𝚎𝚠 𝚜𝚘𝚖𝚎 𝚊𝚖𝚊𝚣𝚒𝚗𝚐 𝚘𝚙𝚙𝚘𝚛𝚝𝚞𝚗𝚒𝚝𝚒𝚎𝚜 𝚠𝚎 𝚑𝚊𝚟𝚎 𝚏𝚘𝚛 𝚢𝚘𝚞 𝚊𝚝 𝚝𝚑𝚎 𝚊𝚐𝚎𝚗𝚌𝚢…
#2) 𝗔𝗩𝗢𝗜𝗗
FOMO is REAL. People will take action to AVOID missing something quicker than they will to gain something. So use the word AVOID.
𝙼𝚛. 𝙲𝚞𝚜𝚝𝚘𝚖𝚎𝚛, 𝙸’𝚍 𝚕𝚒𝚔𝚎 𝚝𝚘 𝚖𝚎𝚎𝚝 𝚠𝚒𝚝𝚑 𝚢𝚘𝚞 𝚝𝚑𝚒𝚜 𝚠𝚎𝚎𝚔 𝚋𝚎𝚌𝚊𝚞𝚜𝚎 𝚒𝚝’𝚜 𝚖𝚢 𝚓𝚘𝚋 𝚝𝚘 𝚑𝚎𝚕𝚙 𝚢𝚘𝚞 𝙰𝚅𝙾𝙸𝙳 𝚝𝚑𝚎 𝚙𝚘𝚝𝚎𝚗𝚝𝚒𝚊𝚕 𝚕𝚘𝚜𝚜𝚎𝚜 𝚝𝚑𝚊𝚝 𝚠𝚎 𝚜𝚎𝚎 𝚜𝚘 𝚘𝚏𝚝𝚎𝚗 𝚊𝚝 𝚌𝚕𝚊𝚒𝚖𝚜 𝚝𝚒𝚖𝚎.
#3) 𝗕𝗘𝗖𝗔𝗨𝗦𝗘
The word ‘because’ explains the WHY behind people’s need to take action.
𝙼𝚛. 𝙲𝚞𝚜𝚝𝚘𝚖𝚎𝚛, 𝙸 𝚗𝚎𝚎𝚍 𝚝𝚘 𝚖𝚎𝚎𝚝 𝚠𝚒𝚝𝚑 𝚢𝚘𝚞 𝚝𝚑𝚒𝚜 𝚠𝚎𝚎𝚔 𝙱𝙴𝙲𝙰𝚄𝚂𝙴 𝚠𝚎 𝚑𝚊𝚟𝚎 𝚜𝚎𝚎𝚗 𝚊𝚗 𝚒𝚗𝚌𝚛𝚎𝚍𝚒𝚋𝚕𝚎 𝚊𝚖𝚘𝚞𝚗𝚝 𝚕𝚘𝚜𝚜𝚎𝚜 𝚠𝚒𝚝𝚑𝚒𝚗 𝚘𝚞𝚛 𝚌𝚘𝚖𝚖𝚞𝚗𝚒𝚝𝚢 𝚛𝚎𝚌𝚎𝚗𝚝𝚕𝚢 𝚊𝚗𝚍 𝙸 𝚠𝚊𝚗𝚝 𝚝𝚘 𝚑𝚎𝚕𝚙 𝚢𝚘𝚞 𝙰𝚅𝙾𝙸𝙳 𝚐𝚎𝚝𝚝𝚒𝚗𝚐 𝚜𝚝𝚞𝚌𝚔 𝚒𝚗 𝚊 𝚋𝚊𝚍 𝚜𝚒𝚝𝚞𝚊𝚝𝚒𝚘𝚗.
#4) 𝗙𝗜𝗥𝗦𝗧
Everybody wants to be FIRST. It shows priority… makes them a VIP.
𝙼𝚛. 𝙲𝚞𝚜𝚝𝚘𝚖𝚎𝚛, 𝙸 𝚘𝚗𝚕𝚢 𝚑𝚊𝚟𝚎 𝚝𝚒𝚖𝚎 𝚒𝚗 𝚖𝚢 𝚜𝚌𝚑𝚎𝚍𝚞𝚕𝚎 𝚝𝚘 𝚖𝚎𝚎𝚝 𝚠𝚒𝚝𝚑 𝟸𝟶 𝚌𝚞𝚜𝚝𝚘𝚖𝚎𝚛𝚜 𝚝𝚑𝚒𝚜 𝚖𝚘𝚗𝚝𝚑, 𝚋𝚞𝚝 𝚋𝚎𝚏𝚘𝚛𝚎 𝙸 𝚜𝚝𝚊𝚛𝚝 𝚏𝚒𝚕𝚕𝚒𝚗𝚐 𝚒𝚗 𝚍𝚊𝚝𝚎𝚜 𝚊𝚗𝚍 𝚝𝚒𝚖𝚎𝚜 𝙸 𝚠𝚊𝚗𝚝𝚎𝚍 𝚝𝚘 𝚌𝚊𝚕𝚕 𝚢𝚘𝚞 𝙵𝙸𝚁𝚂𝚃!
#5) 𝗜𝗠𝗔𝗚𝗜𝗡𝗘
We sell products that help people when they need them the most. However, it’s not something people see, touch, feel or smell. So they have to IMAGINE.
𝙼𝚛. 𝙲𝚞𝚜𝚝𝚘𝚖𝚎𝚛, 𝙸𝙼𝙰𝙶𝙸𝙽𝙴 𝚑𝚘𝚠 𝙰𝙼𝙰𝚉𝙸𝙽𝙶 𝚒𝚝 𝚠𝚒𝚕𝚕 𝚏𝚎𝚎𝚕 𝚝𝚘 𝚔𝚗𝚘𝚠 𝚝𝚑𝚊𝚝 𝚢𝚘𝚞 𝚊𝚛𝚎 𝚙𝚛𝚘𝚙𝚎𝚛𝚕𝚢 𝚙𝚛𝚘𝚝𝚎𝚌𝚝𝚎𝚍 𝚏𝚛𝚘𝚖 𝚊𝚕𝚕 𝚞𝚗𝚌𝚎𝚛𝚝𝚊𝚒𝚗𝚝𝚢.
#6) 𝗢𝗣𝗧𝗜𝗢𝗡𝗦
Nobody wants to be TOLD they HAVE to do something. Everybody wants OPTIONS!
𝙼𝚛. 𝙲𝚞𝚜𝚝𝚘𝚖𝚎𝚛, 𝚋𝚊𝚜𝚎𝚍 𝚘𝚗 𝚎𝚟𝚎𝚛𝚢𝚝𝚑𝚒𝚗𝚐 𝚢𝚘𝚞 𝚜𝚊𝚒𝚍 𝚠𝚊𝚜 𝚒𝚖𝚙𝚘𝚛𝚝𝚊𝚗𝚝 𝚝𝚘 𝚢𝚘𝚞…𝚒𝚝 𝚕𝚘𝚘𝚔𝚜 𝚕𝚒𝚔𝚎 𝙸 𝚑𝚊𝚟𝚎 𝟸, 𝟹 𝚖𝚊𝚢𝚋𝚎 𝚎𝚟𝚎𝚗 𝟺 𝙰𝙼𝚉𝙰𝚉𝙸𝙽𝙶 𝙾𝙿𝚃𝙸𝙾𝙽𝚂 𝚏𝚘𝚛 𝚢𝚘𝚞 𝚝𝚘 𝚌𝚘𝚗𝚜𝚒𝚍𝚎𝚛. 𝚂𝚘 𝚝𝚑𝚎 𝙵𝙸𝚁𝚂𝚃 𝚝𝚑𝚒𝚗𝚐 𝚠𝚎’𝚕𝚕 𝚗𝚎𝚎𝚍 𝚝𝚘 𝚍𝚘 𝚒𝚜 𝚜𝚌𝚑𝚎𝚍𝚞𝚕𝚎 𝚊 𝚝𝚒𝚖𝚎 𝚝𝚘 𝚖𝚎𝚎𝚝. 𝙷𝚘𝚠 𝚜𝚘𝚘𝚗 𝚌𝚊𝚗 𝚢𝚘𝚞 𝚌𝚘𝚖𝚎 𝚒𝚗?
#7) 𝗦𝗜𝗠𝗣𝗟𝗘
We all pretty much like things that are easy. So remind the prospect of just how SIMPLE working with you is!
𝙼𝚛. 𝙲𝚞𝚜𝚝𝚘𝚖𝚎𝚛, 𝚗𝚘𝚠 𝚝𝚑𝚊𝚝 𝚢𝚘𝚞 𝚑𝚊𝚟𝚎 𝚍𝚎𝚜𝚒𝚐𝚗𝚎𝚍 𝚊𝚗𝚍 𝚌𝚞𝚜𝚝𝚘𝚖𝚒𝚣𝚎𝚍 𝚢𝚘𝚞𝚛 𝚙𝚛𝚘𝚝𝚎𝚌𝚝𝚒𝚘𝚗 𝚙𝚕𝚊𝚗…𝚙𝚞𝚝𝚝𝚒𝚗𝚐 𝚒𝚝 𝚒𝚗 𝚙𝚕𝚊𝚌𝚎 𝚊𝚗𝚍 𝚜𝚝𝚊𝚛𝚝𝚒𝚗𝚐 𝚒𝚝 𝚊𝚕𝚕 𝚝𝚘𝚍𝚊𝚢 𝚠𝚒𝚕𝚕 𝚋𝚎 𝚜𝚞𝚙𝚎𝚛 𝚂𝙸𝙼𝙿𝙻𝙴.
#8) 𝗦𝗢𝗟𝗨𝗧𝗜𝗢𝗡𝗦
The bottom line is people want solutions to their biggest problems and they want answers to all of their questions.
𝙼𝚛. 𝙲𝚞𝚜𝚝𝚘𝚖𝚎𝚛, 𝚋𝚊𝚜𝚎𝚍 𝚘𝚗 𝚠𝚑𝚊𝚝 𝚢𝚘𝚞 𝚊𝚛𝚎 𝚝𝚎𝚕𝚕𝚒𝚗𝚐 𝚖𝚎 𝚒𝚜 𝚒𝚖𝚙𝚘𝚛𝚝𝚊𝚗𝚝 𝚝𝚘 𝚈𝙾𝚄, 𝙸’𝚟𝚎 𝚌𝚘𝚖𝚎 𝚞𝚙 𝚠𝚒𝚝𝚑 𝚊 𝚌𝚘𝚞𝚙𝚕𝚎 𝚍𝚒𝚏𝚏𝚎𝚛𝚎𝚗𝚝 𝚂𝙾𝙻𝚄𝚃𝙸𝙾𝙽𝚂 𝚏𝚘𝚛 𝚢𝚘𝚞 𝚝𝚘 𝚌𝚘𝚗𝚜𝚒𝚍𝚎𝚛.
#9) 𝗪𝗘
Two letters…super powerful! WE, not ME. It lets the customer know that you two are in this thing together. When referring to your company it’s WE not THEY. When something needs to be done it’s WE, not YOU.
𝙼𝚛. 𝙲𝚞𝚜𝚝𝚘𝚖𝚎𝚛, 𝙸’𝚖 𝚐𝚕𝚊𝚍 𝚆𝙴 𝚖𝚎𝚝 𝚝𝚘𝚍𝚊𝚢 𝚊𝚗𝚍 𝙸’𝚖 𝚎𝚡𝚌𝚒𝚝𝚎𝚍 𝚊𝚋𝚘𝚞𝚝 𝚜𝚎𝚛𝚟𝚒𝚌𝚒𝚗𝚐 𝚝𝚑𝚎 𝙰𝙼𝙰𝚉𝙸𝙽𝙶 𝚙𝚕𝚊𝚗 𝚆𝙴 𝚋𝚞𝚒𝚕𝚝 𝚝𝚘𝚐𝚎𝚝𝚑𝚎𝚛 𝚏𝚘𝚛 𝚖𝚊𝚗𝚢 𝚢𝚎𝚊𝚛𝚜 𝚝𝚘 𝚌𝚘𝚖𝚎!
#10) 𝗢𝗣𝗧𝗜𝗠𝗔𝗟
You hear me talk about opportunity optimization all of the time. Well, the word OPTIMAL means THE BEST or MOST FAVORABLE. So when you are speaking to a customer don’t you want the solutions to be the BEST?
𝙼𝚛. 𝙲𝚞𝚜𝚝𝚘𝚖𝚎𝚛, 𝚋𝚊𝚜𝚎𝚍 𝚘𝚗 𝚝𝚑𝚎 𝚌𝚘𝚗𝚌𝚎𝚛𝚗𝚜 𝚢𝚘𝚞 𝚜𝚑𝚊𝚛𝚎𝚍 𝚠𝚒𝚝𝚑 𝚖𝚎, 𝙸 𝚠𝚊𝚜 𝚊𝚋𝚕𝚎 𝚝𝚘 𝚌𝚛𝚎𝚊𝚝𝚎 𝚊𝚗 𝙾𝙿𝚃𝙸𝙼𝙰𝙻 𝚂𝙾𝙻𝚄𝚃𝙸𝙾𝙽 𝚠𝚑𝚒𝚌𝚑 𝚊𝚕𝚕𝚘𝚠𝚜 𝚢𝚘𝚞 𝚝𝚘 𝙰𝚅𝙾𝙸𝙳 𝚙𝚘𝚝𝚎𝚗𝚝𝚒𝚊𝚕 𝚏𝚞𝚝𝚞𝚛𝚎 𝚛𝚒𝚜𝚔𝚜. 𝚃𝚘𝚐𝚎𝚝𝚑𝚎𝚛 𝚆𝙴 𝚌𝚊𝚗 𝚐𝚎𝚝 𝚝𝚑𝚒𝚜 𝙰𝙼𝙰𝚉𝙸𝙽𝙶 𝚙𝚕𝚊𝚗 𝚜𝚝𝚊𝚛𝚝𝚎𝚍 𝚝𝚘𝚍𝚊𝚢 𝙱𝙴𝙲𝙰𝚄𝚂𝙴 𝚒𝚝’𝚜 𝚎𝚡𝚝𝚛𝚎𝚖𝚎𝚕𝚢 𝚂𝙸𝙼𝙿𝙻𝙴!
Power on with these power words for insurance sales, friends. And if you run into Objections, grab this resource to help you through.
Want more Power Words? We’ve got them! Check out our 27 Words That Matter in Insurance Sales.
