Chapter 5

<body topmargin=0 leftmargin=0 marginheight=0 marginwidth=0> <table cellpadding=0 cellspacing=0 border=0><tr> <td valign="top" colspan=2 height=90 BGCOLOR="#006699" TEXT="#080000" bgproperties="fixed" background="122285a1erlcgo.gif"> <div> <FONT SIZE="5" COLOR="#FFCC66" FACE="Arial" ><B>Florida Agent Ethics</B></FONT><B>     |     </B><A HREF="index.htm" TARGET="_top" TITLE="Florida Agent Ethics"><U><B>home</B></U></A><B>            </B><A HREF="id15.htm" TARGET="_top" TITLE="TABLE OF CONTENTS"><U>TABLE OF CONTENTS</U></A>   |   <A HREF="id55.htm" TARGET="_top" TITLE="FINAL EXAMINATION"><U>FINAL EXAMINATION</U></A></div> <div> <A HREF="id3.htm" TARGET="_top" TITLE="Chapter 1"><U>Chapter 1</U></A>   |   <A HREF="id66.htm" TARGET="_top" TITLE="Chapter 2 "><U>Chapter 2  </U></A>   |   <A HREF="id2.htm" TARGET="_top" TITLE="Chapter 3 "><U>Chapter 3  </U></A>   |   <A HREF="id5.htm" TARGET="_top" TITLE="Chapter 4 "><U>Chapter 4 </U></A>   |   <B>Chapter 5 </B>   |   <A HREF="id4.htm" TARGET="_top" TITLE="Chapter 6 "><U>Chapter 6 </U></A>   |   <A HREF="id51.htm" TARGET="_top" TITLE="Code of Ethics"><U>Code of Ethics</U></A></div> <div> </div> </td> </tr><tr> <td valign="top" width=210 BGCOLOR="#FFCC66" TEXT="#080000" background="121d2c00dkelyh.gif"> <div> <A HREF="mailto:instructor@wallstreetinstructors.com" TARGET="_top" TITLE="mailto:instructor@wallstreetinstructors."><U><IMG SRC="12caf630.gif" border=0 width="175" height="99" ALIGN="BOTTOM" HSPACE="0" VSPACE="0"></U></A></div> <div> <I><B>You can contact an instructor by clicking the Wall Street Instructors logo on any page.</B></I><FONT SIZE="3" COLOR="#003399" FACE="Arial" > </FONT></div> <bR> <div> Copyright ©2007 Wall Street Instructors, Inc. All rights reserved. No portion of this publication may be reproduced, stored in a retrieval system, or transmitted in any form by any means electronic, mechanical, photocopying, recording or otherwise without prior written permission of Wall Street Instructors, Inc.</div> <bR> </td> <td valign="top" height=390 BGCOLOR="#FFFFFF" TEXT="#080000"> <div> <I>Chapter 5 </I></div> <div> <B>An Ethical Insurance Practice</B></div> <bR> <bR> <div> The important points addressed in this lesson are:</div> <bR> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Success of the sales process can be attributed more to ethical treatment of client than any particular sales technique that might be employed by the agent</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">The approach step of the sales process is designed to create trust and rapport</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Agents must disclose that they are sellers of financial products no later than the opening interview</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">The only ethical recommendation an agent can make is one that is suitable for the client </div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Any supporting materials used in the sales process by the agent must be sufficiently clear to be able to stand alone without misleading the reader</div> <bR> <bR> <div> The sales process is the heart of any company's distribution system.  Its ultimate success is based on the salesperson's ability to develop trust and create rapport with a prospect.  The salesperson's ethics and values contribute more to the process' success than any specific technique or strategy the agent might use.  For a professional, selling is not a one-way transaction; instead, it is a collaborative process in which the professional and the buyer work together to achieve an exchange of value. </div> <bR> <div> <A HREF="id31.htm" TARGET="_top" TITLE="The Approach"><U>The Approach</U></A></div> <div> <A HREF="id32.htm" TARGET="_top" TITLE="Interviews"><U>Interviews</U></A></div> <div> <A HREF="id33.htm" TARGET="_top" TITLE="Recommendations"><U>Recommendations</U></A></div> <div> <A HREF="id34.htm" TARGET="_top" TITLE="Illustrations Exhibits"><U>Illustrations & Exhibits</U></A></div> <div> <A HREF="id35.htm" TARGET="_top" TITLE="Followthrough"><U>Follow-through</U></A></div> <div> <A HREF="id36.htm" TARGET="_top" TITLE="Chapter 5 Review Questions"><U>Chapter 5 Review Questions</U></A></div> <bR> <bR> <div> <TABLE BORDER="2" CELLPADDING="1" CELLSPACING="1" WIDTH="97" BORDERCOLORLIGHT="#C0C0C0" BORDERCOLORDARK="#808080" FRAME="BOX" RULES="ALL" ALIGN="BOTTOM" HSPACE="0" VSPACE="0" BGCOLOR=#FFCC66 > <tR> <tD VALIGN=CENTER HEIGHT= 38 WIDTH="87"><div> <A HREF="id31.htm" TARGET="_top" TITLE="The Approach"><U><B><U>NEXT</U></B></U></A></div> </tD> </tR> </TABLE></div> <bR> <bR> </td> </tr></table></body>