We all make assumptions.
It's human.
But in our profession, assumptions can have consequences.
We see someone's car.
Their home.
Their occupation.
Their age.
Their current coverage.
And before we realize it, we've created a story about what they'll want.
What they'll value.
Or what they can afford.
That's dangerous.
Don’t Decide Who Gets the Conversation
The customer driving an older car may care deeply about life insurance.
The person with the beautiful house may be stretched financially.
The young family may prioritize protection more than you expect.
The wealthy customer may choose to retain more risk.
We don't know.
And that's exactly the point.
We have to ask.
Consistency Is Also About Fairness
Every customer deserves the opportunity to understand their risks.
Every customer deserves to hear appropriate options.
Every customer deserves thoughtful questions.
Every customer deserves to make their own informed decisions.
Our assumptions shouldn't determine who gets educated and who doesn't.
The Why Behind the What
So why do we build consistent conversations into our processes?
Because consistency isn't only operational.
It's about making sure every customer receives the opportunity to be served well.
Don't decide who needs the conversation.
Have the conversation.
Then let the customer decide what happens next.
That's the why behind the what.