19.4.1 Agent Ethics
The relationship between the producer and client does not end with the sale; it only begins. It is up to the agent to keep the relationship of trust intact - by staying informed on the new and changing aspects of the industry, maintaining continuing education obligations, and meeting with clients on a periodic basis. Needs change, and what was sold to your client last year is not necessarily sufficient now - the client might have gotten married (or divorced) or had children in the interim. Therefore, it is recommended that agents meet with their clients annually and complete a review. The Florida study manual defines the service producers owe their clients in the following manner.
Education
Keep the client well informed and learned about the aspects of the application, underwriting, the policy purchased, and how it suits their needs.
Confidentiality
Discretion is tantamount to success. If a client feels his confidence has been betrayed, you will, more likely than not, lose that client.
Disclosure
This means holding nothing back so that the client fully understands what he is purchasing and why. Even if you think something is self-explanatory or if you think your client already knows about it, you must make sure.
One of the last things you want to hear is, "Well, you didn't tell me that!" or "I didn't understand that because you didn't explain it to me!"
Informed
If there are any changes whatsoever (rejection, exclusion, coverage cancelation, etc.), the agent has the responsibility to keep his client informed on a timely basis.
Loyalty
Just as you would want loyalty to you, an agent must also show loyalty to his prospects and clients. You don't want your clients to go to someone else for their changing needs, do you?
