With empathy and self-confidence to success

Lorena Schäfer could never have imagined working for an insurance company in sales earlier on. Today that is exactly where her career path has led her – and now she also recruits new sales partners for ERGO.

The decisive turning point in Lorena Schäfer’s professional life was during her economics degree at the University of Augsburg. An acquaintance recommended the Munich native to an ERGO Pro sales team. That was over eleven years ago. Today, Lorena Schäfer is a successful ERGO sales partner in Augsburg..

Not your classic suit-and-tie job

“I never thought I would once have a career in the insurance industry”, the 33-year-old recalls and has to smile as she confesses: “When I was younger I thought that was a classic suit-and-tie job.” In the meantime, she knows better. “It is exactly the opposite”, she says. “Our job is to offer people solutions to problems and to talk with them.”

That is exactly what Lorena Schäfer can do – and in fact does very well. Her empathy is valued by her customers. She is good at putting herself in her customers’ shoes, understands their worries, their hopes and their situation in life. “Customers have actually come to me and said they feel very comfortable with me and that it was the most pleasant conversation on insurance they have ever had, says Schäfer.

Recruiting new sales partners

Apart from advising customers, Schäfer’s job also includes another important task: recruiting new sales partners. “I look at social media or recruitment platforms”, she says. “But a good way is also getting to know people in everyday situations.” When you then start having a conversation with them, you can also steer the conversation to jobs quite quickly.

Lorena Schäfer finds it particularly important that new sales employees are prepared to commit themselves to the insurance industry. Schäfer knows “They need discipline to build up their career path”. It goes without saying that new employees are trained intensively. Weekly training meetings and joint scheduling of appointments should simplify the start in the new profession.

Professional freedom and be your own boss

Today, the 33-year-old is a role model for beginners in insurance sales. Initially she was not at all sure whether working for an insurance was right for her. However, once she had completed the first insurance deal with a customer on her own, everything became clear to her. “At first I thought: That’s not going to work out”, Lorena Schäfer recalls. “But the customer was convinced and actually took out the insurance.” The sales representative was filled with a great sense of happiness.

Nowadays Lorena Schäfer cannot imagine doing any other job. “It is important to me to have my professional freedom and to be my own boss”, she says. Many members of her family are also self-employed.   

Self-confidence and discipline are important

“You need a good measure of self-confidence to pull off something big”, says Schäfer whose self-confidence has increased greatly over the years. The Munich native is sure “It is important to approach the customers with clarity and transparency. And with your own conviction.”

Lorena Schäfer also says: “Women are very good sales persons, because they have many social skills.” A good mix of men and women in the team would be ideal. “This is a good way to complement each other and also to benefit from each other’s strengths”, she believes.

And how does the 33-year-old manage to switch off after a stressful day at work? Sometimes you should let work be work, finds Schäfer. “I enjoy skiing, hiking in the mountains or lying down by a lake.” However, that also took some time to learn. Because a good work-life-balance belongs to a successful professional life.