When you’re selling life insurance, there’s a tendency to treat the process as very factual. They saw that working on this skill got folks to meet their clients where they’re at. Using emotional intelligence to improve performance in the workplace started with life insurance agents in a study at a division of American Express in the early 1990s. L&HA: This sounds like a great concept for financial professionals. It includes how you use all that to create a better bond and manage the relationship more effectively. It’s also your ability to understand what’s going on with the other person, both emotionally and what they are trying to communicate. TB: Emotional intelligence (EQ) is the ability to recognize your own emotions and use that information to respond effectively. L&HA: What is emotional intelligence, and why is it important? We spoke with Travis about emotional intelligence and how we can improve our EQ. Travis Bradberry is co-author of Emotional Intelligence 2.0 and co-founder of TalentSmart, the world’s leading provider of emotional intelligence tests, products, and training, headquartered in San Diego.
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