THE ANALYSIS OF EXPRESSIONS USED BY AN INSURANCE AGENT IN PROSPECTING A CLIENT: A DISCOURSE ANALYSIS

Abstract

This research aimed at describing the interpersonal communication between the insurance agent and the prospective client and analyzing the expressions of the agent in the prospecting process. The focus was to prove that the insurance agent’s interpersonal communication managed to influence the prospective client. This research also contributed to the interpretation of coordinated management of meaning and constructivist theory, and contributed to the body of knowledge about how verbal communication influence people in the interpersonal communication. This research was limited in discussing the expressions used by the insurance agent in prospecting a client by using discourse analysis research method. This research found that the expressions of the insurance agent contained three general principles of using verbal messages effectively; (1) messages symbolize reality, (2) messages expressed both facts and inferences, and (3) messages can obscure distinction. The efforts of the insurance agent to convince the prospective client reflected his ability to communicate in interpersonal communication.