The opportunity of a lifetime (part 1)

Previously, I’ve identified challenges your customers will face in the future. I promised to provide strategies to overcome and take advantage of those challenges. Insurance and financial professionals have knowledge and products that can assist Americans to both survive this crisis and achieve the financial independence necessary to prosper.

First, you have to understand the problem. That’s why we arm you with information concerning Social Security, Medicare, Medicaid, taxes, health care, deficits, debt, etc.Then you must inspire prospects and clients to take action. You can show them how to not only survive but thrive in these trying times. You have incredible value.

Lead your prospects to make an emotional commitment. Provide a variety of solutions. People fear change and they fear making a mistake. A well-explained and understood strategy promotes action. Here’s an example. A recent “60 Minutes” segment declared the housing crisis only one-third complete. As many as 70 percent of hybrid “teaser” mortgages will default. Some mortgages are defaulting before they reset. Commercial real estate faces similar challenges. Many mortgages reworked with bailout money have already fallen behind again.

I find the best way to start a discussion about this information is by asking questions. Is homeownership the American dream? Are homes a good investment? Are home ownership and real estate investment appropriate strategies for retirement saving? Prospects easily conclude the answer is “No.”