I recently polled a group of subscribers and industry experts to get a read on how they’re connecting with their clients and how they’re emphasizing “doing the right thing.”
Following are highlights of the responses I received:
It’s about respect. I would advise other advisors to be organized, honest and always respect the appointment. Be prepared with all documents you may need. Also, understand the product you need to sell. And remember that rejections are usually not against you, but against the product.
–Amine H. Salim
Educate them. Develop some genuine, non-sales-oriented, educational presentations for clients and their referrals.
Constant contact. Nothing beats staying in contact with your current clients. You must become a resource and build confidence with your clients.
–Roger L. Dearwester
Get the facts. All life insurance, annuity, LTC, retirement plans and securities sales begin with accurate client profiling, asking questions, taking notes and providing solutions.
Follow through. Tell your clients to be consistent. Many people start plans with good intentions but fail to follow through.
And nothing but the truth. Telling the whole truth, and always acting with complete honesty and integrity is a key to success.
Learn it. Get fully educated about the product(s) you sell and, if you’re selling something complex like life settlements, concentrate on that alone. Spreading yourself too thin by selling too many complicated products compromises your ability to any one of them to your best ability.
Relationship building. My clients aren’t just clients, they’ve nearly all become part of my extended family. And if you’re placing your client in a position of success, why wouldn’t they inform fellow members of their church, bowling league, country club, etc., about the value that they bring to their household.
“Salesman be gone!”Always employ The Golden Rule and never act like a salesman! Treat people with respect and act like a consultant instead. I also never worry or think about how much I make per transaction. It creates stress and people will pick it up.
Annual Policy Reviews. Clients may not realize how quickly insurance needs can change, or how new products may be better suited for what they desire to do.