Advisor tools: Using your own story in selling

Here’s a great way to get started: Write down your “conversion story” and make it a part of your conversation with clients.

1. What was your situation like before you began using this product or service?
2. Describe a vivid and emotional story that demonstrates your frustrations leading to your use of this product or service.
3. What was the breakthrough that resulted?
4. How have you been able to help others as a result of this breakthrough?
5. How does this story relate to the prospect’s situation?

When we take the time to develop and truly own our own struggles and breakthroughs in a way that resonates, we become more human. When we’re human, we open ourselves up to a new level of connectivity with our clients.

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Adam Cufr is a founding principal of Fourth Dimension Financial Group LLC. He is the creator of the Web-based coaching program The Life Insurance Blueprint, a prolific blogger, and an expert author on Ezine Articles. For more information, go to http://adamcufr.com/blog.