Advisors: Believe in your message

Such questions help them confront buried feelings. This sounds hurtful. It isn’t. I say to clients, “There have been bad times before. Did some people make money during those times? Who made money? Was it people who planned and prepared for volatile times, or people who waited and did nothing? Which do you want to be? When do you want to get started?”

Achieve self-reliance: Your prospects and clients can achieve self-reliance. But you must ask questions and provide solutions with the strong belief that success is possible. Take these steps to strengthen your presentations — and belief system.

• Prepare a presentation filled with amazing questions. Professionals never “wing it.”
• Learn your products. Explain probate, incontestability, control, creditor protection and Medicaid versatility. These are benefits most clients do not know about.
• Practice on friends and relatives first. They will tell you what is good and bad about your presentation. I guarantee when you have made 10 presentations you will become one of the best agents in the industry and your confidence will soar.
• Finally, surround yourself with people who believe. Their belief rubs off on you.

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Van Mueller has spent 37 years working in the insurance business and has held Top of the Table status with the Million Dollar Round Table for more than a decade and was also Senior Market Advisor’s 2010 Advisor of the Year. For more information, go to www.vanmueller.com.