80. A bowl of potato salad.
When we have a customer who is resisting life insurance (especially males) we will come back with: At the time of your death, would you rather we deliver a bowl of potato salad to your wife and kids, or a check for $100,000?
—Mary Jo Pledger
79. The truth sells.
Tell the truth and you don’t have to remember your lines.
78. Work “orphans” if available to you.
Most agents get them, but don’t work them effectively. Work them as you would any other lead, but with a head start.
77. Proper planning.
Start working the planning market for boomers with college-aged children and grandchildren. Once you show them how proper planning can guarantee the best college experience for their family, the financial products we sell are perfectly designed to execute the plans.
76. Car talk.
I do what we call “Client + Prospect Limo Events.” In our area, we have a gentleman who has a Stretched Dodge Charger. The theme for his business is “Racing Limos,” and the car is made to look like it’s ready for NASCAR. Inside the vehicle is all class with leather, nice carpet, wine racks, and flat screen TVs with the most famous moments in NASCAR playing. I ask one of my ‘A’ clients if they would like to go have dinner with my wife and me. If they say yes, I then say “You know, we have partnered with a local limo company. How about we take that?” Then, I will immediately say “Tell you what, since there is plenty of room, why don’t you go ahead and invite a couple of your closest friends, on us.” Thus far, out of eight events, I have closed on six of those prospects. We host one per month, and now have three people on our waiting list.
—Travis A. Morrow