To gain a life sale, celebrate (and mourn) with your clients. <p> Aleksandr Kutsayev / <a href="http://www.freedigitalphotos.net" target="_blank">FreeDigitalPhotos.net</a></p>

Hello again, marvelous people:

Today’s message has to do with coaching ourselves to listen and probe for the eleven key life events.

As practitioners, it’s easy to spend too much time working on the Conviction Step of the sale. You know, the part of the sale where you show your client your knowledge about the features, advantages, and benefits of your product. Your slick illustration. Your colorful graphs. Your impressive statistics.

Yes, it’s important to have current knowledge and expertise. Absolutely! But if we have the knowledge, and no one to speak to and share our insights with — at the right time in their life — then we have a very small chance of developing and landing a life sale.

So, you might say, give me something simple that I can use today that will build me a fresh inventory of people to visit.

Here are 11 key life events:

  • Birth          
  • Death        
  • Marriage    
  • Divorce      
  • Graduation 
  • College
  • New Home
  • New Apartment
  • New Vehicle
  • Funeral
  • Anniversary

I would suggest you to jot down these 11 key life events. Laminate them. Put them in your front pocket, your wallet. Tape them next to your phone that you use when you “Power Dial” for appointments. The life event card is a very simple concept. It’s visual, and it puts the important life events that are constantly happening in your prospects’ worlds right there in front of you. It ensures that these events are constantly at the forefront of your mind. It helps you constantly and consciously listen for these occurrences.

When we have intentional conversation that specifically probes these life events, what we will discover are our prospects’ needs. Needs that are not being met. New needs that are being created. Needs that you, as the insurance practitioner, can solve.

Conduct more intentional conversations that discuss these life events and you will uncover more needs today. And remember: “Marvelous performance is always INTENTIONAL. Marvelous performance is never ACCIDENTAL.”

For more from Marvin LeBlanc, see:

The true definition of “selling”

How to overcome 19 straight nos

6 ways to lead a happier life