9. The psychological approach
If you can sell people the way they want to buy, no one will ever say no to you. But if you sell the way you want to sell, you may only be able to sell those prospects who are just like you.
—Dr. Kerry Johnson
8. Now or later.
Ask when you telephone them if this is a good time to talk. If they say no, schedule a callback time.
What Your Peers Are Reading
—O. Ernest Stepp
7. Good Friday.
Be in the office on Friday afternoon. Because of residual commissions, there are a ton of agents who take Friday afternoons off. When prospects are out there looking for answers, you can be there when others are not.
6. Be curious.
Ask questions and actually LISTEN to the responses from the clients. God gave us two ears and one mouth for a reason. Advisors should listen twice as much as they talk! Opportunities to serve your clients will present themselves in these conversations.
5. Use a process.
We must be process oriented, not product oriented. We can start that by beginning the interview meeting with the question: “Obviously, if you took the time to meet with me today, you must have certain questions on your mind. What would they be?”