Margie Barrie, a veteran long-term care insurance (LTCI) agent, marketer and educator, has been writing articles about long-term care (LTC) planning and related issues for several years. Here, she takes a question about simple, effective ways to increase sales.
Q. I’m always looking for great ideas to increase my sales and grow my business. Can you provide some suggestions?
A. Here are two ideas to consider adding to your marketing strategy. They are provided by Stana Martin, an ACSIA Partners agent from Kansas City, Mo., who happens to have a Ph.D. in communications.
The first question is about clients who try to put you off.
1. How do you respond when the prospect says, “Call me in a month” or even further in the future?
Stana Martin responds by talking about what will really happen.
I say, “OK. I am happy to do that. I will tell you, though, I have been doing this a long time. What I know is that the two of you will talk about this for a few minutes when we hang up. But your lives are really busy with (insert any details you already know like ‘caring for your mom and running your company’). This will get put on a back burner very quickly.