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December 28, 2021 at 11:32 PM
What You Need to Know
- One thing you can do for prospects is to admire their baby pictures.
- Another thing you can do is to give prospects a chance to brag about their children.
- Those children may become heirs, and current and prospective heirs are prospects, too.
The importance of family is universal. “Family values” are talked about a lot.
Respecting and highlighting the prospect’s or client’s family is very important in the sales process. As an experienced insurance professional, some of these concepts are familiar; others are new.
1. Introducing What You Do
You have an “elevator speech” or short introduction explaining what you do.
A good expression is, “I work with a small group or business owners and families in the (town) area.”
“Small” implies exclusivity.
“Business owners” is a key expression because, in smaller communities, the wealth is often in the hands of people who own the private firms that are major employers.
“And families” makes the connection that these businesses are often family-owned, passing from one generation to the next. “In the (town) area” lets them know you are local and the money you earn is recycled into the local community when you go shopping.
2. “Tell Me About Your Children.”
Every parent loves to talk about their children and their achievements. Unfortunately, this is difficult for local schoolteachers because many parents consider their child to be a genius.
From your point of view, you can let them brag a bit.
3. “What a Beautiful Baby!”
Everyone loves admiring babies. There’s a joke about a maternity room nurse who said that when she saw a cute baby, she would tell the parents they have a beautiful child.
“What do you say if the child isn’t cute?”
“That’s easy. I say the child ‘looks just like you!’”
Bottom line, admiring baby pictures on display is another sign of respect.
