I sincerely believe this will be our greatest year ever. Americans desperately need our ideas and insight. Our products are the best they have ever been. Here are some ideas that will allow you to take advantage of this opportunity to serve more people and achieve greater success that you believed possible.
First: Goal setting (with a twist).
Instead of planning how much life insurance, annuities, mutual funds or health insurance you will sell, plan how much you will show.
Many agents incorrectly assume that everyone knows all about our products. I assume everyone knows nothing about our products. My goal is to show as much about my products to as many people as I can every week. I do not allow myself to stop selling until I share a certain face value of product every week. You will be amazed how many times people buy just because you showed them.
Second: Never tell your prospects your opinion unless they directly ask.
Americans love to buy, but they hate to be sold. Don't tell them your concerns. Ask great questions in a conversational manner and listen closely. Let your clients discover their own concerns. Clients are more desirous of solutions when they decide they have a problem themselves. Plus, they will give you the information you need to provide the right solution.
We eliminate many potential clients by offering our opinions. Ask 10 people their opinions about the future of Social Security and you will get 10 different answers. If your opinion agrees with one, that means you disagree with the other nine. Instead, ask clients for their opinions, and then ask why they feel the way they do. Asking what they believe will lead to the best outcome. Your success will follow.
Third: Have a sales track.
Professionals never wing it. The goal of my presentations is to explain how my products fit into the context of my prospect's problems. These four issues are discussed in every presentation:
- Will there be higher taxes?
- Will there be lower benefits?
- Will higher taxes and lower benefits fix our nation's problems? No. So the government will print what? Money. And, what's that called? Inflation. Make your clients say the words. Inflation, the "stealth tax," is the most dangerous thing Americans on fixed incomes will ever face.
- Will there be increased volatility? You bet. What is your strategy to benefit from the good volatility and not be harmed by the bad?
And remember: Success is measured by what you give, not what you get.
You have a responsibility to believe in and be passionate about your profession and share that belief and that passion with your prospects and clients.
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