Does this sound familiar to you?
When you first entered sales, for the
financial services industry, your main focus was just on finding prospects. If
you didn’t have a prospect, you couldn’t set an appointment, or close a sale.
Initially, you looked for anyone and everyone that breathed and was willing to
sit down with you. You contacted your friends, family and everyone you knew. You
asked everyone for referrals. You made cold calls. You bought leads and you sent
out sales letters. Or, maybe you were lucky enough to be with a company that had
a few orphan policyholders that you could call on. You were constantly told
that, if you talked to enough people, you’d always find a few people who needed
what you are offering, and they would buy your product or services. You learned
your sales script and you closed a sale with almost everyone that sat down with
you. You didn’t have a problem
making a sale once you were in front of a prospect! You just needed more
prospects!
A year or so later, you were working very
hard and struggling to earn the living that you wanted and were promised. You
had approached everyone you could think of! You were frustrated with cold
calling. You were getting a few referrals. The sales letters you were sending
out every month were getting you a few new prospects. The leads you were buying
were generating a few appointments. You were selling everyone you met with.
But, you still didn’t have enough sales.
You knew that if you could just be in
front of just a few more prospects or better prospects, you could be making a
much better living.
You decided that you needed to find a
better source of leads, or a better lead system. You searched the Internet and
industry publications. You asked your associates and managers, who they
recommended. You found there were hundreds of companies that professed to have
the best leads, or the best lead generation system on the market. Some of these
companies offered automatic phone dialers that would put you in contact with
thousands of people every month. One company had a system for fax blasting to
businesses. Another company offered you preset appointments. There were several
direct mail companies that guaranteed, that they’d have 150 people per month
attend your free dinner seminars. Another company told you, that if you offered
people a free report you’d have hundreds of people calling you and begging for
an appointment. So, you tried one, two or more of these companies. You now have
a lot more prospects, but not enough actual appointments. You are still
closing a sale with almost everyone you actually meet with. You don’t
have a problem making sales. You just need better prospects!
So, now you decide to try some of the
other lead companies out there.
Does this story sound all too familiar to
you? It’s a very common story that we’ve heard time and time again from hundreds
of agents, advisors and planners. They all believe they only have a prospecting
problem. Unfortunately, the majority of these agents...
“Don’t Know, What They Don’t Know!”
What you don’t know is...
If you are contacting enough people you will always make some sales, no matter
how inept you are at closing sales. To put it another way... Even if you are
the worst salesperson in the world, you will close a few sales, if you talk to
enough people. Are you getting the message? Most agents want to believe they
are good at making sales, when the truth is that they are only making sales
because they just happen to stumble on an easy sale every once in a while.
The majority of the companies who sell
leads and lead systems, and most recruiters are willing to take full advantage
of your situation. They know that they can attract agents and make a ton of
money, just by helping them to get what they want - more prospects. Even though
most of these companies know that it’s not what these agents really need! These
companies aren’t concerned about your long-term success. They are only concerned
about their success and their profits.
If you want to really succeed in this
business, then burn this into your memory...
“It doesn’t
matter how many leads you get, if you don’t have the sales skills needed
to turn the majority of those leads into an appointment and then into a sale!”
Fortunately, there are a few good lead
companies, recruiters and trainers who are willing to spend the time to help you
learn and master the sales skills needed to insure your long-term success in the
financial services industry. They are hard to find and because they offer very
specialized personal training, they tend to be more expensive.
The best lead companies, recruiters and
trainers will show you how to take your lead generation to a new level by
specializing and focusing prospecting efforts on finding your ideal
prospects. However, they don’t
stop there!
You’ll also learn the critical sales
skills needed to turn each of your sales leads into a solid sales appointment.
You’ll learn how to set sales appointments by focusing on identifying and
solving the prospect’s immediate problems... not by focusing on your products,
price, investment returns or your credentials. You’ll learn how to ask the
right questions that helps your prospects to convince themselves why they
should meet with you.
Plus, you’ll learn how to conduct a
thorough, emotion-based, fact-finding interview that will get your prospects to
tell themselves what they really need and want.
And, you’ll learn how to use that
information to close nine out of ten cases.
Yes, it all starts with finding a
prospect! But, just as
important for your long-term success, you must learn and master the skills
needed to set appointments and close sales.
Remember... “It doesn’t matter how many
leads you get, if you don’t have the sales skills needed to turn the majority of those
leads into an appointment and then into a sale!”
There is a reason why over 30 of the most
trusted and respected names in this industry, the IARFC and hundreds of
successful advisors highly recommend our insurance marketing and sales
training... because, the bottom line is, our training works!
And, we guaranteed
it!
Our Credentials
Advisor Testimonials
