Make Your Life Insurance Sales Career…
‘Recession Proof’
Part III
As we
discussed in the previous two articles, if you want to… Make
Your Life Insurance Sales Career… ‘Recession Proof’ you must
become adept at, and focused on, helping people to solve their
immediate financial problems… And, you must have a marketing
program that is attracting the ‘Right’ prospects to you!
The final, and most critical step is getting ‘9 Out Of 10’
of those prospects to take action, right now, on your
recommendations. And, it’s a lot easier than you think.
You can have
the best ideas in the world on how to really help people! You
can have a great marketing campaign to attract the right people
to you! But, you’ll still struggle if you can’t get a high
percentage of those people to take immediate action.
How To Sell ‘9 Out Of 10
Prospects’ You Meet With!
Unfortunately, one of the least taught and least practiced sales
skills today, is the ability to conduct a good, thorough
fact-finding interview. A good, thorough fact-find is much more
than asking some simple questions to identify a few pertinent
facts and concerns, so that you can make a quick sale. It’s
asking the tough emotional questions to
guide your prospect to
self-discovery of their own financial concerns and problems.
It’s helping your prospect to get emotionally
involved in the entire sales process. It’s helping them feel the
real pain of their current situation, so they want to do
something about it, right now, to alleviate that pain.
Consider,
people don’t always do or buy what they need. Logically, we may
know we need to lose weight, quit smoking, save for retirement
or pay off our credit cards. But, do we do it? NO! We put
it off until we have no other choice, because it’s causing us
unbearable pain. Only when the pain becomes too great to live
with, will we decide to do something about it.
That’s why a good, thorough
fact-finding, is so critical to your success. And, it goes far
beyond just asking questions to guide your prospect to
self-discovery of their own financial concerns. It’s
being genuinely engaged in asking - and
listening beyond a sale motive
- to take the conversation, and the relationship, to another
place. You become their partner in solving their problems,
because you cared enough to ask questions beyond the obvious.
You cared enough to ask, and did not assume that financial
security means the same for everyone. You cared enough to ask
what's r-e-a-l-l-y
important to them. Rather than do what everybody does - push
product, price and investment returns.
A good, thorough
fact-finding interview helps you build rapport and trust, which
enables you to close more sales, close larger sales, generate
repeat sales and gather referrals, even in a struggling economy!
You must conduct a good, thorough fact-find with everyone you
meet with. And, it doesn’t matter how, or why you get an
appointment. The appointment could be for something as simple as
discussing mortgage insurance, Medicare supplements, or final
expense policies. Or, maybe they agreed to meet with you after
they’ve attended one of your seminars. No matter why they agreed
to see you… you must
conduct a
good, thorough fact-finding interview, if you want to sell 9 out
of 10 people you meet with.
How Do You
Make The Transition To The Fact-Finding Interview?
You’re in their home, or they’ve come to your office, and
they’re expecting you to discuss and give them a quote for
mortgage insurance, Medicare supplements, health insurance,
final expense policies or whatever. How do you make a smooth
transition to the fact-finding interview?
You start by asking something like…
“Before we get started, is there anything in particular you
wanted to talk about?”
They’ll say something like…
“I thought you were here to talk about _____ and give me a
quote?”
No matter what they say, you’ll say…
“Yes, I came fully prepared to talk about ____. But, if I may,
I’d like to explain a little bit about how I do business,
because I work a little differently from the other people you
may talk to.”
“First you can put your check book away, because I’m not going
to ask you to buy anything today! Is that Ok?”
“What I’d like to do is ask you some questions, so I can fully
understand your situation and I can tailor a plan to meet your
exact needs! Does that make sense?”
“Good then let’s get started?”
Now you’ve asked permission to ask them questions, and you are
in the fact-finding interview. From here you ask questions to
gather the pertinent facts and then use the Who, What Where,
When, How and Why questions to get your prospects to talk about
their
feelings, concerns and problems.
“People
Buy Based On Their Emotions…
And Then Justify Their Decision Based On Logic”
The Typical Questions…
“If you don’t mind me asking…”
“Have you thought about when you’d like to retire?”
“How much money are you currently putting away for retirement?”
“How much have you already saved for retirement… etc?”
The
Emotional Questions…
“How much income will you need in retirement?”
“How did you come up with that figure?”
“How much money would you need to have saved in order to
generate that income?”
“What would you like to be able to do in retirement?”
“Where would you like to go?”
“When would you like to go?” “Who would you like to see?”
“Why is that important to you?”
“How do you feel about what you’ve saved so far?”
“Has anyone taken the time to figure out exactly how much you’ll
need to retire?”
“What would you like to see happen?”
“How does that make you feel?”
“Would you like to know how much income you’ll need for
retirement?”
“Would you like to know how much money you’ll need to have to
generate that income?”
“When you retire, what’s more important the amount of money
you’ve accumulated or the amount of money you get to spend?”
“Do you think social security will be there when you retire?”
“Even if it’s there, do you think it will provide as much for
retirees as it provides today?”
“If Social Security isn’t there what will happen?”
“How do you feel about that?”
Your prospect says:
“I’ll never retire!”…
Advisor:
“Why do you say that?” “Is that how you really feel?” “Is that
because you feel you’ll never save enough for retirement?”
“If I could show you how to have the retirement you want without
sacrificing your current life style, would you like to know
how?”
Summary
The ability to conduct a good, thorough fact-finding interview
is what enables the Top Life Insurance Producers to consistently
earn $250,000, $500,000 or more each year. It’s why they are
able to…
Sell ‘9 Out Of 10 Prospects’ They Meet With!
It’s why they consistently close larger sales, and consistently
generate more repeat business. It’s why they are able to work
with fewer prospects. And, it’s why they
get more referrals
and
spend less time and money prospecting!
Is fact-finding easy?
No!
Is it more work?
Yes!
Can you learn how to conduct a good, thorough fact-finding
interview?
Yes!
In every one of our systems, our live training events, our
private ‘Members Only’ site and the one-on-one coaching, we
focus a lot of time and effort on helping agents to get better
at conducting a good, thorough fact-finding interview. It’s why
new agents such as
Phil Calandra
and others are able to consistently earn $25,000 - $90,000 per
month, within a few short months. It’s the reason why
established agents, with over 25 years in the business, such as
Randy Delph, Rick White
and others are able to generate $200,000 of life premiums within
a few months of attending our ‘Live’ Boot Camps. It’s why
‘MDRT’ Top of the Table Producers
are doubling and tripling their annual production.
And, during the past two years we’ve made it much easier for
advisors to learn how to conduct a good, thorough fact-finding
interview, with our,
‘Live’ Advanced Fact-Finding Techniques ‘two
day’ training. If you’d like to learn more about our
fact-finding training please visit…
http://www.insuranceproshop.com/FactFinding/
Yours in Success,
Lew Nason
'The Nine Out Of
Ten Guy'
Trainer, Coach and Mentor…
_______________________________________________________________
“All of us do not have equal talent, but all of us
should have an equal
opportunity to develop our talents!”
John Fitzgerald Kennedy
Get to know
us before you invest your time and money in our systems,
training, tools or support!
www.insuranceproshop.com
