With any good sales
process or system there is always a learning curve.
Some people are very
sharp and adapt quickly to new ideas and others struggle.
Personally, I have been
in the financial services industry for about 13 years and I have only been
receiving coaching from Lew in the last 3.
Way back when I first
started with his coaching, Lew tried to tell me to continue doing what I
was doing (mortgage insurance leads) but to improve my selling skills. He knew
that if I was already getting appointments, that I had half the battle won, I
just needed to close larger sales, get the sale more often and I would
dramatically improve my income.
He tried to tell me
that I needed to do a "good" fact-find with every prospect, but I was not ready
to hear it. I figured that after doing this for 10 years, I knew what I was
doing and that some people were just not going to open up and give me all of
their information.
Then at a training
session with Lew, that I attended in Georgia, I raised this same question
again stating that it was just too hard to get people into a fact finding mode,
he gave me the answer once again, but I was not ready to hear it.
Finally, I was watching
one of Lew's training DVD's on Fact-Finding. (The same training session
that I attended, but did not listen) And it hit me like a ton of bricks. If I
just do it right, and ask the right questions, people will open up to me and
allow me to do a thorough fact find and I’ll write much bigger cases. And, I
could use my same old prospecting letters that I have used for years.
So, I decided to give
it a try. I ordered a mortgage mailing of 1000 pieces. I had my assistant call
to book the appointments into my office using the same old mortgage script I had
used for years and guess what?
I used Lew’s
opening questions, word for word, right from the
Fact-Finding DVDs and
they gave me all of their information. Not only did they give all of their info,
they appreciated my efforts to do the right job for them. I not only wrote life
insurance to protect their family's home, but I was able to help them with their
IRAs at the same time. And one of the clients, who just bought a home 6 months
ago, is refinancing to a longer term mortgage to free up cash to invest with me.
So far, from this one
batch of leads, I’ve written $5,000 in commissions. Next week I plan to write
$7,000 more, not counting what I will make on the refinance. (By the way I only
sat down with 4 people and 2 bought and one will be buying next week, that's 3
out of 4)
My point in all of this
is that it took me 3 years to finally listen to Lew. Don't waste 3 years
of your career thinking that you know what you are talking about. Don't buy in
to your own negative thinking that this can't work and it can't be that easy.
Some of Lew's
coaching may at times come across as, “oh I knew that”, or “yeah, yeah I could
do that, but that’s not what I want to do.” Do not dismiss what this man has to
say. He knows from years of experience what he is talking about. He can lead you
to the easiest and least expensive way to literally explode your production.
Listen, Listen, Listen
and shorten your learning curve. If Lew tells you to do something, at least try
it. If you don't get the results you were expecting call him, tweak it and try
it some more. You will not be disappointed.
Congratulations Tony!
And, Thank You!
Note:
The above article is taken directly from
an unsolicited message Tony posted on our private agent forum, 10/28/06,
in our Insurance Marketing and Sales Resource Center, private members only agent site. Tony is a former conference
qualifying MetLife agent who went independent several years ago. In
the past 3 years he has more than tripled his income... and with this new
revelation is taking his production to the top of the industry!
Tony has attended our
Trusted
Advisor Success Training and
Advanced Questioning Skills Training
two day training events, in Georgia. And,
he has purchased many of our
Advanced Training Videos and Audios.
There is a
reason why over 30 of the most trusted and respected names in this industry, the
IARFC
and hundreds of successful financial advisors highly recommend our Found
Money Management™ marketing and sales training.
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