Working with agents on their cases is one of the many services you receive with our one on one coaching! In doing these cases (well over 1,000 cases a year!) I have found most agents are trying to hard! Trying to do too much and flat out not giving the prospect what they want!
We try to hard sometimes to fit the square peg in the round hole.
What we do or should be doing is two different things.
If the client wants a Hamburger, give them a hamburger! Don’t try to talk them into wanting a hot dog.
Here is an example of what I mean…
I was working with an agent and 2 senior clients. The clients wanted income from one of their IRA’s. Easily the agent could have just put them into an Annuity with Income Rider or SPIA. Instead, of doing just that, the agent, wanted to sell them on Life Insurance to maximize their pension (one the right track, just the wrong time) and leaving money to their heirs. The agent lost the case because he was trying to sell the hotdog!
Bottom Line… Give the client want they want first, Make them a client! Then through reviews educate, prove and show them there is a better way!
Find out what your client really wants and watch your sales soar! It all starts today and right here! Download my free report.
Jeremy Nason, RFC is the co-founder of the Insurance Pro Shop™ -“The first affordable, full-service insurance marketing and sales resource center for today’s Financial Pro, and Found Money Management™, a system dedicated to helping Middle-Income Families to ‘Live Debt Free and Truly Wealthy!’ For more articles visit his blog!