An elevator speech is your 30 seconds of fame. I have worked in the financial industry for decades. That sentence right there probably sounds mundane, but what if I told you, “I showed people that retiring happily ever after is within their grasp!” A good elevator speech is all about choosing the right words and language to tell your story. Here are three examples of how to turn financial jargon into stories that sell.
Whether you’re joining a new team or attending a local barbecue, you can express the passion you have in your career. “I’m a life insurance agent.” Sure it’s short and to the point, but it doesn’t really sound exciting. Plus, it is weighted with generalized interpretations. “I provide a way for millionaires to transfer their wealth to families or charities in an optimal way.” Or, “I help create multi-millionaires — how many million would you like to have?” Not only do these quick sentences show confidence, but they will likely connect with a larger audience as well.
Keep in mind that there is a difference between boasting accomplishments and bragging. “I sell some of the most difficult products to sell: annuities, and I sold four over the last seven days.” This might work well around the office water cooler, but what does it tell cold prospects about what you do? Appeal to your audience when you’re composing an elevator speech as if they are strangers. “I help Baby Boomers retire happy and successfully by setting up increasing guaranteed lifetime income and taking key retirement risks off the table,” reads very differently.
“Long Term Care Insurance is one of the more morbid topics to discuss, but it is imperative that everyone understands its importance.” While this introduction isn’t bad, it still adopts the common, negative connotation. It doesn’t convey passion for the topic. “I help my clients stay in control of their lives by showing them how they can stay in their homes as they age instead of having to go to a nursing home.” Choosing the right words and language to tell your story will take practice.
Once you’ve found a good way to tell your story in a 30 second elevator speech, try it out. It’s called an elevator speech for a reason, and because of that, you can tell it to anyone. If you’re ever struggling with your own story, take a look at someone else’s. You can even consider sharing a video, article, or book that conveys what you want to say. The point is, you have a limited amount of space and time to sell yourself. Make every word count.
Tom has been a popular industry speaker for many years and is THE retirement income expert. As a former Fortune 100 senior executive, Tom has dedicated his entire career to helping retirees obtain a happily ever after retirement. He has been featured on FoxBusiness, American College Wealth Channel Magazine, Round the Table, Advisor Today and GAMA Magazine.
Tom currently lives in Arizona with his wife and children.
Latest posts by Tom Hegna (see all)
- Three Elevator Speech Stories - February 7, 2018
- Why Ken Fisher really LOVES Annuities! (And YOU should too!) - July 8, 2016
- The 3 Primary Variable Annuities Objections and How to Handle Them - June 22, 2016