Step #5 – Then You Must Find the Money! Most of your insurance prospects are looking for real help and immediate solutions to their current financial problems! But let’s face it most people are not going to spend money today unless it’s absolutely necessary. Wouldn’t it be easier to get the commitment from the prospect if, there is no extra money being spent? Help them re-position money from Pocket A to Pocket B without having them make a change to their lifestyle or huge sacrifice. When you help them to find the money it takes away the objection I cannot afford it.
“Make Them A Client First” Lew Nason
Step #6 – Finally you must find the easiest and most pressing problem you can solve from them right now to make them a client! So, ‘You Must Keep the Closing Presentation Simple and Logical!’ Remember, people buy based on emotion, and then they justify their decision based on logic! If you confuse the prospect at all; give them too much technical information; ask them to make too many decisions; try to solve all of their problems at once; you’ll have trouble closing the sale. People want to know what the bottom line is.
-you helping people to see and truly understand their financial problems.
-helping them to avoid pain.
– getting them emotionally involved in the sales process and answer their biggest question… “What In It For Me and My Family?”
If you want to sell more life insurance and annuities, then find the easiest and most pressing problem you can solve from them right now to make them a client. And then use a two-page summary to hi-light the end result of the program you are recommending, compared to what they’ve been currently doing.
Those are our 6 steps, 60 days for 60K. If you want to dramatically improve your sales in the next 60 days, then follow the steps, study and implement them. Don’t over think It. It really is that easy!
Jeremy has 23+ years of experience in the financial services industry as an Regional General Agent, Recruiter, Author, Speaker, Trainer, Consultant, Coach and Mentor.Jeremy’s unique perspectives and back to basics approach, on how to truly help clients, have enabled scores of agents and advisors to reach the top levels of their profession.
Latest posts by Jeremy Nason, RFC (see all)
- Having More Insurance Prospects is Only Part of the Answer - February 25, 2019
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- Most Sales Trainers Have it Wrong - July 19, 2018