![The Single Most Important Step in Creating Referrals Without Even Asking [With Bonus Download]](https://www.producersesource.com/2016/wp-content/uploads/2013/07/shutterstock_81719785-150x150.jpg)
Most of the agents we talk to will tell us, "I do not have a problem closing sales once I am in front of prospects. I just need more prospects!" However, what most of these agents do not realize is that if you call enough people you will always find a few people who need your products and want to buy right now. So, now when you meet with them you will close almost every sales appointment because they are an easy sale. But, they are usually a smaller sale. Do You Need More Prospects? The … [Read more...]
Stop Talking Past the Close
How many tie-downs and trial closes do you or your team use during their presentations? If you’re thinking, “What’s a tie-down? What’s a trial close?” then you’re in trouble… In an earlier blog, I introduced the term, “Spray and Pray” as a way to describe how many sales rep’s presentations go. They get the prospect on the phone, go through a PowerPoint slide presentation, drone on and on for a half hour or more, rarely checking in their prospect—and if they do, it’s weak, “does that make … [Read more...]
Creating a Powerful Bio
You should never have to talk about your credentials with a prospect. They should always precede you. You should always send a bio in your confirmation letter. You should never be in a position, either at a one-on-one or seminar, where you need to begin with your credentials. It comes across lousy and braggy. Let them read it before they see you. Your bio creates enough trust so that by the time they come to see you - they are half convinced to work with you already. You just have to … [Read more...]
Why You and Your Practice Should Be on Instagram
Twenty years ago, advertising your financial practice was much different than it is today. Your best bet then was television, but with the cost of filming and production, it was too expensive to use regularly. As an alternative, you could place an ad in a local newspaper or magazine, but those, too, came with a price for design and ad placement without an accurate way to track the number of eyes who saw it. Today, enter the proliferation of social media. The digital age has brought us a way … [Read more...]
Having More Insurance Prospects is Only Part of the Answer
99% of agents we speak with, think finding more insurance prospects is the key to growing their business. However, having more insurance prospects is only a small part of the answer! There are 2 areas killing your business. Lead Generation– having a consistent stream of life insurance prospects to see. Marketing and lead generation is one of your most important functions. Like Lew has said in the past… You need to stop focusing on being a salesperson… instead, focus on becoming a … [Read more...]
Questions of the Jury
I was almost on jury duty last week – actually disappointed that I wasn’t. I showed up and simply wasn’t selected. The whole process is absolutely fascinating! (No doubt, I was the most excited person in the room.) Over a cup of coffee, I read all the booklets, watched the orientation video, and ultimately sat in the courtroom (no coffee!) with the other 50 potential jurors watching the drama (the selection process that is) unfold. The judge introduced himself, thanked us for our time and … [Read more...]
7 Tips to Harness the Power of Your Mastermind Group
If there is one book responsible for creating more millionaires than any other, my guess it would have to be Think and Grow Rich by Napoleon Hill. One of the many concepts Hill covers is the power of the Mastermind. Hill wrote, “When two people get together to brainstorm solutions to problems, it creates a third mind.” This third mind can create ideas that wouldn’t happen for an individual on his/her own. Many people call this a “study group.” Regardless of what you call it, do you have one? … [Read more...]
Skip Referrals For Better Introductions
3 weeks ago, while conducting a full-day session, I mentioned a recent study that demonstrated that many clients don’t like to be asked for “referrals” but actually enjoy making “introductions.” About an hour later, I was talking about becoming more “referable” so as to obtain more referrals without asking. A gentleman in the front row politely asked, “Don’t you mean introducable?” Do I need a Referral Swear Jar? When my daughter was young, I was very careful with my language. I pretty much … [Read more...]
Using Your Social Connections (Part 2)
At the risk of being redundant (not to mention repeating myself ), these pieces that you write, allow you to reach out to people leading with value; they establish your relevant credibility – moving people to action; and they provide your clients and centers of influence with tools that will help them feel comfortable introducing you to others. “She/He wrote the book on ___________.” Speaking to Groups As with writing, speaking to groups of prospects or influencers can be a powerful dose of … [Read more...]
Using Your Social Connections (Part 1)
Just like in a movie – where we get “social cues” from others who laugh – so everyone laughs more – the same is true in all aspects of business. When your prospects are facing the decision to work with you (or not work with you), seeing that others have made that same decision can be very helpful. Sometimes that evidence that comes in the form of social proof is all they need to decide to move forward to work with you. Psychologists call this consistency theory or congruency theory. … [Read more...]