Ask Why They Have Not Taken Care of this
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I ask some clients the 2nd question, but word it differently... Why?
TDF
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I ask what happens if they keel over and die TODAY as far as paying for their funeral.
Then I let the silence set in when they don't have ****.
Then I let the silence set in when they don't have ****.
He who speaks first loses every time. Makes me tons of money!
CDS
CA life agent
Phone 562-321-5481
[email protected]
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I agree/disagree....
I dont think thats^^^ the line u need to keep quiet at, BUT I do believe in it! It worked in the mort industry & it works in FE...cept I use it when I give them their 3 choices! If u speak before they do, u usually kill the deal or they choose a smaller amt....at least thats my exp!
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Had one tell me this week, "My sister can take care of it. She owes me that much!"
"If she's ending up owing you as much as she does while you're alive, what makes you think she's FINALLY gonna own up... AFTER you're dead and gone?"
Yahtzee!!!!
Since I know the lady fairly well, I just looked at her (and probably shook my head).. As they say, you can't fix stupid and you can't expect people to take responsibility for their final expenses when they haven't taken responsibility for their lives.
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Thanks for the responses, I do not think I am strong enough uncovering the responsibility part early in the conversation, need to dig deeper on the "why" and what happens if you drop dead today question, no responsibility - no sale, i need a "stupid buzzer",tells me when I am wasting my time
