- 6,046
I love the Big Number v little number presentation.
$11,500.00 @ $75.
Or
$10,000. @ $76.00
More for less.
I did a policy delivery a week or two ago - a real shady, filthy apartment with too many people to count, apparently all related to one another living there. As I walk in I see a large dirty envelope beneath a plate covered in crusty food from who knows when, and I see the Royal Neighbors logo on it. I get to going over the policy I just sold the wife. After I finish, I say "not to be nosey, but I saw a Royal Neighbors envelope under a plate on the shelf by the door. Is that an insurance policy?"
The husband nods and tells me that was his wife's old policy.
"Old policy?" I ask.
"Yeah," he says, "We cancelled the payment on it after we found out you got her approved for that one."
So I shake my head and I say "Didn't I ask if you had any insurance when I was here the first time?"
"You did."
"Why didn't you tell me about it when I asked?"
"We wanted to make sure we'd get the best deal!"
I just sort of chuckled a bit and shook my head, thinking that I did not fill out a replacement form and that's not good, while also feeling once again like the car salesman I used to be (folks are afraid to "show their hand" to salesman, you know). "Well," I asked, "did you get the best deal?"
"Oh yes," his wife said, "you got me $3,000 more benefit for about the same as I was paying for that other one!" She's quite pleased, I can tell.
You know that Big Number vs Little Number is a powerful tool when the customer uses it on themselves and you have no idea that they just, in fact, used it on themselves.