Common Presentation Mistakes

[JMH]

I think you might have misunderstood the point. I'm not saying pull up in a rented BMW and a fancy suit and talk with $10.00 words designed to confuse.
What I am saying is when you position yourself (through marketing and such) as a professional/trusted authority you will find people will give you more initial influence.

If you sell insurance like a commodity based on price alone then certainly you have no need to position yourself as anything other than the "low price" guy. Not saying that there is anything wrong with that if that the type of client you want to work with.

Regarding the "friend that will do what's best for them". I prefer to have them view me as the professional that does what is best for them.

Hope that clears up any confusion on my statement.

 

[WinoBlues]

I think you might have misunderstood the point. I'm not saying pull up in a rented BMW and a fancy suit and talk with $10.00 words designed to confuse.
What I am saying is when you position yourself (through marketing and such) as a professional/trusted authority you will find people will give you more initial influence.

If you sell insurance like a commodity based on price alone then certainly you have no need to position yourself as anything other than the "low price" guy. Not saying that there is anything wrong with that if that the type of client you want to work with.

Regarding the "friend that will do what's best for them". I prefer to have them view me as the professional that does what is best for them.

Hope that clears up any confusion on my statement.

I think I understand what you mean. That is how I sell as well. Trust is also big part of my client relationship. There is a certain amount of "like" involved in my FE sales. More so than my younger term or UL sales. Without the professionalism I do not believe I would get the referrals or in bound sales calls. I want to be the go to guy.

 

[JMH]

Yeah you got it exactly.

 

[Agentguy5]

My girlfriend sat a couple for over 4 hours on Tuesday and spent over 3 hours with another couple today. She builds lots and lots of comfort and sometimes goes for the close, misses, and 2 hours later has them remembering that they love their family enough to get the coverage... And then RE-Closes them. Yes she sold both but only because they felt her and liked her and trusted her... I wish I had that kind of patience....

 

[VolAgent]

She has 3 and 4 hour appointments??? FE doesn't seem like it is that complex a product. What in the world did they talk about for all that time and are you sure they didn't buy just to get her to leave?

 

[WinoBlues]

My girlfriend sat a couple for over 4 hours on Tuesday and spent over 3 hours with another couple today. She builds lots and lots of comfort and sometimes goes for the close, misses, and 2 hours later has them remembering that they love their family enough to get the coverage... And then RE-Closes them. Yes she sold both but only because they felt her and liked her and trusted her... I wish I had that kind of patience....

That would close me too. Hell I would maybe buy a policy every week.

 

[SportsNut]

That would close me too. Hell I would maybe buy a policy every week.

You are going all Brent Musberger on her now....

 

[VolAgent]

You are going all Brent Musberger on her now....

I'd say more Frank Gifford.

 

[anyloan2]

Still new to FE, I picked up some good pointers from Rearden's thread on newbie mistakes. It made me think of mistakes that newbies (me for instance) make doing home presentations. My question: for those who have trained FE agents, are there any common mistakes that you have identified that newbies exhibit when doing F2F presentations?

A ton of good and value points on this subject that are true.

I may have missed it but I don't think anyone mentioned a one of the biggest mistakes I see.

Agents don't do enough presentations period. If you follow the other instructions, keep it simple, and speak with confidence and passion you kill it. But you have to get in front of enough people daily to get good results. Personally my goal is to do 5 presentations a day and if you are only doing 1 a day you are doing it wrong.

Doesn't matter how you get in front of people whether it's from referrals, prospecting, or leads. Just make sure you are doing at least 2 presentations a day or maybe work in another line of work.

FE is simple so don't over complicate it and believe in yourself, work hard everyday, and close strong! Remember most of our prospects don't have anything and everyone needs to have something in place.