Mah
Super Genius
- 237
This is an amazing article on prospecting and I wanted to share it with fellow agents/producers. The full link for the article is: ProducersWeb - Life - 2 insider secrets top advisors use to close more cash value life insurance sales
A simple example
Agent: “If I may ask, do you currently have a mortgage on your home?”
Prospect: “Yes, I do.”
Agent: “And, if I may ask, do you have insurance to pay off your home for your family, if something were to happen to you?”
Prospect: “No, I don’t.”
Agent: “How do you feel about that?”
Prospect: “I never thought about it.”
Agent: “Well, if something were to happen to you, and your family lost your income, what would happen? What would they do?”
Prospect: “I guess they would have to sell the house and move in with our parents.”
Agent: “Is that what you want them to have to do?”
Prospect: “No, but unfortunately I can’t do anything right now. I just can’t afford it.”
Agent: “I understand. But do you feel it’s important to have the home paid off for your family, if you weren’t there tomorrow?”
Prospect: “Yes, I do.”
Agent: “Well, if I could show you how to get the insurance you need to protect your family without taking any additional money out of your pocket and sacrificing your lifestyle, would you like to know how?”
Prospect: “Yes, I would.”
Can you see the difference? We’ve helped the prospect to identify and understand his problem and become emotionally involved. Now that the prospect understands and agrees he wants to solve the problem, we can work with him to come up with his own solutions.
Remember, no one likes to be sold. If you learn to ask questions and have a real conversation, to help the prospects to identify and understand their own problems, and then help them find their own solutions, you’ll close more sales. And, in many cases, it’ll be a much larger sale.
Good luck,
Mah
A simple example
Agent: “If I may ask, do you currently have a mortgage on your home?”
Prospect: “Yes, I do.”
Agent: “And, if I may ask, do you have insurance to pay off your home for your family, if something were to happen to you?”
Prospect: “No, I don’t.”
Agent: “How do you feel about that?”
Prospect: “I never thought about it.”
Agent: “Well, if something were to happen to you, and your family lost your income, what would happen? What would they do?”
Prospect: “I guess they would have to sell the house and move in with our parents.”
Agent: “Is that what you want them to have to do?”
Prospect: “No, but unfortunately I can’t do anything right now. I just can’t afford it.”
Agent: “I understand. But do you feel it’s important to have the home paid off for your family, if you weren’t there tomorrow?”
Prospect: “Yes, I do.”
Agent: “Well, if I could show you how to get the insurance you need to protect your family without taking any additional money out of your pocket and sacrificing your lifestyle, would you like to know how?”
Prospect: “Yes, I would.”
Can you see the difference? We’ve helped the prospect to identify and understand his problem and become emotionally involved. Now that the prospect understands and agrees he wants to solve the problem, we can work with him to come up with his own solutions.
Remember, no one likes to be sold. If you learn to ask questions and have a real conversation, to help the prospects to identify and understand their own problems, and then help them find their own solutions, you’ll close more sales. And, in many cases, it’ll be a much larger sale.
Good luck,
Mah
