No Need.

[moonlightandmargaritas]

Something I learned a long time ago is that people do not buy what they need. They buy what they want.

That wisdom sir, is the magic. Bravo.

 

[WinoBlues]

JD hit it on the head. The want. We all know it is all life insurance with different labels. But some of the prospects do not. Find the label they want. Burial, headstone policy, grave site policy, Granddaughter gift policy, Single daughter's rent help policy, Pay off the house policy, income replacement policy and so on.

 

[Rearden]

JD is sooo right.

FE agents do education-based persuasion sales.

But the prospect has to have a need, known or unknown. Once you find the need, then you can get them to want your solution.

 

[somarco]

The last appointment that I had ended with everyone in the room crying

Those Mexican lunches will do it every time.

 

[moonlightandmargaritas]

But the prospect has to have a need, known or unknown. Once you find the need, then you can get them to want your solution.

I agree, and it may be semantics, but I think they have to have a problem, known or unknown. No problem = no sale.

 

[VolAgent]

I agree, and it may be semantics, but I think they have to have a problem, known or unknown. No problem = no sale.

Again, I go back to find out why they sent in the card and agreed to the appointment. Obviously they wanted something. Find out what it is and see if there is something you can sell that satisfies the want.

Instead of trying to guess at it, get them to tell you. It gets a lot easier then.

 

[jdeasy]

Again, I go back to find out why they sent in the card and agreed to the appointment. Obviously they wanted something. Find out what it is and see if there is something you can sell that satisfies the want.

Instead of trying to guess at it, get them to tell you. It gets a lot easier then.

Not only easier, it's the whole ballgame. That's why I said I'm outta there if that can't be established. You are just there for the conversation if you continue without finding out why they have you in the home to start with.

 

[Todd King]

Profithuner, are you attempting to sell anything else like Medicare Supplements or MA Plans?

If not, maybe you should look into doing that.

 

[0b1kanobee]

Whtever works I suppose. That certainly doesn't work for me. I don't create a need for anyone nor do I even know how to create a need that's not there.

I might be able to uncover a need but I sure can't crate one. Nor do i believe any other agents are either.

I haa say they do that but I also see them gone from this business in a few months too.

Something I learned a long time ago is that people do not buy what they need. They buy what they want. I see my job as not creating a need but in educating them to the point that they want what I'm offering to fill a need they already had.

Now, I will be the first to admit that I may be doing it wrong but this is still how I do it and I will just have to stay wrong if it is.

I think your missing my point but that's ok. To that particular experience, the old lady had no need to leave money to her grandchildren. What she needed was to make her nest egg last till she died. She desired to leave some money to these kids and to the Catholic Church. I don't think the church needed the money either.

It is an art to create desire. It's all done by painting mental pictures (one way I suppose). If one were to see a picture of a hot naked woman it might create desire in that person for instance hence pornography. It's called wetting a persons appetite and dangling your product out there. My best friends sell timeshares on the road mind you and not even in an actual resort. I'm talking that back tables at Perkins to people who come there thinking they are there to buy them and they end up leaving with timeshare number 5 and forking over credit cards to the tune of $9,000 (average sale). They create something for these people. If I hadn't seen it with my own eyes and did it I wouldn't have believed it let alone they make around $30,000 on an average per month working 3 weeks each month. They created a concept that appeals to many folks desires. I stopped because that person could be somebody's mother or grandmother and I didn't think it be right to put them further in debt.

As Aristotle said, "Where perception is, there also are pain and pleasure, and where these are, there, of necessity, is desire."

 

[jdeasy]

I think your missing my point but that's ok. To that particular experience, the old lady had no need to leave money to her grandchildren. What she needed was to make her nest egg last till she died. She desired to leave some money to these kids and to the Catholic Church. I don't think the church needed the money either.

It is an art to create desire. It's all done by painting mental pictures (one way I suppose). If one were to see a picture of a hot naked woman it might create desire in that person for instance hence pornography. It's called wetting a persons appetite and dangling your product out there. My best friends sell timeshares on the road mind you and not even in an actual resort. I'm talking that back tables at Perkins to people who come there thinking they are there to buy them and they end up leaving with timeshare number 5 and forking over credit cards to the tune of $9,000 (average sale). They create something for these people. If I hadn't seen it with my own eyes and did it I wouldn't have believed it let alone they make around $30,000 on an average per month working 3 weeks each month. They created a concept that appeals to many folks desires. I stopped because that person could be somebody's mother or grandmother and I didn't think it be right to put them further in debt.

As Aristotle said, "Where perception is, there also are pain and pleasure, and where these are, there, of necessity, is desire."

Maybe I did but I don't sell timeshares.

How much FE do you get on the books using this "create a need" system?