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The I Love Selling FE "February to Remember" Thread
- Thread starter benneaf
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- #52
"If you talk like you type that may be some of the issue. Or I should say as much as you type. I am a pretty chatty guy also. So I have to control myself or they are going to go into a coma. Or say yeah come back, and not let me back in."
Though I have been accused of being too wordy I do control myself better in a sales presentation. Here in this forum I'm trying to throw out as much detail as I can so I can get the best input/critique's I can....so I can FIX IT...AND GET IT ALL FIXED!!
Though I have been accused of being too wordy I do control myself better in a sales presentation. Here in this forum I'm trying to throw out as much detail as I can so I can get the best input/critique's I can....so I can FIX IT...AND GET IT ALL FIXED!!
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Which fanger?
Kim Montgomery
New Member
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Good morning all,
Below is good article to use as guide for presentation prep.
"A step-by-step guide to hosting an ultra-productive and highly-professional discovery meeting with a prospect."
https://www.wealthmanagement.com/prospecting/stop-winging-your-first-prospect-meeting-use-framework
Hope you find the article as helpful as I do.
Create a Great Day!
Below is good article to use as guide for presentation prep.
"A step-by-step guide to hosting an ultra-productive and highly-professional discovery meeting with a prospect."
https://www.wealthmanagement.com/prospecting/stop-winging-your-first-prospect-meeting-use-framework
Hope you find the article as helpful as I do.
Create a Great Day!
It matters to me because I want the client to understand exactly what they need, not hypotheticals. Now, if they cannot afford what they actually need, then some is better than none. Establish the need first.
I hate dealing with sales people that only want to know what my budget is before I even know if I want something or need it. It only tells me they are only in it for the money and don't care about me or my needs.
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First, the need has been established at this point. No one suggests asking for a budget before the prospect understands the product and affirms the need for him- or herself.
Second, there is no such thing as too much life insurance for most of these folks. Therefore, get the budget, and get them as much as they can afford based upon a budget that the client has affirmed would be both comfortable and affordable for the client.
Of course the need is established after you ask what they sent the card in for, but the exact need is not necessarily established. Look, if a person needs 10K, then that is what they need period. Whether they can afford that comes next. If they can't afford that, then we walk it down. Simple as that. No need in trying to get someone to tell you down to the dollar what they can spend before you establish what they need. Sorry, but we'll have to agree to disagree.
Another way of putting this....it's none of your damned business how much I can dole out each month. Maybe I can afford 50K, but that's not necessarily what I need.
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With all due respect, I can see why you are an agency and not an agent.
I've sold more than you've had time to think about selling brother. We weren't always in the IMO game.
Another thing: You mentioned earlier about "JD's 3 questions". I and a lot of other agents were doing that before JD even thought about being in the insurance business. You weren't around then, but I thought you should know the facts.
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I thought your presentation was based off Mungia's, or did that change?
Doesn't Matt's presentation give 3 options at the end that were based on the cost question and discussion (face value)? I think he even says something like "let me run a few quotes based on these amounts I recommend" after showing the life expectancy chart. The only time I see premium budget in his is at the very end when asking how much do you think this will cost (premium wise) before showing the 3 options.
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