What is the Most Effective Part of YOUR Presentation?

[jdeasy]

That's not creating a need. That's uncovering a need/want that was already there.

I asked how one goes about creating that need. That was the claim made. I asked how to do it.

By getting them to tell you why they sent the card in. When you do that they just told me. They NEED a life insurance policy to solve a problem.

" Mr smith I find that people send these cards in for 1 of 2 reasons

1 they are concerned about the high cost of a funeral and they need to find a program to help them pay for it

Or
2 they have their funeral paid for but they want to leave money behind for kids or grand kids and they NEED a program to help them create an estate

Which on of those 2 reasons would describe you?

 

[captain94]

That's not creating a need. That's uncovering a need/want that was already there.

I asked how one goes about creating that need. That was the claim made. I asked how to do it.

Your being to literal. They don't realize that's the need until you get them to say it. Call it creating a need or uncovering the need. What ever makes you happy. ................................................

 

[jdeasy]

Your being to literal. They don't realize that's the need until you get them to say it. Call it creating a need or uncovering the need. What ever makes you happy. ................................................

I've heard FOS marketers refer to "creating a need" for my 10 years in this business. I've never seen it actually put into action. Even by the ones that made it a point of training.

I personally don't believe that an agent can create a need but I am open to learning if there truly is a way to do it out there.

But very few people buy what they need anyway. They buy what they want. I don't know how to create a want either.

Maybe someone will chine in with how they do that?

 

[houcoogster]

When they hand me a voided check.

People still use those?
- - - - - - - - - - - - - - - - - -
You know this is a good question, However in my experience I don't know which part of the presentation will spike them up.
So you have got to do each and every part to the best of your ability. Some people like to hear about the company others want to hear benefits others price some just like me, the warm up. Then again if you are more enthusiastic and show conviction about a certain part that will carry more weight. That is the hardest part, to maintain and show enthusiasm when you have done it over 500 times. They say enthusiasm is contagious I tend to agree.

Its kinda funny you will say something about a feature or benefit that is like No big deal at all and wonder why you even bring it up and then bam somebody will just light up over it.

 

[jdeasy]

There was this great producer that used to pick his brain a bit. One thing he did always when he got out of his car to head to the prospect's house was to say to himself, "showtime". That was to put all the other stuff behind and put on his best "show" for these people that had never met him and didn't know they were the 5th ones of the day.

I've done that every since he told me that. It just helps bring me to the moment.

Tim W had a picture of the house he wanted to build laying on the front seat. he would look at that picture before going into each home to bring his focus back to why he was doing this.

Whatever works.

People still use those?
- - - - - - - - - - - - - - - - - -
You know this is a good question, However in my experience I don't know which part of the presentation will spike them up.
So you have got to do each and every part to the best of your ability. Some people like to hear about the company others want to hear benefits others price some just like me, the warm up. Then again if you are more enthusiastic and show conviction about a certain part that will carry more weight. That is the hardest part, to maintain and show enthusiasm when you have done it over 500 times. They say enthusiasm is contagious I tend to agree.

Its kinda funny you will say something about a feature or benefit that is like No big deal at all and wonder why you even bring it up and then bam somebody will just light up over it.

 

[theinsuranceman]

In your opinion if you were asked what is the strongest & most effective 5 min portion of your presentation what would you say ? Obviously each client is different therefore I completely get that the question is a tough one. But in your opinion what is typically your strongest play that you are running in the home (football reference) ?
Please don't answer this "when they hand me a voided check" This is more about YOUR OWN personal touch / flair in the home.

Every 5 min segment is important. Probably the warm-down, after you've got the check, is the most important. But not by much.

The warm-down will help the biz stay on the books better. Everyone else on this thread is focused on making the sale happen, which is good, but there's ne need to sell it if it won't stay on the books.

 

[TDFnCali]

Every 5 min segment is important. Probably the warm-down, after you've got the check, is the most important. But not by much.

The warm-down will help the biz stay on the books better. Everyone else on this thread is focused on making the sale happen, which is good, but there's ne need to sell it if it won't stay on the books.

I would agree with that too.....dont just run outta there once you have a check!!

 

[rousemark]

I would agree with that too.....dont just run outta there once you have a check!!

Over the years, I have often had to fight the urge to do just that. Got the app, got the check, let's "git" before they change their mind..

 

[TDFnCali]

Over the years, I have often had to fight the urge to do just that. Got the app, got the check, let's "git" before they change their mind..

I think a lot of newbies think that in sales period...same rule applies when you're making appts too, but obviously its not near as important then. But when you rush off the phone real quick, you will get a lot of cancels/no-shows & when you rush out the door after you have the check, you will get a lot more NT/Cancels.

 

[GoCubsGo]

Over the years, I have often had to fight the urge to do just that. Got the app, got the check, let's "git" before they change their mind..

Ha, same here but since getting into this forum I have picked up on the advice to give them lots of chances to back out before I leave. Do it one last time before I pack up. It solidifies that it is their doing and not something they were sold or talked into.