Here are some of the items I shared:
- See the people. Isn't it funny how you can have the best selling system in the world; or be the most technically savvy adviser on earth and if you don't see people it's all for naught? Isn't it funny how all the marketing gurus strategies, and programs, when you synthesize to the foundation really are cloaked ways of "seeing the people" (or maybe at least communicating with them?)
- Emphasize benefits not features. Features are on a car or a television set. We market benefits to the client.
- Buy what you sell/Sell what you buy. 1. you'll just plain "know how it works" 2. You need to plan for yourself and your family, not just your clients (amazing how many advisers seem to miss this) 3. It's a powerful image when you can show the client you're selling something to, your own policy.
- When Selling Life Insurance. Don't call if "face amount". And, don't just refer to it as "death benefit", call it "Income Tax Free Death Benefit". That's a powerful thing that life insurance provides. It is a built in strengh and feature that a purchaser needs to be reminded of.
- Ask "lifestyle" questions. Life - "How would your family maintain their lifestyle if you died tomorrow?" DI - "How would you maintain your lifestyle if you were sick or hurt and couldn't work?" LTCI - "How will your caregiver maintin their lifestyle if you can't help yourself or have to go to a nursing home?". We get focused on the dollars and cents too often sometime. Often a proposed insured loses sight of the fact, we're protecting their family's or their own quality of life in an abstract term.
