1-877-475-2010
Call Joe in Florida
25400 U.S. 19 N, Suite 221
Clearwater, FL 33763
25400 U.S. 19 N, Suite 221
Clearwater, FL 33763
1-877-475-2010
1-877-512-9287
Humans have an instinctual need to explore the unknown. We are attracted to the mysterious, the different, the puzzling and the fascinating.
If you can introduce some fact or tidbit that arouses your prospect’s curiosity, you will gain his or her attention and interest which can then lead to a sale. So, how do you pique a prospect’s curiosity? Make them want to know more.
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“Life begins at the end of your comfort zone.” - Neale Donald Walsch
In a previous life, I was a trained engineering project manager. One of the foundational concepts of project management is the Triple Constraint Theory. Simply put, the Triple Constraint Theory states you can have it cheap, you can have it fast, you can have it good… but you can’t have all three. You can have it good and cheap, but it’s going to take longer. You can have it fast and cheap, but it won’t be good. You can have it good and fast, but it won’t be cheap. You get the point. In my old life, it was senior executives that wanted it all. Now it’s the occasional agent I encounter that wants to make good money, wants it right now, and wants to do it for free. Now, I can handle good and fast. My team knows how to do that. Believe it or not, we even know how to do it ethically. The problem is doing it without the agent investing something of significance. The good news is cash is not your only investment option. It’s entirely possible to make good money quickly and ethically with nothing more than sheer determination and a willingness to step outside your comfort zone. I know this because I have seen it done, time and time again. But you have to want it. Really want it.
Seriously, how important is your client’s character? Are you aware of the implications it has on your ability to successfully close a sale with them?
In the world of psychological sales, such as what you deal with every day in your business, it can have a tremendous impact on whether or not they buy. It can also lead you in your strategy to convince a prospect to make the purchase. So, what are some of the most common character traits to look for in your prospects and clients? According to behavioral psychologists, they are:
After months of speculation and consternation, the Department of Labor finally released their new fiduciary standard for all to see. What a marvel it is too; a real work of regulatory art. A thousand pages of legal mumbo jumbo chockfull of incredibly boring jargon and endless opportunities for unintended consequences.
But that’s not the best part. The best part is all of the surprises hidden inside. Just when I thought I had a pretty good handle on what to expect, WHAM! I should have known. This is government. Let me be clear. I get what the DOL is trying to accomplish. I really do. I even admit some of the changes to the original proposal are positive. Heck, it’s a pleasant surprise any time the government actually listens to the people and adjusts a plan. However, some of these changes are not good for those of us who sell insurance products. Certainly not in the short term. Time will tell in the long term. Now that I got all of that off my chest, allow me to share a few things that really caught my attention as I started enveloping myself in this instant classic.
You finally mustered up the courage to consider asking a client for a referral and, after a bit of squirming, you made the request… only to hear an evasive response:
While a great deal of what I teach in my Referral Mastery Webinar Series is how to discuss introductions in a way that trumps these evasive responses, objections will still come—no matter what. However, most of these objections are Automatic Negative Responses (ANRs) or smokescreens for the four real reasons clients raise them: |
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Postema Marketing Group is a full-service Independent Marketing Organization (IMO) dedicated to providing world-class products and services to our clients. We have partnered with some of the strongest names in the insurance industry and proudly serve independent agents from coast to coast.
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