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Read through this post again and am amazed at how different agents look at this issue.
I guess my thought is from the perspective of the client and how that perspective might be molded toward a sale.
"So Mildred, would it be important for you to know that your policy will be building up money inside?"
Mildred smiles and gives a little giggle, "Oh you silly agent, you are really that dense. Of course it dosen't matter to me that I'm spending all this money I can barely afford and my policy has no cash value in it 5 or 6 years from now."
Heaven help the guy that thinks that's going to be her response. Sales is more about the unsaid then the said. Reading people is important and people like to know about the money! Say that again... people like to know about the money.
WARNING: You don't sale on this hill, but you can use it to create intrest but better yet to solidify the sale.
I guess my thought is from the perspective of the client and how that perspective might be molded toward a sale.
"So Mildred, would it be important for you to know that your policy will be building up money inside?"
Mildred smiles and gives a little giggle, "Oh you silly agent, you are really that dense. Of course it dosen't matter to me that I'm spending all this money I can barely afford and my policy has no cash value in it 5 or 6 years from now."
Heaven help the guy that thinks that's going to be her response. Sales is more about the unsaid then the said. Reading people is important and people like to know about the money! Say that again... people like to know about the money.
WARNING: You don't sale on this hill, but you can use it to create intrest but better yet to solidify the sale.
