tribetime32
Guru
- 377
I wanted to share an eye opening experience I had this past week...
My wife was very ill and had to be quarantined while on family vacation with her side of the family, and I was left to care for my 2 1/2 year old by myself for a couple days. The respect I gained for my wife is immense, as I rode the wave from meltdown to meltdown. My wife stays home with our little girl while I work and so things were a little topsy turvy to say the least.
To be brief, I watched this sweet, innocent little angel of mine turn into a master closer of the highest degree. Maggie typically is limited to 1 or 2 packs of fruit snacks per day. She is also mostly supervised by mom. Once she gets that first taste of sweetness, she has a one-track mind and every single thing she says and does is with the thought of these little devilish treats in mind.
I watched her use every tactic in the book. From puppy dog eyes and a sweet little voice muttering, "Daddy, can I have some fruit snacks?" to throwing herself on the floor as if the world was ending to get me to succumb to the pressure. It was truly incredible watching her work to achieve her goal.
As I reflect on this semi-traumatic experience, I think there is something to be gleaned here, and while I don't recommend throwing temper tantrums when we don't get our way, I think we can take a page out of Maggie's book when we are selling.
Every piece of our interactions with our client should have a purpose and direct correlation to the goal in mind. Some would call this "straight line selling," but I would refer to this as merely simplifying our business.
What thing am I doing to make the sale in each and every moment? Am I starting with the end in mind? Or am I aimlessly hoping to strike gold once in awhile?
I think we can over-complicate what we are doing, especially in a format like this where many of us use this as a platform to grow our agencies. We want to peacock and sound smart, strutting around with word after word in hopes to gain admiration and influence.
While I think that it is a good thing to have transparent and helpful content available to agents, I also think that we can trend toward muddying the waters at times.
I think final expense is extremely simple. Not easy. Simple.
Buy leads, run appointments, make sales, repeat.
The client sent the card in for a reason, even if they don't want to admit it. Deep down, they know they need what we have. Every single thing we say and do is with that objective to get the check. This requires us to be professional problem solvers. No appointment will be the same. No amount of prepwork, podcasts, video training or role playing can prepare us for some of the things we will see.
Just pay attention.
What thing do I need to do or say to move the conversation in the direction of protecting a family from a major, inevitable burden?
I think simplifying things a little bit can help us overcome so much to ultimately make more money. There are many successful folks on here with PROVEN systems. We just have to go get in front of people and implement. The rest will take care of itself.
Hope this is helpful.
My wife was very ill and had to be quarantined while on family vacation with her side of the family, and I was left to care for my 2 1/2 year old by myself for a couple days. The respect I gained for my wife is immense, as I rode the wave from meltdown to meltdown. My wife stays home with our little girl while I work and so things were a little topsy turvy to say the least.
To be brief, I watched this sweet, innocent little angel of mine turn into a master closer of the highest degree. Maggie typically is limited to 1 or 2 packs of fruit snacks per day. She is also mostly supervised by mom. Once she gets that first taste of sweetness, she has a one-track mind and every single thing she says and does is with the thought of these little devilish treats in mind.
I watched her use every tactic in the book. From puppy dog eyes and a sweet little voice muttering, "Daddy, can I have some fruit snacks?" to throwing herself on the floor as if the world was ending to get me to succumb to the pressure. It was truly incredible watching her work to achieve her goal.
As I reflect on this semi-traumatic experience, I think there is something to be gleaned here, and while I don't recommend throwing temper tantrums when we don't get our way, I think we can take a page out of Maggie's book when we are selling.
Every piece of our interactions with our client should have a purpose and direct correlation to the goal in mind. Some would call this "straight line selling," but I would refer to this as merely simplifying our business.
What thing am I doing to make the sale in each and every moment? Am I starting with the end in mind? Or am I aimlessly hoping to strike gold once in awhile?
I think we can over-complicate what we are doing, especially in a format like this where many of us use this as a platform to grow our agencies. We want to peacock and sound smart, strutting around with word after word in hopes to gain admiration and influence.
While I think that it is a good thing to have transparent and helpful content available to agents, I also think that we can trend toward muddying the waters at times.
I think final expense is extremely simple. Not easy. Simple.
Buy leads, run appointments, make sales, repeat.
The client sent the card in for a reason, even if they don't want to admit it. Deep down, they know they need what we have. Every single thing we say and do is with that objective to get the check. This requires us to be professional problem solvers. No appointment will be the same. No amount of prepwork, podcasts, video training or role playing can prepare us for some of the things we will see.
Just pay attention.
What thing do I need to do or say to move the conversation in the direction of protecting a family from a major, inevitable burden?
I think simplifying things a little bit can help us overcome so much to ultimately make more money. There are many successful folks on here with PROVEN systems. We just have to go get in front of people and implement. The rest will take care of itself.
Hope this is helpful.
