There is a great story (attached to an ad for
Sales Autopsy) in this months HIU, page 14.
I actually laughed when I got to the end. Mostly because I could see it coming . . .
Larry, a CFP, says he is proud when he was able to make a sale without ever mentioning the word insurance. A 2 hour drive to meet a prospective client was well worth the trip.
Especially when the prospect was fully prepared . . .
After discussing the information he would need, Larry was confident his new prospect would do exactly as asked.
Upon arriving at the home, the couple shared all they had done. They had organized an incredibly detailed display of information on assets & liabilities.
"Wow!" Larry was very impressed. "Thank you for taking the time to create this picture of your finances. This will help us structure a plan to manage your money." Larry was setting them up for the fact they were probably under-insured and missing other coverage altogether.
The couple broke into big smiles. "This was a great exercise. We had no idea the scope of our finances. In fact, we noticed several areas that were blank."
"So to make your job easier, we had someone come over last night and we bought a bunch of insurance."
Perhaps Larry should have done a better job of explaining his services, and how he fits in to the picture . . .
Prospect Obedience
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