For those of you who have been apart of this community for some time now, you probably remember me talking about having loaded paragraphs and scripted responses that you can deliver on automatic at any given moment.
Awhile back, I wrote an article called The 5 Steps To A Successful Insurance Presentation. In this write I referred the importance of seamlessly transferring your prospect from report and chatter mode, to engaging them into the next 10 minutes of your sales pitch. This can be tricky for many agents. Here’s exactly what to say verbatim before very pitch.
“The first thing you should know about me is that I don’t sell products, I educate. I don’t have a bias or specific financial incentive to recommend any one company over another, because they all pay me roughly the same. Will i get paid if you purchase a policy? The answer is YES. Will i get paid if you don’t purchase a policy? That answer is also YES. The best part about my job is; i don’t get paid to tell you how or where to spend your money. I get paid to find you the best price, so you can keep more of it.
See John, The last thing a man like you needs from a guy like me is, to come waltzing inside your home with a cheap suit on, telling you why you should buy life Insurance for your family, am I right?
Good. Luckily I can’t stand suits and you were smart enough to send this card in yourself. You don’t need anybody telling you why you should protect your family. You just need a hand with the leg work.
My only purpose here is to translate all this information, and then file your paperwork. So, If you have any questions I fully encourage you to stop me and any moment to ask them. Take as much time today as you need. With over 1,000 active clients, I’m sure you can imagine how difficult it is for me to come back for the same thing twice.
So while you have me here, I DO WORK FOR YOU. So please feel free to get as much value out of me as you can. Full Disclosure-I don’t change diapers or clean toilets, however I do work for food depending on what’s for dinner.
So that’s the only prepared speech I have for today, so with your permission, I will now proceed to explaining your options, OK?”
This is just what I say. Some agents like to take this time to deliver a personal value statement about themselves. I like to get down to business. Make your presentations transitions as seamless as possible. The better you become at this the more confidence and control you will have in every single home.
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