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Dear ~Contact.FirstName~,
Here is an important article that explains and reinforces that
learning to ask the right
questions at the right time, is what makes it possible
for you to instantly become your
client's trusted advisor. So
you can consistently close more and larger life insurance sales. While keeping
your lapse rate under 5%. Enjoy...
How To Keep Your Life
Insurance Lapse Rate Under 5%!
Almost 30 years ago, one of my first life
insurance sales trainers told me that if you have a 'zero' lapse rate,
then you are not doing your job. His point was... if you're not having a life
insurance policy lapse every now and then, then you are probably missing a lot
of sales. Because you're not pushing hard enough to close the sale.
He was right and he was wrong! Mostly
Wrong!
Yes, you will probably close more life
insurance sales if you are more aggressive and use the closing 101 sales
techniques taught by most sales trainers. However, unfortunately you'll also be
closing smaller sales. Plus, you'll have a much higher lapse rate, when buyer's
remorse sets in. Buyer's remorse is the feeling of regret after making a
purchase. It may stem from a sense of not wishing to be wrong, of guilt, over
extravagance, or from feeling that one has been persuaded by a salesman.
The truth is...
"People Don't Like To Be Sold, But They Love To BUY!"
So, if you want to increase your sales,
make larger sales, and still keep your life insurance lapse rate under 5%, then
stop selling life insurance. Stop using the 101 'old fashioned' sales and
closing techniques. Instead help people to
buy the protection they need for their family, business, etc.!
Helping people
to buy, means asking the right questions, at the right time, to get people to
talk about the problems they face. So they see and understand their problems so
well, that they want to immediately solve those problems!
Remember, that people don't buy life
insurance for themselves. However, they do buy life insurance for the people
they love. So, ask questions to help them
to think and talk about the security life insurance will provide for their
spouse and children, along with the peace of mind they'll feel. Plus, how life
insurance will help them to meet the
commitments and keep the promises they have made to their family... retirement,
saving for college, buying a home, vacations, etc.... if they are not there!
Help them
to make owning life insurance to become a priority for them and they'll
practically sell themselves. Then and only then will you close more life
insurance sales, larger life insurance sales, and keep your lapse rate under 5%.
(Plus, they'll buy more often and refer more people to you.)
Remember also, that your prospects and
clients are still people just like you, and people don't buy from just anyone.
People buy from people and businesses they feel they can trust. They'll buy more
and larger like insurance policies and keep their policies, if they believe that
you have helped them to make the right
decision for their family and themselves.
So, to sell life insurance in today's
environment, you must become a partner with the client! Seeing their situation
from their perspective and then helping them
develop their best options.
We are always being asked about closing
techniques, or how to be a better seller. My answer is always... Stop trying
to sell or to be a better “salesman! You are far better off if you learn why
people buy! Then, understand why people buy your products or services!
Think about it! Why do you buy products?
Why would you buy your product or service? Think about the last thing you
bought, that you went out of your way to get it. You just couldn’t wait to buy
it! In fact nothing could have stopped you from getting it!
It's this simple...
"Telling Is Not Selling!"
If you just tell people why you want them
to do something... like why you want them to buy life insurance, then they'll
see you as just another pushy salesperson. However, if you ask questions to
help people to first see and understand the
problems they face now and in the future, and then help
them to understand how life insurance will provide them with money,
protection, comfort, security, pride, and love. Now those same people will value
your perspective and help. When people value your perspective and your help,
they will trust you; buy from you; and keep their policies in-force forever!
Yours in success,
Lew Nason
The 'Nine Out Of Ten Guy!'
Do You Want To Instantly Become Your Client's Trusted
Advisor?
In every one of our specialized life
insurance systems, our live
training events, our private ‘Members Only’ web site and our one-on-one
coaching, we focus a lot of time and effort on helping you to get better at
asking questions... the right questions... at the right time... to uncover the prospect's nagging
financial concerns! Then how to
conduct a good, thorough fact-finding interview. And, finally how to
help your
prospects to find the money... to take immediate action.
It’s why the new insurance agents we train
are able to consistently earn $15,000 or more per month, within just a few
months of investing in our
Fast Start
Mortgage Insurance Tool Kit™, with our
How To Close ‘9 Out Of
10’™ Insurance Sales DVDs.
It’s the reason why established agents and
advisors are able to generate $30,000 or more of life insurance premiums per month,
within a few months of investing in our
Found Money Management™ Tool Kit, with our
How To Close ‘9 Out Of
10’™ Insurance Sales DVDs.
It’s why ‘MDRT’ Top of the Table Producers
and Financial Advisors, who are serious about this business, are doubling and tripling their production, after attending our
Trusted Advisor Success
Training 2 day, live event!
Jeremy & Alex
'The 9 Out Of 10 Guys'
Marketing and Sales Coaches
_____________________
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