What’s Stopping You From Doing A Complete Financial Fact-find With Every Prospect!
3/23/2022 – Why aren’t you doing a complete financial fact-find with every insurance prospect? Are you afraid to ask questions? Or, you don’t know what questions to ask? Are you afraid the prospect won’t answer your questions? Or, are you afraid of getting too personal? Maybe you are afraid to lose the sale if you ask too many questions. And the list of reasons goes on and on for you not doing a complete financial fact-find with every insurance prospect!
But there are a lot of reasons why you need to do a complete financial fact find with every insurance prospect. Because a complete financial fact-find is a critical key to your long-term success in insurance sales.
Doing a complete financial fact-find with every prospect will not magically cure all your problems when selling insurance! But in 2 or 3 months you will wonder why you didn’t learn to do a complete financial fact-find a lot earlier.
Doing A Complete Financial Fact-find With Every Insurance Prospect Makes Closing Sales Easier!
“Your training has affected the way I sell health insurance. After listening to your training, I went from doing a one-call close on health insurance to doing a fact-finder first. I now start off every new call by saying, “I know we’re here to talk about health insurance – but is there anything, in particular, you wanted to talk about?” I then ask them questions like, “What’s got you in the market for health insurance right now? What do you want your health insurance to do for you? Why is that important?” Etc. I’m finding that closing is 5 times easier than it was before I was doing a fact-finder – not because I’m selling anything different than before. It’s because the clients feel like they’ve been heard and somebody cared.” Joe Mardesich, UT (30+ Years In Financial Services)
When we know what a prospect’s feelings are, we know what they want, and we know prospects only buy products that help them get what they want.
Then a solid, complete financial fact-find can:
1. Determine the client’s needs
A complete financial fact-find helps you to see inside an insurance prospect’s head to see their dreams. This will allow you to fine-tune your presentation and fill your prospect’s need and want!
2. Provide a tailor-made solution
This is the secret to bigger sales, closing more sales, and repeat sales – with fewer not-taken and lapsed policies. The agent who masters the complete insurance prospect’s financial fact-find will defeat the competition.
3. Take the guesswork out of the solution
A complete prospect financial fact-find will help you find and identify how much money insurance prospects can afford and are willing to spend. This will help you to avoid the “I can’t afford it” objection and make closing the sales much easier.
Doing A Complete Financial Fact-find With Every Insurance Prospect Makes It Easier To Help People!
“I thank God for Lew’s vision, and how he has groomed his son’s for a family legacy. The Insurance Pro Shop (IPS) is a game changer for anyone who wants to do this business correctly, and help families achieve their financial goals and dreams. IPS empowered me with the tools and resources, and my younger cousin’s life, family, and finances have been changed forever! God’s blessing is on the guidance you teach and the wisdom you give. Thank You, Lew and Jeremy!” Andrew L. Brown, MBA – IL (12 years in the business)
4. Identify objections before they come up
Fact-finding and feeling-finding discussions usually surface the issues that an insurance prospect feels strongly about – both positively and negatively. This enables the producer to anticipate objections and arms him with the information to effectively counter them before they arise.
5. Prepare the close in advance
By exploring an insurance prospect’s feelings a producer can listen for responses that actually are the prospect saying, “These are the key issues that will get me to buy.” Pay attention to these and the sale will be much easier.
6. Identify the prospect’s main buying motive
Each insurance prospect has one or more main buying motives, their main objectives. A solution and the close wrapped in their main buying motive are far more effective.
Doing A Complete Financial Fact-find Makes It Easier To Get The Insurance Prospect Emotionally Involved!
“Hi Jeremy, I just want to thank you for your help in completing a financial planning summary. I recently finished the Trusted Advisor program and immediately put the training to use. It worked just as you, Lew, and Alex said it would. I just have to remember to get the client emotionally involved. Let them identify their problems. And then give them exactly what they want! It really was easy. I want to thank you and look forward to many other interactions with you.” Rudolph Corrales, Jr., CTA, CA
7. Make policies lapse-proof and replacement-proof
Cases sold after a complete insurance prospect financial fact-find tend to stay in force and when competitors call, they usually are sent packing.
8. Pave the way for repeat sales
A complete financial fact-find helps producers plan for additional sales to cover additional needs. The more the producer knows, the greater the likelihood that he will uncover a need that can serve as the basis for future contact.
9. Set the stage for referrals
Completer financial fact-find yields a positive, professional result, which, in turn, will lead to more referred leads.
10. Build trust and loyalty
When the agent asks the insurance prospect what is important to him, the prospect knows that the agent cares. This helps build trust and loyalty which will result in a lifelong client.
Here Is What This Advisor Says About Doing A Complete Financial Fact-find!
“I wish every agency and professional association would use your systems. While they are far from basic they do remind me how vital the basics are to my business and our industry. They reinforce the fact that questions, not products, help people to see you as an expert. The first time I used your two page presentation template I closed a 12K commission term conversion. After reviewing it the client literally said, let’s go with the second option that you proposed. That’s it! There was no closing, no cajoling and no begging. All the work was done during the first meeting. Thanks for all your help and coaching and please know that I appreciate your commitment to our industry.” Brandon Green, ChFC, CLU, CAS, CLTC, FSS, LUTCF – TX (15 years in the business)
When will you learn the best consultative selling, insurance sales skills, probing questions, and financial fact-finding, with the tools, coaching, and back-end sales support you need to help middle-income families? So you can help middle-income families to find the money to spend, save, invest, insure, and plan wisely for the future. So they can “Live Debt Free And Truly Wealthy?”
Check out our How To Close ‘9 Out Of 10’™ Insurance Sales Tool Kit! Because you will get 90 days of personal insurance agent success training, coaching, and mentoring… with back-office sales support! All from a team that has been training new and experienced insurance agents and advisors for over 40 to do a complete financial fact-find with every insurance prospect to help middle-income families to want to solve their problems. So you will earn $250K or more per year selling insurance!
First, you will get the best agent sales training to show you what to say (the basic insurance prospecting script). And then the probing sales questions to ask your prospects… So you will set your best insurance sales appointments.
Then you will get the best agent sales training to show you the right sales questions to ask to help middle-income families… So they will identify and want to solve their problems. We will also show you how you can help middle-income families to find the money! So that they can take action right now!
Then we will show you the best ways for you to present your solutions to your families. So that you will close more and larger life insurance and annuity sales in the next 30 days! To be successful in closing 9 out of 10 insurance sales like the legendary agents! To earn $250K or more per year!
Includes… Membership to Our Private Site at $29.95 per month after the first month,
Includes… 90 Days of Personal Insurance Agent Success Training, Coaching, and Back-Office Sales Support Worth $2,097!
Doing A Complete Financial Fact-find Makes It Easier To Make Larger Sales!
“Lew & Jeremy – I believe EVERYONE should buy your fact-finding DVDs at a minimum. This is the foundation for working with a potential client, asking questions in order to get them to realize they have problems (some that they may not know about previously), understand those problems simply, and how you can help their problems with simple solutions without discussing the product. I now know when I exit my initial meeting if I did a good job of asking questions and getting the potential client to buy into concepts. If I didn’t do a good job, I know what I need to work on as well.
Just by getting down to the fundamentals, I have added two clients in the past two weeks with over $25k in annual life premium + $100k-200k rollover funds. This is not even discussing the other appointments I have set in the next two weeks. I have been recommending you to other agents I know who are having similar issues. Thanks, Lew and Jeremy! You guys are great! Mike Spence, President of Wealth Building Methods, LLC – MN (8 years in the business)
When Will You Learn How To Do A Complete Financial Fact-find With Every Insurance Prospect?
IPS Personalized Client Newsletters – Free Personalization
Do you want to always have a constant stream of your ideal insurance clients? Do you want to make it easier for you to set appointments? Then make sure that your name and special insurance marketing message of how you are helping people is always in front of your ideal prospects. Your client newsletter is critical to stay in touch with prospects, friends, family, and clients?
When Will You Read Our Full-Length Book? So You Learn How To Really Help Families?
We urge you to take the time to read our 20 Chapter book… ‘Middle American Family’s Guide To Living Debt Free And Truly Wealthy!” Because we give you complete strategies, on how you can help middle-income families to find the money to spend, save, invest, insure, and plan wisely for a secure future! So that you can help them to “Live Debt Free and Truly Wealthy!” As a result, you will understand our philosophies, concepts, and techniques by the end of the book. And finally, you will know how you can make a real difference by helping your family, friends, clients, and neighbors get rid of their debt. So they can save for retirement. So that they will have a secure financial future! Book Outline – Get A Digital Copy of Our 20 Chapter Book! Only $18.97, Immediate Download, ORDER Now!
Nothing Will Change Until You Make it Change. It Is Up To You To Learn How To Do A Complete Financial Fact-find With Every Insurance Prospect!