A Little Secret of How to Set More and Much Better Appointments to Close More and Much Larger Life Insurance Sales!

How To Set More Appointments And Close More Life Insurance Sales!

10/19/2022… Do you want to set more life insurance sales appointments when you call your leads? Do you want to close more and larger life insurance sales when you meet with people? Then learn a little secret from Michael Fortin! This little secret can make a huge impact on your life insurance sales results!

How to Use “Upwords” to Increase Response… by Michael Fortin

I once took a media communications course in which I discovered an interesting example of the way the mind works. As part of a given lesson, a videotape was shown of a televised newscast! During this, a journalist was about to give a live report on a forest fire that was devastating the Midwest. The news anchor in the television newsroom said: “We now take you to Sally Smith — she’s in the station’s helicopter flying above the scene of the fire.”

He then turned around to face the background screen. This gave a live bird’s-eye view of the raging fire, and asked: “Sally, tell us, how big is the fire?” In a voice partially drowned by the whizzing sound of helicopter blades, Sally reports: “John, it’s so big, it’s covering well over 140 acres of land — that’s about 200 football fields back-to-back for you and me.”

You Ought to Be in Pictures

As you can sense from the above example, people don’t think in numbers — they think in pictures. The mind does not think in words either — unless it is told to do exactly that. The mind is a simple organ, and it hates confusion. It will naturally translate words or phrases into their visual equivalent. For instance, if I told you to think of a garbage can, you’re not going to think of the word “G-A-R-B-A-G-E.” Your mind will automatically visualize a garbage can.

Why do you think Windows and MacIntosh dominate operating systems? It is because, rather than having to type an elaborate command for your computer to execute, you can simply use your mouse, point to an icon, and click. These icons basically represent programs. They contain a string of numerous commands that are in fact translated into a language the computer understands. Our mind works in almost the same way. It instantly translates what it’s being told into something it can easily understand.

What I call up words are effective in any conversation, sales call, or written message in that they simply help the message to be better understood and appreciated. Mark Twain once said that “numbers don’t stick in the mind, pictures do.” In fact, the word up words is an acronym that stands for universal picture words or relatively descriptive sentences. Up words are examples, analogies, metaphors, symbols, picture words, colloquialisms, etc.

Use “Up words” to Move Upwards

For example, a challenge among cosmetic surgeons is the fact that people will call for a quote over the phone when obviously the doctor needs to see the patient beforehand. Since cosmetic surgery is an uncommon process, doctors will often use the more common dental work as an analogy — unlike surgery, most people have had their teeth done at some point in their lives. So, they’ll say: “Like a dentist, I can not give an estimate over the phone without any x-rays of your teeth or the knowledge of how many cavities you actually have.”

Beauticians usually face the same problem. Since many customers tend to shop around for these types of services, and since beauty is a subjective thing, then making a decision based on price alone can be detrimental to both the consumer and the business. So, using art as an analogy, beauticians will say: “A makeover is a makeover just like a painting is a painting, but there’s quite a difference between a Rembrandt and a preschooler’s fingerpainting.”

If you’re a computer programmer trying to sell your services to the plant manager of a farm equipment manufacturer, and in your presentation, you provide complex technical data in abstract computer jargon, you will obviously do very poorly. You must therefore mold your message in a way that it can be easily understood by farmers or plant workers.

We all come from different backgrounds. Our education, experiences, and environment help to condition our thinking. Therefore, use analogies, metaphors, and picture words in your presentation that will make your message easier to understand by the other’s personal set of circumstances. As Jack Trout once said, “A word is worth a thousand pictures.”


How To Set Better Appointments And Close More Life Insurance Sales!

When you are trying to set a life insurance appointment or close a sale you must help people to see a picture in their mind of what you are talking about. And why it is important. This is not about you, your products, or your companies. You need to make it all about them.

This is about getting them to picture in their minds what will happen to their spouse and family if they don’t get the life insurance they need to protect their family. Or getting them to picture in their minds their retirement, their child at college, etc. So they will want to set better priorities to save money for their future.

That is why you need to ask better questions like… “What would happen to your family and wife if they lost your income? What would your family and wife have to do?” Instead of you asking… “What if you weren’t there tomorrow what would happen? Or what would happen if you died tomorrow? etc. You have to help people to picture their family and wife in their minds.

The same is true if you are helping people to plan for retirement. You need to ask more and better questions like: “What would you like to do when you retire? Where do you want to go when you retire?” You have to help people to picture their retirement in their minds.

The more you use the up-words… family, your retirement, your’s child college, etc in all your questions! The more they will picture it in their minds. And the more they will want to set a life insurance appointment with you and the larger sales you will close! This little secret can make a huge impact on your life insurance sales results! Closing more life insurance sales!

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First, we will show you how to find and attract your best life insurance and annuity sales leads/prospects. So you will set great life insurance sales appointments.

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Little tips and changes can make a huge difference to set better appointments and to close more life insurance sales!


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 Learn To Ask More And Better Questions To Set Better Appointments And Close More Life Insurance Sales!

FAQ: Does anyone know a good place to buy Insurance leads?

Free Consult - Best Training For Helping 9 Out Of 10 Insurance Agents and Financial Advisors To Double And Triple Their Sales And Income In 60 Day Or Less!

Recommended By The Members Of The IARFC - How To Set More Appointments And Close More Life Insurance Sales!

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