Diagnose Before You Prescribe – Ask More And Better Questions To Find Out What Your Clients Need & Want!
01/28/2021 – Would you agree that it is very dangerous for a Doctor to prescribe a treatment for their client, without an accurate diagnosis first? Isn’t it why malpractice insurance is so expensive for doctors? Is it any different for our services? If we recommend a product to our clients, before we ask questions to understand and know what need and want, then aren’t we guilty of malpractice just like the doctor? Isn’t that why we have so many lawsuits? And why we have so many new regulations! Not asking enough questions is also why so many agents struggle to close insurance sales!
The best salespeople see themselves as advisors. They know that they must ask questions to understand the concerns, needs, and wants of their client. So they can make sure that their client gets what is best for them. While most of the other people out there just see themselves as salespeople selling a product!
Do you want to close a lot more and much larger sales? Then you need to become a true and trusted advisor for your client. You must help your client to get what they need and want. This means that you must take the time to understand your client’s concerns, needs, and wants. And that means you need to learn to ask your clients the who, what, where, when, how, and why questions. And then you need to learn how to clarify their answers by asking your clients more questions! You must take the time to ask questions to get your clients to tell you what is most important to them!
To Find Out What Your Clients Need & Want Ask Questions Like…
“When would you like to retire?”
“What would you like to do when you retire?”
“Where would you like to go?”
“Why is that important to you?”
“How do you feel about that?”
Asking clients the right questions is the key to you closing more and much larger sales. It is also the key to you getting lots of repeat sales from your clients. And it is the key to you getting all the referrals you need so that you can stop buying leads and/or cold calling.
This is a great business and easy when you take the time to do it the right way. This means you must learn to ask more and better questions to find out what your clients need and want! Instead of you just making a sale!
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Check out our How To Close ‘9 Out Of 10’™ Sales Tool Kit! Because you will get 90 days of personal training, coaching, and mentoring… with back-office sales support! All from a team that has helped agents to succeed for over 40 years! First, we will show you what to say and questions to ask clients so you will set your best sales appointments. Then we will show you how to help families identify and want to solve their problems. We will also show you how you can help 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 ideas to your families. So that you will close more and larger life insurance and annuity sales in the next 30 days – to be a success like the legends!
Agent and Advisor Success Stories About Asking Clients Questions…
“Thank you for the dynamic, simple principles you shared with me and others at your Found Money Management™ Boot Camp two weeks ago. Yesterday I made my first calls to share the FMM principles with an existing client, a referral… And a friend at a property and casualty agency I refer business to here in town. And, I’m batting three for three because I used the questioning techniques you taught me.” Mark Davis, ChFC, RFC – FL (16 years in insurance sales)
“Jeremy, I had an appointment last night where I used the fact find before Christmas. I completed the proposed template with 2 IUL products (husband and wife)… And walked out last night with 6k in premium. I also got a lead for my accountant and mortgage broker as well. This stuff works. Thanks…” Rocco Taraborrelli – NJ (7 years in insurance sales)
“Lew’s coaching and system has helped my practice immensely! Learning from Lew on how to ask questions the right way, helped me close $16,800 in commissions in 2 weeks! Thanks Lew!” Ron Fara, RFC, RIA – IL (19 years in the business)
When Will You Read Our Book To Help Families! So you help clients to get what they need and want!
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Nothing Will Change Until You Make it Change. So It Is Up To You To Learn How To Ask Questions To Help Clients To Make It Change!