Many years ago I heard at an MDRT meeting that the best
way to engage a client is by asking questions.
Really good questions and actively listening to their answers.
Remember six very important words, "You ask. They tell and you sell."
Let me repeat, "You ask. They tell, and you sell" when you ask a question.
Most of the time they respond, right? They must. When they answer your question
you have engaged them and the process starts.
You must be ready with your questions when the opportunity strikes. Some
examples of the questions are, What's important about money to you?
What's your biggest fear about money to you?
What keeps you up at night? Is your paycheck
insured and guaranteed if you live too long
die too soon or get sick? Long after you're gone, how do you like
to be remembered? We call this the discovery process.
There are three most important numbers you have to keep in mind
in selling. 17 3 and 30.
17 seconds is the average attention span of most people.
17 seconds. If you don't engage them in 17 seconds,
they will tune you out in their mind are there looking like this. If you use that
time wisely and get their attention, they will give
you three minutes. In three minutes
you have to convince them with a compelling reason
to give you a 30-minute appointment. You have to be ready with questions when
the opportunity strikes. Let me share with you a few bits of
wisdom about storytelling that i have learned
from the MDRT in the past 30 years. You should have a
few stories ready to share. People remember stories
for a very long time. These might spark creativity and give
you ideas about what to say and make a great
impression on your prospect. One of my favorite
stories is about the construction of the Golden
Gate Bridge in San Francisco, California. I was told
that it was taking a very long time to build it
because the construction workers were scared they were afraid
that during construction if they fall in an accident
from the bridge, it's 250-feet deep. They will surely get killed in the
process. A smart contractor came up with an idea
of fixing a safety net underneath to ensure that even if they fall
the safety net will protect them. In the same manner, all of us build
financial safety nets for our clients if something unexpected
happens, right? Mr. Client, do you have a financial safety
net? Next, I learned about the importance of
the language and the words. The great Ben Feldman used
to say, "There's a cost of doing something.
There's a cost of doing nothing. The cost of doing nothing is always more
than the cost of doing something. Most people do nothing wrong,
they just do nothing. And that's what's wrong."
Okay, one last and final story. Someone asked the great Michelangelo, "You
just started with a piece of stone, how did you carve out the perfect statue
of David?" He replied, "I could always see the
perfect David inside. All I had to do was remove what did not
belong." This is what we do for our clients.
Remove the doubt, misinformation and obstacles to adopt
the best financial plan. These lessons and many more have allowed
me to continue to qualify for Top of the Table
for 25 years. Thank you,
thank you. You now know what stories to tell. You now know
what to do. Just go ahead and sell. See you at the Top of the Table. Good luck
and God bless you all. Thank you. Have a great day