Building Your Credibility
Building Your Credibility
The problem is the Agent/Advisor is seen as someone 'out to sell something'. Well-meaning family and friends coach them not to give in to the 'high-pressure' salesman.
Yet these same people are quite willing to go to a Doctor, or Lawyer and pay for the Professional Services provided.
That’s the key. Professional. Clients respect professionals, but not salespeople. To build credibility with clients, you need to provide services that clients consider professional.
Professionalism equals credibility – and credibility equals sales!
What professional services fit with your own financial and insurance practice? Life insurance agents deal with issues of life and death, and their financial impact. The obvious synergy with insurance is Estate Law, Wills, Trusts, and Powers of Attorney.
For example, as Estate Law Practitioners, we work with Life Agents and Financial Advisors (such as TIP subscribers) in providing legal services to their clients. The Agent/Advisor maintains and controls the relationship. We work to enhance their profile with their clients, to build their credibility.
In the presence of, and with assistance of the Agent/Advisor, we provide the client with a detailed information package on wills, power of attorney, trusts, and estate law.
We assist the client in completing a questionnaire on their estate law needs, thereby allowing an effective will, trust and power of attorney package to be prepared.
From the discussion with the client and the questionnaire, sales opportunities for the Agent/Advisor usually arise.
Based on the information provided, we draft legal documents; the will, power of attorney, and trusts. And once we receive the client’s approval of them, complete the process.
Changes in client's lives mean the documents prepared should be reviewed every three years. This allows the Agent/Advisor, and us, to maintain an ongoing relationship with the client.
In building the Agent/Advisor’s credibility, the cost to the client should be kept reasonable. Depending on the client’s circumstances, in our practice wills start at $100; powers of attorney start at $75; and the obligatory initial meeting with the client is set at $100.
Working together with an Estate Law Practitioner, you as the Agent/Advisor can build a professional alliance that enhances your credibility and reputation with your clients!
Brian Risman LLB MA AICB graduated from the University of London, England. He practices Estate Law in Ontario, helping Agent/Advisors build their client base and client loyalty with Professional Legal Services. Contact him at his site or at his email address: brian.risman@sympatico.ca.
Building Your Credibility - To learn more about this author, visit Donald F. Pooley's Website.
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Why do Life Agents and Financial Advisors frequently face rejection or objections from prospects and existing clients?
The problem is the Agent/Advisor is seen as someone 'out to sell something'. Well-meaning family and friends coach them not to give in to the 'high-pressure' salesman.
Yet these same people are quite willing to go to a Doctor, or Lawyer and pay for the Professional Services provided.
That’s the key. Professional. Clients respect professionals, but not salespeople. To build credibility with clients, you need to provide services that clients consider professional.
Professionalism equals credibility – and credibility equals sales!
What professional services fit with your own financial and insurance practice? Life insurance agents deal with issues of life and death, and their financial impact. The obvious synergy with insurance is Estate Law, Wills, Trusts, and Powers of Attorney.
For example, as Estate Law Practitioners, we work with Life Agents and Financial Advisors (such as TIP subscribers) in providing legal services to their clients. The Agent/Advisor maintains and controls the relationship. We work to enhance their profile with their clients, to build their credibility.
In the presence of, and with assistance of the Agent/Advisor, we provide the client with a detailed information package on wills, power of attorney, trusts, and estate law.
We assist the client in completing a questionnaire on their estate law needs, thereby allowing an effective will, trust and power of attorney package to be prepared.
From the discussion with the client and the questionnaire, sales opportunities for the Agent/Advisor usually arise.
Based on the information provided, we draft legal documents; the will, power of attorney, and trusts. And once we receive the client’s approval of them, complete the process.
Changes in client's lives mean the documents prepared should be reviewed every three years. This allows the Agent/Advisor, and us, to maintain an ongoing relationship with the client.
In building the Agent/Advisor’s credibility, the cost to the client should be kept reasonable. Depending on the client’s circumstances, in our practice wills start at $100; powers of attorney start at $75; and the obligatory initial meeting with the client is set at $100.
Working together with an Estate Law Practitioner, you as the Agent/Advisor can build a professional alliance that enhances your credibility and reputation with your clients!
Brian Risman LLB MA AICB graduated from the University of London, England. He practices Estate Law in Ontario, helping Agent/Advisors build their client base and client loyalty with Professional Legal Services. Contact him at his site or at his email address: brian.risman@sympatico.ca.
Building Your Credibility - To learn more about this author, visit Donald F. Pooley's Website.
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