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.
Like this article? Share it with your friends
 |
Related Articles |
|
 Critical Qualities To Achieve Credibility, According To Your Strategic Thinking Business Coach
|
| |
Achieving or earning credibility is something all of us need to strive for in business and in our personal life. Achieving credibility means gaining the ability to be recognized for one’s capabilities and knowledge...
|
|
Find Out Who You Are Talking To
|
| |
 Whether face-to-face, phone, email, mail, fax, website or whatever medium, find out early in the interaction what that person's primary motivation is.
|
|
Building Credibility
|
| |
88% of you who answered the last survey wanted to know how to build your credibility before your first meeting with a new prospect.
|
|
Pay My Dues ~ Build Credibility
|
| |
During a recent networking function, I had a great conversation about young professionals with an older gentleman—I’ll call him Bill—in the insurance sales industry. He mentioned how difficult it is to find young pr...
|
|
Building Your Credibility
|
| |
Why do Life Agents and Financial Advisors frequently face rejection or objections from prospects and existing clients?
|
|
|
Donald F. Pooley
(Visit Donald's Website)
Don Pooley, the author of this article,
allows you to publish
it if you include these credit lines:
Copyright 2005, Donald F. Pooley, Inc.
Don Pooley CLU, CFP, CHFC, "The
Advisor's Advisor" has shared
his marketing know-how with audiences of
life insurance men
in all major Canadian cities, London,
Australia, Chicago, New
York, San Francisco, Hong Kong, and
Singapore, and now in his
free ezine. To get more ideas on marketing
your services, plus
free ebooks, subscribe now at www.eTIP.ca/
|
|
|
Donald F. Pooley's
Complete
List Of
Marketing
Articles
|
|
|
If you enjoyed this article, get Donald F. Pooley's Complete List of Marketing Articles For FREE!
|
| |
|
|
|
![[Get Copyright Permissions]](http://license.icopyright.net/images/icopy-w.gif){kind=small}
