Joseph Yong, a Singapore subscriber, emailed me this:
”Hi Don, I visited your website only recently, and thank God for answering my prayers.
”Like many other insurance agents, in my first 2 years I did business with my natural market. But very soon it was exhausted. With few clients, and yet to master referral skills, I have to cold canvass to get my business.
”I go door-to-door, or approach strangers on the street with my survey form asking questions like ‘Do you save? Can I be your insurance adviser? Do you have any retirement plan’ and so on, hopefully to catch their attention. I usually start by asking ‘Do you have 5 minutes?’ but answer always ‘NO’.
”Please advise me, how can I go on?”
Here’s my answer:
“Joseph,
”Of course the answer is ‘NO’. You haven't offered them any benefit.
"Grab their attention with a big benefit such as, ’Would you like to be worth a million dollars?’. If they say ‘Yes’ ask them when they can meet with you for half an hour to discuss it.
“Also, go back to each of the people you sold in your first 2 years and ask them why they bought from you. If they ask ‘Why?’, tell them you're looking for more people like them who can benefit from your advice. Your best source of referrals is people who have already bought from you.
”People will respond to you if you get out of your ego and into theirs.
“Who would you rather talk about today: Me or you?
”I'm betting you'd much prefer to talk about yourself. When someone shows you a group photograph of your family, whose face do you look at first?
"Yours, of course.
”When you are talking to prospects, writing to customers, or in any way interacting with people, focus on THEM and you'll increase your sales. REMEMBER THIS!!!
“Why?
”Because people are interested in themselves first.
“This is the key to your future success.”
How Can I Go On - To learn more about this author, visit Donald F. Pooley's Website.
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Donald F. Pooley
(Visit Donald's Website)
Don Pooley, the author of this article,
allows you to publish
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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
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