Our Real Competition
Our Real Competition
Page 36 of the May 14th issue of The Economist described it in a sidebar which starts with "Americans save too little."
But it didn't say why.
The reason is that there are so many other things most of us would rather do with our money. Things that will give us an immediate jolt of pleasure, rather than fill a future need.
We'll even borrow to buy a new car, TV set, or trip, TODAY.
And what we as financial advisors offer is deferred. We ask people to forego present pleasures for future benefits they may not even live to enjoy.
Especially, if it's life insurance.
It's a tough sell!
Our industry has come up with many ways to fight this enemy, but the most effective is a one-on-one, agent-to-prospect meeting with each prospect.
And what works best for me in such meetings is helping the prospect to visualize the future. And asking him what kind of future he really wants.
You see, all the things he wants to spend his money on today are really his dreams of his future. He believes he'll feel better tomorrow, if he buys that car, TV, or trip, today.
So the secret to his buying button is not the actual product he purchases but his visualization of his future with it.
Watch any car commercial on TV and you'll see what I mean.
So the secret to selling him our products and services is to help him to visualize another future---a future without him, if we're focusing on life insurance---or a future with an older him if we're discussing retirement.
But there's no need to describe this further, as you received a step-by-step guide
on how to do it in the ebook you got as a subscription bonus, "Secrets of Soft-Fact Sales".
Read it to learn how to combat your real competition.
Our Real Competition - To learn more about this author, visit Donald F. Pooley's Website.
Like this article? Share it with your friends
Our real competition is not other financial institutions or advisors. It's something far more pernicious and harder to fight.
Page 36 of the May 14th issue of The Economist described it in a sidebar which starts with "Americans save too little."
But it didn't say why.
The reason is that there are so many other things most of us would rather do with our money. Things that will give us an immediate jolt of pleasure, rather than fill a future need.
We'll even borrow to buy a new car, TV set, or trip, TODAY.
And what we as financial advisors offer is deferred. We ask people to forego present pleasures for future benefits they may not even live to enjoy.
Especially, if it's life insurance.
It's a tough sell!
Our industry has come up with many ways to fight this enemy, but the most effective is a one-on-one, agent-to-prospect meeting with each prospect.
And what works best for me in such meetings is helping the prospect to visualize the future. And asking him what kind of future he really wants.
You see, all the things he wants to spend his money on today are really his dreams of his future. He believes he'll feel better tomorrow, if he buys that car, TV, or trip, today.
So the secret to his buying button is not the actual product he purchases but his visualization of his future with it.
Watch any car commercial on TV and you'll see what I mean.
So the secret to selling him our products and services is to help him to visualize another future---a future without him, if we're focusing on life insurance---or a future with an older him if we're discussing retirement.
But there's no need to describe this further, as you received a step-by-step guide
on how to do it in the ebook you got as a subscription bonus, "Secrets of Soft-Fact Sales".
Read it to learn how to combat your real competition.
Our Real Competition - To learn more about this author, visit Donald F. Pooley's Website.
Like this article? Share it with your friends
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Staging DivaDebra Gould, aka The Staging DivaŽ, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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