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Our Real Competition
Written by: Donald F. PooleyArticle Overview: Our real competition is not other financial institutions or advisors. It's something far more pernicious and harder to fight.
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Free Download - Banks Cant Sell By Donald F. Pooley |
Our Real Competition
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.
Are you sure you know who you're competing with?
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Re: Congratultations to GT!
- Hi GT,
Competition is great and i know I wouldn't be here without it, but it is not the main reason for posting and participating. But I admit, it is the trigger I need to get some work done.
If there is none, i create one for myself and try to make it.
First prize is ice cream.
Re: No money Down real estate Webinar
- I wish I could attend. I want to learn more about Real Estate investing although I have to have other priorities at the moment. Can you keep me updated about the next one though?
Re: Hi
- Thanks guys! I have been helping Real Estate and Mortgage professionals generate leads from the Internet for 5 years now!. I'd be glad to exchange some ideas. Have a great day=)
Re: Hi All,
- Welcome Aaron!!
what type of Real Estate investing do you specialize in?
in Toronto I am involved in purchasing properties at wholesale prices prior to the owners going into Foreclosure.
Re: Fear of Success
- You don't need to fear success. We should embrace it. Fear is define by a man of God as
False
Evidence
Appearing
Real.
the meaning is what we fear most does'nt come to pass
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