NAILBA Perspectives Virtual Symposium Special Edition | Page 27
People are quick to refer others to you, when
you show that you care, you are knowledgeable,
and you have good communication skills.
Building genuine relationships
Take the time and invest in your prospects and customers to
build genuine relationships. Consider the following steps:
Help clients understand why your product recommendation
is the best choice, based on their needs.
Explain what the tools you offer actually do, and in
layman’s terms.
Patiently answer any questions that they may have.
Offer to provide written explanations or materials, to aid
their comprehension.
Remember, everyone learns differently, so visual aids may be
needed for some
Have a specimen contract handy, to offer for their review,
before your close meeting.
Don’t pressure the client. Fire sale-type warnings about
rates declining, and bonuses not being available only scare
off prospects.
Offer to have your client’s children sit-in on your meetings.
Do whatever you can to represent yourself as a trustworthy
financial expert, worthy of earning their business.
Follow-up, and follow-through.
Use good customer service.
Ultimately, those who do a good job are not just going to close
the sale. They have a better opportunity to earn the business
of the client’s beneficiaries. Referral business isn’t something
you need to ask for if you follow these rules either. People are
quick to refer others to you, when you show that you care, you
are knowledgeable, and you have good communication skills.
Be awesome, and the sales will come.
Get your head in the
digital game
Digital Solutions During Uncertain Times
+ Carrier Updates on Distribution & Underwriting
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event anytime
NAILBA.org
Complimentary Virtual Symposium
Recorded live July 14, 2020; 10 AM to 2 PM Eastern
View the recorded event anytime on NAILBA.org
Increase placements with latest industry updates:
Touchless sales solutions
Non-invasive risk assessment
Sales & distribution updates
Underwriting updates
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