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 View the recorded 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 SPONSORED BY: