Dale Carnegie once wrote, "You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you." Interesting right? But what does that have to do with what we do for a living? Plenty I say… plenty. We need to make sure that the prospect and client feels as though we care about them before they will care about us. Too many in the financial services business (and other fields as well) are prescribing solutions prior to assessing where the problem is, like a doctor prescribing a drug before he even asks you where it hurts. If that happened to you, would you shut down, not pay attention, leave and find another physician? Of course you would and that is why many sales are lost in our industry. Let's look…
Everyone has worry buckets: those heavy things we carry around that keep us up at night. Some of these buckets are kept private and, in your opinion, not open to discussion with others. Why? Maybe for the fear of others not understanding, the fear of looking foolish, the fear of being rejected. . Most of us will not discuss our "worry buckets" until we believe that person we are confiding in is truly empathetic and sympathetic with our goals dreams and desires. Yes, just like the "Master Mind Group" in Napoleon Hill's book, The Master Key to Riches. So, where am I going with this?
We have one mouth and two ears, so we should be doing twice as much listening. Try asking your clients and prospects where it hurts, find out what keeps them up at night? How do you get to these questions and answers? You have to have an assessment system. Don't have one? Talk to us about AssessBEST and some of the other client building tools that we have. Ladies and gentlemen, this is not so hard if you have a system. If you are just "winging it" and looking hungry, than this is truly the most difficult profession in the world. Need help? Call us and find out why agents from coast to coast continue to refer to us as... a different experience.
Until next time... good selling.
Everyone has worry buckets: those heavy things we carry around that keep us up at night. Some of these buckets are kept private and, in your opinion, not open to discussion with others. Why? Maybe for the fear of others not understanding, the fear of looking foolish, the fear of being rejected. . Most of us will not discuss our "worry buckets" until we believe that person we are confiding in is truly empathetic and sympathetic with our goals dreams and desires. Yes, just like the "Master Mind Group" in Napoleon Hill's book, The Master Key to Riches. So, where am I going with this?
We have one mouth and two ears, so we should be doing twice as much listening. Try asking your clients and prospects where it hurts, find out what keeps them up at night? How do you get to these questions and answers? You have to have an assessment system. Don't have one? Talk to us about AssessBEST and some of the other client building tools that we have. Ladies and gentlemen, this is not so hard if you have a system. If you are just "winging it" and looking hungry, than this is truly the most difficult profession in the world. Need help? Call us and find out why agents from coast to coast continue to refer to us as... a different experience.
Until next time... good selling.
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