I recently had the opportunity to present an MDRT Web seminar entitled “Back to the Basics” (Visit Web Seminar Archive). Despite the fact that our industry continues to become more complicated – with new products, new technology and ever increasing compliance requirements –success in selling remains very basic. Success still comes down to our ability to empathize with clients, understand their needs, fears and desires, find the right answers for each of them as individuals, and motivate them to take action.
When I meet with a prospective client, I show them a one-page chart that explains our entire business – including our services in Wealth Transfer, Employee Benefits and Investments. Our slogan is “We help you keep together what you’ve worked so hard to put together.” After all, isn’t that what really matters for the majority of our clients?
Of course, uncovering the unique needs of each customer and selling them the right product can be easier said than done. I do it by keeping discussions and presentations as simple as possible. I work hard to go the extra mile and provide value-added service for each and every customer. I stress professionalism among our staff, and both persistence and patience in dealing with our customers. And, I stress the strong family values that allow us to be happy and successful, year after year.
What techniques do you find effective for keeping your business grounded in the basics and solving the needs of your customers?
