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any of your products get a bad rap. Read my article,“Why Ken Fisher really LOVES Annuities! (And YOU should too!)” to see what I mean. Transitional language can keep your clients listening and guide the conversation toward the products you want to sell. Here are some words, language, and stories you can use in your next appointment.

 

Everyone has auto insurance, which makes it a comfortable place to start a conversation. Have your clients pull out their keys. Ask them to tell you about their keys one-by-one. When they show you their car key and tell you what they drive, you can say, “Great. You’ve got auto insurance for that.” When they show you the key to their home, ask “Do you have homeowners insurance?”

Maybe they have a key to their office; “Is your business insured? Let’s talk about property insurance. There could even be a key to their safe so you could talk about estate planning and wealth-transfer techniques. Once you’ve talked about each key, ask, “What about the ring? You have your whole life on this ring, but what would happen if it broke? This ring is like your life, and life insurance can protect you and your loved ones from losing everything.” For language about life insurance, check our Mary Feldman's book Man on a Mission. What else does every client have besides keys?

Cellphones can cost upwards of $700 nowadays. People love talking about these miniature personal computers, so ask your clients to show you their phone. “Do you have cellphone insurance?” You’ll probably share a laugh, but then ask them how they paid for that phone. “Did you use income? If you didn’t have that income, you couldn’t afford that phone. Right?” Talk to them about your products that can insure their income. The life insurance you just talked about protects their income from an unexpected death. An annuity can replace their income that’s lost when they retire, and long-term care insurance can protect their income in case of severe illness or disability that takes them out of the workforce!

These two items that every client carries with them offer you the opportunity to transition from one product to the next. If your sales presentation isn’t enough to close, something else everyone likes to talk about is discounts. Discuss discounts through bundling if your clients need one last poke. Now it’s up to YOU to practice your words, language, and stories until you perfect your presentation!

See you after your next meeting,

-Tom Hegna